Every founder wants more leads, more visibility, and more traction — but almost nobody knows how to extract maximum output from minimum effort.
This Best Bits episode breaks down Jess Schultz’s GTM Multivitamins framework — the most efficient early-stage growth strategy we’ve ever covered on Making Revenue Tick.
Jess shows you how to turn a single conversation, customer call, or podcast into dozens of high-impact assets you can use for demand gen, outbound, social proof, and pipeline creation.
If you’re a founder, operator, or early GTM hire trying to create traction without a big budget or team… this is the episode to watch.
What You’ll Learn (In 12 Minutes Flat)
How to turn 1 hour of effort into 30+ pieces of GTM content
How to use podcasts as a multiplier for content, credibility, outbound, and SEO
Why your best positioning and messaging already exist inside customer calls
How to activate “mindshare precedes market share” using simple repurposing loops
How to use podcasts and content for high-conversion outbound (without being salesy)
Why most founders are sitting on untapped gold mines of messaging
How to repurpose across email + LinkedIn without sounding repetitive
How to build reach without spending more time, money, or headcount
Why This Clip Matters
Most startups don’t fail because they lack resources — they fail because they don’t know how to leverage what they already have.
Jess’s “GTM Multivitamins” strategy lets you:
Get traction before hiring
Increase reach without increasing bandwidth
Stay visible to your ICP
Build demand and pipeline while doing work you already planned to do
This is the content playbook founders wish they knew two years earlier.
Who This Is For
Seed → Series A founders trying to build demand with limited capacity
Marketing & Sales leaders who want to scale signal, not noise
Operators responsible for pipeline, messaging, and GTM
Anyone who wants to work smarter, not harder
Connect
Jess on LinkedIn: https://www.linkedin.com/in/jessicatschultz
Jess’s Newsletter: https://playbook.amplifyscales.com/
Richard on LinkedIn: https://www.linkedin.com/in/richwash/
Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
#GTM #StartupGrowth #ContentStrategy #FounderLedSales #DemandGen #MarketingTips #SalesEnablement #LinkedInGrowth #PodcastMarketing #AmplifyScales #TickTalent #WMYT
Enterprise sales is at a breaking point.
Quota attainment is collapsing.
AE productivity is falling.
And the default response from revenue leaders?
👉 Buy more tools. Add more dashboards. Add more noise.
In this episode of Making Revenue Tick, Douglas Mancini breaks down why enterprise quota attainment is stuck at 40% — and how to build a real enterprise motion that consistently gets reps to 100%+ without adding headcount or tech.
Douglas has been in Strategic Sales through Sun Microsystems, SAP, Oracle, Criticizer and Okta (plus many startups). He’s built enterprise teams through every GTM phase — from chaos to scale — and has seen firsthand what actually moves quota attainment.
This is the unfiltered operating manual for enterprise sales leaders, CROs, VPs of Sales, and founders selling upmarket.
🎙️ In This Episode, You’ll Learn:
💥 Why enterprise AEs miss quota — and why tools make it worse
The hidden forces killing productivity: fragmented systems, inaccurate forecasting, broken enablement, and inconsistent deal qualification.
💥 The “Deal System” great enterprise orgs use
How elite teams structure deal reviews, MEDDIC/MEDDPICC enforcement, and strategic account planning to remove randomness from the sales cycle.
💥 Why managers (not reps) are the real multiplier
How world-class front-line managers drive predictable pipeline generation, deal inspection, and execution — and why most orgs hire the wrong ones.
💥 Pipeline reality vs. pipeline theatre
Why 70% of pipeline is “dead on arrival” — and how to fix it with ruthless qualification, customer-aligned stages, and cross-functional accountability.
💥 How to reduce tool bloat and increase rep capacity
The 3 systems enterprise sellers actually need — and everything else that slows them down.
💥 What separates 100%+ enterprise reps
The mindset, habits, deal discipline, executive alignment, and customer rigor that consistently drive top performance.
👤 About Douglas Mancini
Douglas Mancini is one of Enterprise Sales veterans. He lives and breathes strategic deals.
🎯 Who This Episode Is For
CROs + VPs of Sales trying to lift AE performance
Enterprise founders moving upmarket
Sales managers who want to run real deal inspections
Enterprise AEs looking to hit 100% consistently
RevOps + Enablement teams cleaning up process and systems
Anyone stuck in a sea of tools but starving for execution clarity
Follow Douglas on LinkedIn:
👉 https://www.linkedin.com/in/domancini/
Follow Richard on LinkedIn:
👉 https://www.linkedin.com/in/richwash/
Read Growth Magnet:
👉 https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
#enterprisesales #strategicsales #techsales #wmyt #whatmakesyoutick
Founders: You can’t scale if every deal depends on you.
But most new hires don’t fail because they’re bad — they fail because you never built the system that sets them up to succeed.
Full episode here: https://youtu.be/j4Zr70NsFOk?si=MpffVOPmwDxNs1Ng
In this What Makes You Tick: Best Bits episode from the Making Revenue Tick masterclass series, Angel Evenson and Richard Washington break down The Enablement Gap — the silent killer of sales and marketing hires in early-stage startups.
If you’ve ever hired someone great on paper who fizzled out fast… this is the 10-minute fix you can’t afford to miss.
💡 You’ll Learn:
Why experience ≠ impact (and what to look for instead)
How founders set up new hires to fail without realizing it
What real onboarding and enablement should look like
How to spot multipliers — people who elevate everyone around them
Why structure beats shadowing when you’re scaling sales
Key Questions This Best Bits Answers
🧩 The Enablement Gap
Why do so many talented new hires fail within their first 90 days?
What exactly is “enablement,” and how is it different from onboarding?
How can founders design onboarding that actually builds confidence and results?
💼 Hiring & Experience
Why hiring for “years of experience” or big-name logos (like Apple or Meta) is a trap in startups?
What kind of experience actually translates well to early-stage environments?
How do you spot people who can thrive in fast-changing, ambiguous settings?
🚀 Multipliers vs. Executors
What’s the difference between someone who’s great at their job and someone who multiplies impact across the team?
How can you identify “multipliers” in an interview — and what questions reveal them?
What signals show a candidate has the confidence and judgment to push back on founders (when it matters)?
📋 Onboarding That Works
What does a truly effective onboarding program look like — especially for your first GTM hires?
How do you transition from “founder in every deal” to a repeatable sales motion without losing quality?
Why does shadowing and unstructured “follow me around” onboarding fail?
What’s one practical step to document your process and free up founder bandwidth?
🧠 Culture & Retention
How do you build a culture that supports independence, experimentation, and accountability?
Why is enabling people before you scale headcount the key to keeping them long-term?
👤 About Angel Evenson
Angel Evenson is the Founder & CCO of AKA Communications, a sales and marketing consultancy helping founders grow revenue without burning out. A former Challenger consultant, she blends enablement, messaging, and leadership alignment to help early-stage businesses scale sustainably.
🔗 Follow Angel: linkedin.com/in/angelevenson
📚 Get her tools: linktr.ee/angelevenson
🎙️ About the Show
What Makes You Tick is hosted by Richard Washington, founder of Tick Talent, featuring conversations with top GTM operators, founders, and executives.
Each episode is a masterclass on scaling revenue, building trust, and creating human-centered growth systems.
Want help hiring?
👉 Richard Washington – https://www.linkedin.com/in/richwash/
🎧 Subscribe to What Makes You Tick for new episodes weekly:
YouTube @whatmakesyoutick
| Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=3b350a2f32d84a97
| Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715
#FounderLedSales #SalesLeadership #StartupGrowth #WhatMakesYouTick #AngelEvenson #WMYT #Enablement #SalesTraining
Every business says they want to hire “people with networks.”
But here’s the problem: those networks run out fast!
After 90 days, the “Rolodex effect” fades — and most sellers fall back on cold outbound that doesn’t convert.
In this What Makes You Tick: Making Revenue Tick Masterclass, Stephen Oommen joins Richard Washington to break down how to build and use your network strategically — so you never run out of intros, and every one you make actually drives revenue.
This episode is your Referral Selling Playbook — for founders, sellers, and GTM leaders who want to stop chasing cold leads and start creating trusted access at scale.
💡 In This Conversation, You’ll Learn:
Why hiring “network sellers” rarely works (and what to do instead)
The Referral Effect — how to turn one great intro into a pipeline of opportunities
Stephen’s 5 COINs framework for building warm access: Centers, Connectors, Communities, Coaches & Customers of Influence
How to make intros that actually close — not just polite coffee chats
The neuroscience of trust: why warm intros outperform cold calls 10x
How to build a referral-driven GTM motion that compounds over time
How to train your team to “give before they get” — and win faster through reciprocity
🧠 Who Should Watch
Founders and sales leaders tired of cold outbound that doesn’t work
Revenue teams looking to generate pipeline through relationships, not spam
Recruiters and hiring managers evaluating “network sellers”
SDRs and AEs who want to build their own repeatable referral system
GTM operators designing trust-based growth strategies
👤 About Stephen Oommen
Stephen Oommen is a keynote speaker, consultant and GTM leader. Known as the king of referrals, a true relationship architect who has built multi-million-dollar pipelines entirely through referrals and introductions. A two-time guest on What Makes You Tick, he’s known for teaching revenue teams how to systematize warm access, turn relationships into revenue, and win trust in competitive markets.
🎙️ About the Show
What Makes You Tick is hosted by Richard Washington, founder of Tick Talent, featuring conversations with top GTM operators, founders, and executives.
Each episode is a masterclass on scaling revenue, building trust, and creating human-centered growth systems.
🔗 Connect with the speakers
👉 Stephen Oommen – https://www.linkedin.com/in/stephenoommen/
👉 Richard Washington – https://www.linkedin.com/in/richwash/
🎧 Subscribe to What Makes You Tick for new episodes weekly:
YouTube @whatmakesyoutick
| Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=3b350a2f32d84a97
| Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715
#referrals #networking #salesskills #salestraining #salesenablement #gotonetwork #salesleadership #whatmakesyoutick #thereferraleffect #ticktalent #wmyt
Most sales leaders focus on driving revenue.
The elite ones? They change how their teams think.
In this Best Bits episode, Tolu sits down with Mike Petroskey, a sales leader who’s built, coached, and scaled high-performing revenue teams across hypergrowth environments.
But this isn’t your standard hiring or sales chat.
This episode goes deep into the psychology of great sales leadership - how top leaders reshape beliefs, create emotional safety, and spark performance breakthroughs by leading from the inside out.
What You’ll Learn:
Why mindset - not just skillset - determines sales performance
The silent killers of team culture (and how great leaders fix them)
How to coach reps without ego and unlock their potential
The real reason some teams scale effortlessly - and others stall
How to embed belief-shifting leadership into your hiring process
Whether you're a CRO, VP of Sales, or startup founder building a GTM team - this is a great insight in to leadership psychology you'll enjoy if you've chosen this path.
👉 Mike Petroskey – LinkedIn https://www.linkedin.com/in/mikepetros/
👉 Richard Washington – LinkedIn https://www.linkedin.com/in/richwash/
🎧 Subscribe to What Makes You Tick @whatmakesyoutick
| Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=06137d29432747d6
| Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715
#salespsychology #leadership #hiring #mindset #whatmakesyoutick #wmyt
Expanding into Europe isn’t just a natural growth move to go global - it’s a strategic minefield that will hurt those who don't learn from those who've been up the mountain!
In this masterclass episode of What Makes You Tick, Michael Schirrmacher, SVP Growth @ Reveni. A world class EMEA GM, ex Bloomreach, Fast and Narvar, joins Richard Washington to break down exactly what it takes to land and scale successfully in EMEA.
If you’re a US or International founder, CRO, or GTM leader planning your first European expansion, this episode is your EMEA Expansion Playbook.
Learn how to avoid the classic mistakes, hire your first regional leader the right way, and build sustainable traction across multiple markets.
💡 In This Conversation, You’ll Learn
The do’s and don’ts of landing in Europe — from first hire to full market launch
Why US playbooks fail in EMEA (and how to fix them)
How to find product-market fit again in a new region
The difference between a local “hero” and a real regional builder
How to align HQ and regional leadership without creating silos
Why “trust” and “timing” matter more than budget in international expansion
The cultural nuances that drive (or destroy) deals in Europe
🧭 Who Should Watch
Founders expanding from the US (or out East) to EMEA
CROs and VPs of Sales building international GTM functions
Investors looking for playbooks that scale across markets
Sales leaders entering new regions or rebuilding EMEA operations
👤 About Michael Schirrmacher
Michael Schirrmacher has spent 15+ years building and leading go-to-market organizations across Europe. From early-stage startups to global scale-ups, he’s helped companies like Bloomreach, Fast and Narvar crack international growth, build cross-functional alignment, and lead high-performing teams across cultures. Now he's SVP Growth @ Reveni. Check them out!
🎙️ About the Show
What Makes You Tick is a podcast by Richard Washington, founder of Tick Talent, featuring candid conversations with the world’s top GTM leaders, founders, and operators.
Each episode unpacks real frameworks, battle-tested lessons, and behind-the-scenes stories from the people building the future of revenue.
🔗 Connect
👉 Michael Schirrmacher – LinkedIn https://www.linkedin.com/in/michaelschirrmacher/
👉 Richard Washington – LinkedIn https://www.linkedin.com/in/richwash/
🎧 Subscribe to What Makes You Tick @whatmakesyoutick
| Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=06137d29432747d6
| Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715
#EMEAExpansion, #GoToMarketStrategy, #StartupGrowth, #SaaSLeadership, #WhatMakesYouTick
What really separates great leaders from bad ones?
In this Best Bits episode of What Makes You Tick, Abi Williams , Founder at Lead Not Lag, Revenue Growth Operator, and former leader at Oracle, Meta, LinkedIn, Pluralsight, and Udemy, breaks down how to build teams that win with integrity and scale with culture.
Abi shares the leadership lessons behind growing an SMB business unit from $2M to $25M ARR in just two years, coaching startups at Techstars, and leading high-performing teams across the globe.
She shares lived experienc of:
Why culture is your true performance multiplier
How to hire and promote with integrity and alignment
The cost of keeping “star performers” who erode trust
How people-first leadership accelerates growth
Why bad leaders can be your best teachers, if you pay attention
If you’ve ever wondered how to balance empathy with execution, this conversation is your blueprint for building scalable, people-centric success.
🎧 What Makes You Tick is where tech founders, operators, and GTM leaders share the frameworks, failures, and mindset shifts behind growth that lasts.
Connect with the Guests:
🔹 Abi Williams - LinkedIn - https://www.linkedin.com/in/abiolawilliams/
🔹 Richard Washington - LinkedIn - https://www.linkedin.com/in/richwash/
#Leadership, #Culture, #StartupGrowth, #SalesLeadership, #WhatMakesYouTick #ChiefRevenueOfficer #Founder #Startups #WMYT
What happens when everything you’ve built suddenly stops. And you’re forced to rebuild not just your career, but yourself?
In this episode of What Makes You Tick, Roderick Jefferson, bestselling author of Sales Enablement 3.0 and globally recognized keynote speaker, shares how a stroke changed his entire perspective on leadership, ambition, and the true meaning of success.
From leading global GTM teams at Salesforce, Oracle, and Marketo to redefining what it means to enable people (not just train them), Roderick brings a deeply personal and practical playbook for every leader chasing impact without losing themselves in the process.
In This Episode:
What a life-changing moment taught Roderick about leadership, empathy, and resilience
Why you train animals, but you enable people
How to balance ambition with health, family, and purpose
The mindset shifts that turn setbacks into sources of strength
How to apply enablement principles beyond sales - to life itself
About Roderick Jefferson
Roderick Jefferson is an internationally recognized business and transformational speaker, known for his dynamic voice and practical frameworks that have shaped the future of sales enablement and GTM leadership.
He’s spoken at and advised companies including:
ATD Conference, B2BMX, Cisco, LinkedIn, MindTickle, Oracle, Salesforce (Dreamforce), SAP, Seismic, SiriusDecisions, Uber, and Zoom.
He’s also the author of two Amazon bestsellers:
📘 Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence
📘 Sales 3.0 Companion Workbook
📘 Pre-order his new book Stroke of Success https://www.roderickjefferson.com/stroke-of-success
When he’s not on stage, Roderick can be found barbecuing or playing bocce with his family - reminding us all that success means nothing without balance.
🎧 Listen to What Makes You Tick
What Makes You Tick is the flagship podcast uncovering the human side of high performance - hosted by Richard Washington, founder of Tick Talent. Each episode dives deep with world-class leaders, founders, and operators on leadership, mindset, and growth in tech.
Available on:
🎧 Apple Podcasts | Spotify | Amazon Music | YouTube
Connect with the Guests
🔹 Roderick Jefferson — LinkedIn https://www.linkedin.com/in/roderickjefferson/
🔹 Richard Washington — LinkedIn https://www.linkedin.com/in/richwash/
#HopeIsNotAStrategy, #LearnAnywhereAchieveEverywhere, #IQplusEQplusAI3dot0, #strokeofsuccess, #GTMtransformation, #salesenablement, #keynotespeaker, #motivationalspeaker, #healthandwellness, #leadershipdevelopment, #WhatMakesYouTick, #TickTalent
How do you hire sellers who don’t just close deals - but multiply impact?
Hear the full episode: https://youtu.be/viv8BikwTNg?si=6Ag_WGbFAZVZe-ul
In this Best Bits from Making Revenue Tick, Heath Barnett, VP of Revenue at Mixmax and host of Mixology, joins Richard Washington to break down one of the biggest hiring traps in startups: The Resume Fallacy.
Founders and GTM leaders often chase pedigree - hiring reps from big logos, proven companies, or “top performers.”
But early-stage success demands something entirely different: resourcefulness, curiosity, and an operating system for ambiguity.
In this 18-minute highlight, Heath shares:
💡 Why “top reps” from big companies often fail in startups
🎯 How to identify resourceful sellers who build process, not just follow it
⚙️ What early-stage leaders get wrong about hiring for potential vs proof
🧭 How to interview for grit, coachability, and execution under chaos
🤝 Why great recruiters often become exceptional SaaS sellers themselves
If you’re hiring your first sellers - or levelling up your GTM team - this clip is your shortcut to avoiding expensive misfires and finding the multipliers who actually scale.
About Heath Barnett
Heath is a revenue leader and PLG operator who’s helped startups scale from early traction to hypergrowth. Currently leading Revenue at Mixmax, he’s known for building lean, high-impact sales teams and for hosting Mixology, a podcast for operators who care about doing the work that actually works.
🔗 Connect with Heath on LinkedIn https://www.linkedin.com/in/gtmjuice/
About Richard Washington
Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success.
Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/
Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
#StartupHiring, #SalesLeadership, #GoToMarket, #B2BSaaS, #MakingRevenueTick #WMYT #SalesHiring #SalesRecruitment
What happens when your startup hits the messy middle - when scrappiness alone can’t scale?
In this Making Revenue Tick masterclass, Dustin Clinard joins Richard Washington to unpack what it really takes to grow from $3M to $20M+ ARR.
From a startups early stage to growth execution, Dustin reveals the unspoken rules of scaling - where founders stop being the cavalry, and teams learn to create their own momentum.
You’ll learn:
- Why “no one is coming to save you” is the single most important growth mindset
- How to build systems that scale before you feel ready
- The Resourcefulness Rule, and how top performers apply it daily
- How to transition from founder-led revenue to true organizational leadership
- Why hiring slows growth (until you learn to hire for leverage)
If you’re a founder, CRO, or operator navigating that tough $3-$20M stretch, this episode will change how you think about growth, leadership, and accountability.
About the guests:
🎙 Dustin Clinard, CEO at Ignis AI, connect on LinkedIn https://www.linkedin.com/in/dustinclinard/
Helping companies unlock potential, transform careers, and elevate the future of work.
🎙 Richard Washington, Founder at Tick Talent, and Host of WMYT? What Makes You Tick - Tech Leaders Career Stories, and Making Revenue Tick podcasts
Connect on LI: https://www.linkedin.com/in/richwash/
#StartupGrowth, #ARR, #MakingRevenueTick, #SaaSLeadership, #IgnisAI, #Founders, #ScalingStartups, #RevenueLeadership, #B2BSales, #WhatMakesYouTick
What if the future of sales isn’t about automation — but about trust?
In this episode of Making Revenue Tick, Rachit Kataria, co-founder and CEO of Centralize
, joins Richard Washington
to share the truth about building an AI startup in a noisy, high-stakes market.
Fresh off a $4M seed round led by Salesforce Ventures, Rachit breaks down:
Why enterprise sales is broken — and how relationship intelligence can fix it
The difference between AI for good and the “AI that spams”
How to build trust in a world flooded with automation
What it really feels like to build through fear, uncertainty, and grit
Why the best startups are never about the tech — they’re about the people
Whether you’re a founder, sales leader, or investor, this conversation is a masterclass in building products (and companies) that actually matter.
🎧 Watch the full episode to learn how Centralize is helping teams at Brex, Intercom, Highspot, Sendoso, and Cresta win bigger and faster — by mapping the human networks behind every deal.
👉 Connect with the guests:
Rachit Kataria, CEO and Co-Founder at Centralize https://www.linkedin.com/in/rachitkataria/
Richard Washington, Founder at Tick Talent https://www.linkedin.com/in/richwash/
#AIStartups #RelationshipSelling #Centralize #StartupLife #MakingRevenueTick #WMYT #seedfunding
The old sales frameworks don’t fit today’s buyers. Want proof? Look at the quota attainment and sales cycle data. The market is heading for a cliff. The answer lies in the Psychology and Unlocking our Humanistic Unique Abilities.
Get first access to Buyer Coding here: https://www.buyercoding.com/
In this episode of Making Revenue Tick - the Masterclass series from What Makes You Tick, friend of the pod Rich Patterson introduces Buyer Coding, a new psychology of selling that explains how people actually like to buy.
Forget MEDDIC. Forget SPIN. Forget playbooks written for another era.
This is about decoding your buyer’s mindset, and adapting your approach in real time.
You’ll learn:
What Buyer Coding is and why it’s redefining modern sales
The 5 Buyer Codes: Analyzer, Defender, Validator, Visionary, and Closer
How to identify each buyer type within minutes of a call
Why traditional frameworks break down with complex, multi-threaded deals
How Buyer Coding drives stronger connections, faster deals, and higher win rates
Why the future of sales isn’t about scripts or tech, it’s about empathy, decoding, and alignment
This conversation goes beyond tactics.
It’s about evolving from process-driven selling to truly human, buyer-led growth.
If you lead a sales team, run a startup, or sell into the enterprise - this episode will change how you think about every deal from here on.
🎧 What Makes You Tick - with Richard Washington
Conversations with leaders who redefine how we hire, sell, and grow startups and scaleups in the AI era.
About Rich Patterson:
Sales strategist, leadership coach, and creator of the revolutionary Buyer Coding™ framework that has transformed how thousands of professionals approach sales psychology.
With over 15 years of experience across Fortune 500 companies and startups, Rich discovered that every buyer operates from one of five distinct psychological profiles. This breakthrough led to the creation of the Buyer Coding™ framework.
Rich Patterson: https://www.linkedin.com/in/richhitsgoals/
Check out Buyer Coding: https://www.buyercoding.com/
About Richard Washington
Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success.
Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/
Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
Big Questions You'll Hear Answered:
Why sales frameworks are broken
What is Buyer Coding?
The 5 Buyer Codes explained
How to spot buyer types in real time
Adapting your style to match each code
Why “persona selling” no longer works
Buyer Coding in enterprise vs SMB deals
How AI will evolve sales psychology
How to train your team to sell the way buyers buy
Closing thoughts: empathy as a sales superpower
Follow the podcast to meet a new Virtual Mentor in Leadership every week. Right here on What Makes You Tick. @WhatMakesYouTick
#BuyerCoding #SalesPsychology #ModernSelling #WhatMakesYouTick #GoToMarket #WMYT
See if you're hiring Multipliers, Adders, Subtractors or Dividers
https://www.multiplierscorecard.com/
Most startups make the same mistake - they hire resumes, not attitudes and behaviours. They say they do, but when the chips are down, they go for experience.
In this Best Bits episode, Richard Washington sits down with Brent Holloway, Founder at SaaS Sales Advisors and Mastiff Software to talk through how to build elite sales teams by hiring multipliers - people who make everyone around them better.
If you’re a founder, CRO, or startup sales leader, this 20-minute masterclass shows you exactly how to spot, test, and hire talent that scales with your business.
You’ll learn:
- The “Moneyball” strategy behind smart sales hiring
- Why top performers from big brands often fail in startups
- How to test for coachability and resourcefulness in interviews
- The difference between Adders, Subtractors, Dividers, and Multipliers
- The frameworks Brent and Richard use to build winning GTM teams
Whether you’re hiring your first AE or scaling to 50 reps, this clip will change the way you think about recruitment and leadership forever.
🎧 Full episode available on What Makes You Tick — the show for founders, sales leaders, and revenue builders who want to understand what truly drives performance.
Get it here https://youtu.be/_NHP2ZCHyIk?si=lMIYOrk8NfPGqQeq
Connect with us:
Brent Holloway on LinkedIn: https://www.linkedin.com/in/brent-holloway/
Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/
Learn more about Tick Talent: https://www.ticktalent.com
See if you're hiring Multipliers, Adders, Subtractors or Dividers
https://www.multiplierscorecard.com/
#SalesHiring, #StartupLeadership, #Multipliers, #TickTalent #WMYT #WhatMakesYouTick, #GoToMarketStrategy #Startups #SalesRecruitment
What separates the outliers from the rest?
In this episode of What Makes You Tick, Scott MacGregor - Founder of the Outlier Project and SomethingNew LLCC, author of Standing O - joins Richard Washington, MD at Tick Talent to explore the mindset, habits, and principles that define extraordinary people.
Scott shares what he’s learned from decades of studying top performers, building people-first organizations, and helping leaders unlock their potential. From gratitude and grit to community and curiosity, this conversation breaks down how outliers think differently, act intentionally, and create impact in both life and business.
🧠 You’ll Learn
What really makes someone an outlier
The connection between mindset, discipline, and purpose
Why people-first leadership beats ego-driven success
How to build meaningful relationships that open doors
The secret to standing out without selling out
Why gratitude is the most underrated driver of performance
Key Themes
Outlier Mindset • Purposeful Leadership • Personal Growth • Business Impact • Relationship Capital • Gratitude & Grit • Career Reinvention
🔗 Connect & Learn More
📘 Follow Scott MacGregor on LinkedIn https://www.linkedin.com/in/macgregorscott/
🌐 Learn more about the Outlier Project: https://www.theoutlierproject.live
📘 Explore his books: Standing O, Standing O Encore, and Standing O Salutes
About Richard Washington
Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success.
Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/
Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
#OutlierMindset #outlierproject #outliers #LeadershipDevelopment #PeopleFirstLeadership #GrowthMindset #WhatMakesYouTick #WMYT #TickTalent #ScottMacGregor #Hiring #TalentStrategy
Learn what intrapreneurs are and why tech startups need intrapreneurial leaders to scale.
Richard Washington, founder of Tick Talent, explains how to identify, hire, and empower intrapreneurial talent — the resourceful, founder-minded people who drive growth inside startups.
In this Best Bits episode of Making Revenue Tick, Richard breaks down the difference between an intrapreneur vs entrepreneur, what makes someone intrapreneurial, and why most startup hiring mistakes come from overlooking these high-ownership operators.
If you’re a founder, CRO, or startup leader looking to build stronger teams and avoid costly mis-hires, this clip is your roadmap to intrapreneurial hiring done right.
In This Clip
What is an intrapreneur?
The traits of intrapreneurial leaders
Why early-stage startups need intrapreneurs to grow
How to identify and hire intrapreneurial talent
Why resourcefulness matters more than resources
How founders can build teams that scale beyond themselves
🎧 Full episode available on the Best Bits playlist of our channel.
Get it here https://youtu.be/mEfAhFn0p_M?si=ULeasH3vH9HNuRVS
Hosted by Richard Washington, founder of Tick Talent — a specialist tech GTM recruitment firm helping startups scale through better hiring.
📘 Learn more: www.tick-talent.com
📊 Download the Multiplier Scorecard and explore the CORE4 framework for startup hiring of the Intrapreneurial traits: https://www.multiplierscorecard.com/
#Intrapreneur
#StartupHiring
#FounderTips
#TechLeadership
#SalesLeadership
What do you really learn about leadership when you’ve worked at giants like Google and scrappy startups like Waze?
In this Best Bits from WMYT? What Makes You Tick Tech Leaders Career Stories podcast, Finlay Clark (ex-Google & Waze) talks about life inside Google
A place he calls a “machine” where your business card gets you the first meeting, but only your thinking earns you the second.
He shares how the systems, structure, and scale taught him a lot about strategy, but also what you don’t learn when everything is so well-oiled.
We also get into what changed when he left that safety net to join Waze as their first UK hire.
Suddenly it was a blank sheet of paper: no machine telling you what to do, just curiosity, risk, and the chance to build something from scratch.
Fin opens up about how he decides which opportunities to take - using head, heart, and gut together - and why curiosity has been the thread through his whole career.
He explains why “falling in love with the problem” matters more than chasing shiny logos, and what he learned (the hard way) about leadership: don’t just hire people like yourself, remember that all problems are people problems, and execution matters more than talk.
It’s an honest look at what Google and Waze taught him about leadership, risk, and building teams - and why stepping into the unknown can often open more doors than following the safe path.
👉 Catch the full episode for Fin’s complete journey and lessons learned along the way: https://youtu.be/n8qpyygp3MM?si=VuxhJK0QsF5l_RnT
Connect with Finlay on LI: https://www.linkedin.com/in/finlayclark/
🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/
Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
📩 Subscribe for more real-world hiring frameworks from startup operators who've scaled from $0M to $250M ARR.
#Google #Waze #LeadershipLessons #CareerGrowth #WhatMakesYouTick #WMYT
Are you still relying on cold outbound to drive early-stage revenue? You might be missing the most effective Revenue Growth lever sitting right in front of you: your network. But how do you leverage it?
In this episode of Making Revenue Tick, Jessica Robertson, Chief Revenue Officer at Orbb
, breaks down the GoToNetwork strategy, a scalable, efficient way to unlock high-value conversations and accelerate pipeline through strategic relationships, embedded sellers, and warm introductions.
This is not about skipping sales. It’s about augmenting your go-to-market with human signal - using trust, context, and connection to open doors that SDRs and sequences can’t.
If you're a B2B SaaS founder, CRO, VP Sales, or RevOps leader looking to increase revenue without bloating headcount, this episode is a blueprint for action.
In This GTN Masterclass:
✅ What “GoToNetwork” actually is, and why it works
✅ How smart CROs are deploying on-demand intro networks
✅ Why relationships outperform cold outbound for early-stage growth
✅ When to use embedded sellers vs. building internal teams
✅ How to convert trust into qualified pipeline
✅ Building a flexible, scalable revenue engine without overhiring
Jessica shares firsthand experience from scaling multiple revenue teams - and reveals why the future of Revenue is network-led, insight-driven, and context-first.
🔗 Connect with Jessica Robertson:
https://www.linkedin.com/in/jessicalrobertson/
🎙️ About the Host – Richard Washington
Richard is the founder of Tick Talent and host of What Makes You Tick. He helps VC-backed tech companies scale from $0M to $250M+ ARR by recruiting sales leaders that actually deliver revenue.
🔗 https://www.linkedin.com/in/richwash/
📩 Join the Newsletter – Growth Magnet
https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
🎧 More Episodes → https://www.youtube.com/@WhatMakesYouTick
📣 Subscribe for weekly GTM masterclasses from real startup operators
#GoToNetwork #GTN #B2BSaaS #CROstrategy #StartupGrowth #MakingRevenueTick #WMYT #TickTalent #Orbb
Hiring great salespeople in a tough market?
You’ll miss your best hire if all you care about is quota.
In this Best Bits episode, Matt Marshall (former sales leader turned GTM recruiter) joins Richard Washington to reveal why some of the most capable reps have been overlooked — just because they missed a target.
Watch the full episode: https://youtu.be/GQTDd8L1Z-I?si=PPComg3FlkLa6kjm
They dive deep into how to assess context, mindset, and accountability, so you can spot high-potential sales talent others pass up — and avoid the $500K+ mistake of hiring for pedigree over performance.
🎯 What You’ll Learn:
How to identify top sales performers — even if their resume shows a dip
The real red flags (and green flags) in sales hiring
Why “open to work” candidates are often your smartest hire
How to assess underperformance without falling for excuses
What founders get wrong when vetting sales talent
Why honest client conversations are just as important as candidate screening
The mindset that separates scrappy, high-growth sales talent from entitled job-hoppers
👤 About Matt Marshall
GTM Recruiter | Ex-Sales Leader | Partner to high-growth tech startups across North America
🔗 Connect with Matt on LinkedIn https://www.linkedin.com/in/mattlmarshall/
🎙️ About the Host – Richard Washington
Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.
He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.
🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/
Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
📩 Subscribe for more real-world hiring frameworks from startup operators who've scaled from $0M to $250M ARR.
📺 If you’re a tech founder, GTM leader, or revenue recruiter — this episode will help you think better about who you hire.
#SalesHiring #StartupTalent #B2BSaaS #GTMStrategy #TickTalent
AI Agents aren’t over hyped - they’re the new operating system for modern GTM teams.
If your team aren't using them already, you're being overtaken.
In this masterclass episode, Justin Parnell (aka Justin GPT) breaks down how elite revenue leaders are deploying AI-powered agents and workflows to multiply output, accelerate execution, and drive pipeline.
If you’re still relying on manual tasks, bloated headcount, or outdated tools, this conversation will help you rethink how your revenue org should actually operate in 2025.
This is not ChatGPT-for-cold-outreach fluff.
It’s the real-world AI stack, battle-tested by startup operators and GTM leaders using it today.
🎯 What You'll Learn:
✅ What “AI agents” really are—and how to use them inside GTM
✅ The revenue stack top operators are building (and why)
✅ How to move from AI busywork → outcome-focused workflows
✅ How to boost sales productivity without adding headcount
✅ Why roles are being replaced by workflows in modern orgs
✅ How to evaluate tools and systems that actually drive revenue
👤 About Justin Parnell (Justin GPT)
Early-stage operator. GTM advisor. AI workflow builder.
Justin shares publicly how he’s using AI agents to run lean, scalable, and smarter GTM operations. If you want to get your team using AI, call Justin.
🔗 Connect with Justin on LinkedIn https://www.linkedin.com/in/justin-parnell/
🎙️ About the Host – Richard Washington
Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.
He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.
🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/
📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
📌 If you’re a startup founder, GTM operator, or revenue leader scaling in B2B tech—this episode is your tactical AI roadmap.
💬 Drop your take in the comments:
How is your team actually using AI right now?
#aigtm #aiagents #aisales #aileadership #aistartups #wmyt
Featuring Dan Hurwitz - Startup CRO | GTM Advisor | Sales Hiring Expert
Hiring your first sales leader? Most founders get it wrong, and it costs them $500K+.
In this Best Bits episode, GTM advisor and fractional CRO Dan Hurwitz abd Richard Washington (Tick Talent founder) break down why most early-stage startups fail at their first sales hire, and how to avoid the most expensive hiring mistake in your go-to-market journey.
If you're a tech founder, early-stage CEO, or operator scaling from $1M to $10M ARR, this episode is a must-watch.
In This Episode:
✅ Why hiring a VP of Sales too early backfires
✅ The #1 mistake founders make in early GTM hiring
✅ Why “big logo” sales leaders rarely succeed in startups
✅ What to look for instead: operators, builders, and early-stage scrappers
✅ How to assess sales talent when there’s no playbook
✅ The cost of hiring for pedigree over context
Dan shares lived experience from advising dozens of B2B SaaS startups—and gets brutally honest about what works (and what wastes time, money, and runway).
🔗 Connect with Dan Hurwitz:
https://www.linkedin.com/in/dahurwitz/
Fractional CRO • Early-stage GTM Investor and Advisor • Sales Hiring Expert
🎙️ About the Host – Richard Washington
Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.
He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.
🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/
📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
🎧 Want the full episode? https://youtu.be/2kxegbXKUms?si=x12W9g7PeTNTa9sP
📩 Subscribe for more real-world GTM hiring strategies from startup operators who’ve done it.
#startuphiring #salesleadership #B2BSaaS #GTMstrategy #foundertips #WMYT #TickTalent