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
Scaling SaaS from $10M to $30M ARR is one of the hardest growth stages.
Founders, boards, and revenue leaders all face the same frustrating challenges:
Pipeline is healthy, but revenue growth slows down.
Sales cycles drag out and win rates fall.
Big “hero deals” look promising but rarely close.
Customers say they like your product, but don’t see enough value to buy.
The SaaS growth trap is real: doubling down on what you do instead of what it actually does for the customer.
In this episode of Making Revenue Tick, Michael Muhlfelder — SaaS interim CRO, board advisor, and growth operator — explains why so many SaaS companies stall at $10–30M ARR, and how to break through by solving the problem your customers actually care about.
We cover:
Why SaaS revenue stalls between $10–30M ARR.
The real reasons customers don’t buy (and how to hear what they really think).
Why chasing “hero deals” can kill repeatable growth.The danger of pivoting too quickly before reflecting.
Why people don’t buy products — they buy outcomes and impact.
How to align sales, marketing, and product around one core customer problem.
The payoff for you:
If you’re a SaaS founder or exec at $10–30M ARR, this episode will help you…Avoid the growth cliffs that stall so many SaaS businesses.
Focus your GTM strategy on customer value, not just features.Build repeatable revenue instead of chasing one-off wins.Get unstuck and unlock scale beyond $30M ARR.
This is a practical conversation for SaaS leaders who want clarity, alignment, and sustainable growth — without wasting precious cycles on the wrong problems..About Michael MuhlfelderMichael is an experienced SaaS sales leader, interim CRO, and board advisor who helps early-stage and PE/VC-backed SaaS companies scale revenue beyond $30M ARR. He specializes in diagnosing growth stalls, aligning GTM teams, and unlocking repeatable customer value.🔗 Connect with Michael: https://www.linkedin.com/in/mikemuhlfelder/🎙️ About the Host – Richard WashingtonRichard 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#StartupGrowth#RevenueLeadership#GTMStrategy#ScalableGrowth#MakingRevenueTick #WMYT #TickTalent #CalmOceanSales
Some conversations can change the course of your career, but only if you're brave enough to have them!
In this WMYT “Best Bits” episode, Jelena Tarbuk (VP Sales at Onfido, and a seasoned tech sales leader) shares how she learned to navigate the hardest conversations to rise up in her career, from IC to leader of teams.
From growing up in a war-torn country to leading high-performing sales teams in the U.S. at some of the biggest scaleup names out there.
This is a masterclass in real leadership and communication.
Not the loud kind, but the kind built on curiosity, empathy, emotional intelligence, and the courage to speak up when it matters most.
🔥 What You’ll Learn:
How to handle difficult conversations with empathy and strength
Why intention + bravery beats aggression every time
How to coach others through discomfort and help them grow
The difference between being vulnerable and being unprepared
How understanding people’s stories builds trust and drives performance
Why being in a good place emotionally is essential for good leadership
🔗 Full episode with Jelena Tarbuk:
https://youtu.be/YzhYMEVrubQ?si=cYGhU9EIMRzBNBD9
⏱️ Clip Context:
This moment captures Jelena’s philosophy on leadership - how she turns high-pressure, emotionally complex situations into breakthrough growth moments, for herself and her team.
💬 Join the Conversation:
What’s a tough conversation you had to navigate as a leader, and what did it teach you?
📌 Don’t forget to:
👍 Like
💬 Comment
🔔 Subscribe for more stories from tech’s boldest leaders on What Makes You Tick
About the Guest - Jelena Tarbuk
Jelena Tarbuk is a VP Sales Americas, at Onfido - with over 15 years of experience leading high-performing sales teams across the tech industry. She’s known for her people-first leadership style, deep product curiosity, and ability to coach through complexity with clarity and care.
🔗 Connect with Jelena → https://www.linkedin.com/in/jelenatarbuk/
About the Founder of Tick Talent, 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 $5M 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
#LeadershipDevelopment
#DifficultConversations
#EmotionalIntelligence
#SalesLeadership
#WomenInTech #WMYT #TickTalent
James Smith, SVP EMEA @ ThoughtSpot | Making Revenue Tick – Masterclass Series
“How can we 10X sales productivity without hiring more reps?”
That’s the question James Smith was asked by his CEO - the real answer lies in reimagining your sales process from the bottom up with AI
In this Making Revenue Tick Masterclass, we unpack how ThoughtSpot reengineered their sales strategy by rethinking every part of the system:
🧠 mindset → 🛠️ process → 🔋 people → 🤖 AI.
If you’re a founder or revenue leader scaling from zero to $250M+ ARR, and wondering why sales productivity isn’t scaling, this will fuel your playbook.
🚨 Problems We Tackle:
Why AI can’t save you if your process is broken
The #1 mistake teams make when applying AI to sales
Why hiring “safe” experience hires stalls growth
How most managers are subtracting energy from your org
Why productivity isn’t an output metric — it’s a design decision
🧠 What You’ll Learn:
The 10X question every CEO should ask - and why it unlocks leverage
Why salespeople aren’t being replaced by AI, they’re being freed by it
How to build a human-AI system where the tech handles friction and reps focus on customers
The difference between “adding people” and “multiplying output”
Why spark, adaptability, and learning velocity beat experience on every scaleup curve
What your internal productivity leaks are costing you - and how to spot them fast
🔊 Soundbites That Hit:
“Productivity isn’t about tools - it’s about reimagining how we sell.”
“Not 10% better. 10X different.”
“Safe hires don’t scale. Spark does.”
10X Productivity of Sales in the AI Era:
- The 10X Question That Changed the Game
- AI in Sales: What Everyone Gets Wrong
- Replacing Output Pressure with Leverage Design
- Hiring for SPARK: How to Spot It in Interview
- Sales Process Reengineering: The Untapped Goldmine
- How to Stop Subtracting Energy from Your Teams
- ThoughtSpot’s GTM Reinvention in Action
- Human-Centric AI: Redefining the Rep’s Role
- A Playbook for Scaling Without Adding Busy Teams
🎙️ About the Guest – James Smith
James Smith is the SVP EMEA at ThoughtSpot, where he’s pioneering how AI can be applied to transform the productivity of his GTM team. With a career spanning high-growth SaaS companies including Salesforce and Tableau, James is known for building world-class teams, challenging conventional thinking, and scaling revenue across international markets.
At ThoughtSpot, James leads with a 10X mindset - driving radical innovation in how sales teams operate, collaborate, and grow using AI. He’s passionate about empowering people, hiring for potential over pedigree, and rethinking sales productivity from the ground up. He builds teams who win together.
🔗 Connect with James on LinkedIn and ask him anything about going through this journey
https://www.linkedin.com/in/james-smith-15627941/
🎙️ 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 this helped, like & subscribe, and ask any question about your own goals with AI and sales productivity.
If your B2B SaaS is stuck between $5M and $25M ARR, the blocker probably isn’t the product—it’s your ICP. In this Best Bits cut, Paul Wingfield shows how sharpening your Ideal Customer Profile (ICP) turns “spray-and-pray” into profitable, repeatable growth—complete with the unforgettable toothbrush analogy.
This clip (18:45–41:40 from the full episode) distills how to focus your go-to-market (GTM), connect TAM/SAM/SOM to a real ICP, and craft messaging fit that makes buyers say “they get me.”
What you’ll learn
Three ICP mistakes that stall growth (too broad, too narrow, or jumping enterprise too early)
Why specialization beats generalists (don’t make AEs do everything)
The 10% penetration rule: when to expand to adjacent markets
How TAM (Total Addressable Market) / SAM (Serviceable Addressable Market) / SOM (Serviceable Obtainable Market) actually anchor to ICP
Messaging fit ≈ sales-market fit: show relevance, not features
A mini turnaround case where narrowing ICP unlocked serious ARR
Who this is for
Founders, CROs, revenue leaders, and GTM teams scaling B2B SaaS from $5M–$25M ARR who want predictable, profitable growth.
Chapters (relative to this clip)
00:00 – The 3 ICP mistakes (quick recap)
02:18 – Specialize to scale (focus > spread thin)
04:42 – Why sales “drop off a cliff”
07:15 – Turnaround: narrowing ICP to grow faster
09:29 – The 10% ICP penetration rule (before expanding)
11:22 – TAM / SAM / SOM explained simply
13:16 – What ICP really means (not “we sell to developers”)
18:27 – Narrow ICP → stronger value props
22:15 – Sales-market fit = messaging fit
22:26 – The toothbrush analogy (memorable takeaway)
About the guest
Paul Wingfield - advisor/operator helping B2B SaaS companies move from founder-led sales to repeatable, profitable GTM.
onnect with Paul: https://www.linkedin.com/in/paul-wingfield/
🎙️ 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 $5M to $50M 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 this helped, like & subscribe, and drop a comment with your current ICP and the niche you’re considering next.
#B2BSaaS #ICP #IdealCustomerProfile #GoToMarket #TAMSAMSOM #ARR #SaaSMarketing #SaaSSales #BestBits #PaulWingfield #startupgrowth #ICPStrategy #ScalingStartups #ARRGrowth #SeriesAtoB #SalesAlignment #revenuegrowth #makingrevenuetick #richardwashington #startup #scaleup #techsales #seriesa #seriesb #tech #saas #ticktalent
WARNING: If you lead a sales org and you're missing quota… this episode will hit uncomfortably close to home. BUT, help enormously with your plans to bridge the GAP too.
To celebrate our 100th episode of WMYT, we brought in Keenan, author of Gap Selling, for a raw, unfiltered teardown of what’s really broken in most B2B sales teams today.
The harsh reality: most sales orgs, even at top-tier tech companies, are built on broken foundations.
And until CROs and founders fix the underlying system, no enablement playbook, tech stack, or recruiter will save them.
What You’ll Learn:
Why your reps aren’t the problem, your system is
How enablement, ops, and leadership are misaligned (and what to fix first)
Why bloated pipelines and dead opps = weak GTM infrastructure
What most CROs get completely wrong about coaching, hiring, and performance
Why “top talent” fails in broken systems
The KPIs that actually matter: win rate, deal velocity, average contract value
A sneak peek at GAP Prospecting, Keenan’s newest framework for top-of-funnel dominance
Who This Is For:
CROs at Series A to $100M+ tech companies
Founders building out their first real GTM engine
VPs of Sales & RevOps tired of reactive, messy execution
Investors & Advisors who want better performance from portfolio sales teams
Quote Worth Sharing:
"If you haven’t defined the system, the skills, and the standards, don’t expect results." - Keenan
Ready to Build a Sales Org That Scales?
👉 Subscribe for tactical GTM strategy, sales leadership, and execution frameworks
About Keenan
Keenan is the founder & CEO of A Sales Guy Inc. and the author of the best-selling book Gap Selling , one of the most influential sales books of the last decade. With 25+ years in sales leadership, he’s helped startups to Fortune 500s fix broken revenue teams, implement problem-centric selling, and scale pipeline with precision.
🔗 Connect with Keenan → https://www.linkedin.com/in/jimkeenan/
📘 Check out his work https://salesgrowth.com/
🎙️ 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 $5M to $50M 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
Listen to Tolu's TEDx talk on Oceans https://youtu.be/dp0szAVURwo?si=pYuSJxBTIsBadOjk
Ready to Build a Sales Org That Scales?
👉 Subscribe for tactical GTM strategy, sales leadership, and execution frameworks
#GapSelling
#SalesLeadership
#CROStrategy
#RevenueGrowth
#WhatMakesYouTick #TickTalent #Keenan