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
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