WMYT - What makes YOU Tick? Tech Leaders Career Stories

Hosted by Richard and Tolu @ Tick Talent

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173

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Jun 2026

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About the show

Conversations with high-performing tech leaders, breaking down the decisions, failures, and strategies behind exceptional careers. It all starts by asking "what makes you tick?" Designed for founders and operators who want practical lessons from people who’ve built, scaled, and led in the real world. No theory. No hype. Just insights you can use.

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June 14, 202620 min

How To Get Hired Before The Job Is Advertised (The Job Search Playbook)

We are taught to look for a job the wrong way. The same way we did 10 years ago.We update their CV.We click Easy Apply.We submit hundreds of applications.Then wonder why nobody replies.The reality?The best opportunities are often filled before they ever reach a job board.In this episode, Richard Washington, Founder of Tick Talent and host of @whatmakesyoutick breaks down the sales-led job search strategy that's helped hundreds of revenue professionals stand out, create conversations with decision-makers, and land opportunities before they're publicly advertised.Whether you're an SDR, AE, Sales Leader, Customer Success professional, Recruiter, Founder, or simply considering your next move, this episode will completely change the way you think about finding your next role.You'll learn:✅ Why your CV isn't the most important asset in your job search✅ The mistake 90% of candidates make before they've even spoken to a hiring manager✅ Why the KPI for your job search should be conversations, not applications✅ How to identify your ideal companies using an ICP-driven approach✅ Why the best candidates approach leaders before vacancies exist✅ How to position yourself as the solution to a business problem✅ The outreach strategy top salespeople use to create opportunities✅ How to stand out in a market flooded with generic applicationsIf you're tired of being ghosted, rejected, or stuck waiting for recruiters to get back to you, this episode is for you.Stop applying for jobs.Start creating opportunities.🎙️ About Richard Washingtonhttps://www.linkedin.com/in/richwash/Richard Washington is a revenue leader, recruiter, podcast host, and creator of the Multiplier Matrix framework. He helps high-growth technology companies hire exceptional talent and helps ambitious professionals accelerate their careers by thinking like top-performing salespeople.Subscribe for more conversations on sales, leadership, hiring, career growth, startups, and revenue.#JobSearch #CareerAdvice #SalesCareers #SalesLeadership #TechSales #JobSearchStrategy #Recruitment #Hiring #CareerGrowth #whatmakesyoutick #CVtips #resumetips #howtogetired #salescareers #salesjobs #AE #SDR #jobsearchstrategy #hiringmanager #B2Bsales #salesrecruitment #careertips #whatmakesyoutick #ticktalent #richwashington #jamesbissell #jobsearchtips #salesleadership #GTM #careeradvice #linkedinjobs #salesrecruiting

June 10, 20261 hr 17 min

E.136 - The Neuroscience of High Performance, Ambition & Happiness w/ Kevin Bailey

What if half your performance had nothing to do with skill — and everything to do with your mental wiring? In this episode, Rich and Tolu sit down with Kevin Bailey, founder of Dream Fuel and neuroscience master's graduate from King's College London, to explore the science behind high performance, the difference between happiness and pleasure, and why most ambitious people are running on the wrong fuel.Kevin shares how a burnout moment at his first startup sent him down a 15-year rabbit hole of breathwork, neuroscience, and mental performance — and how the same tools used by elite athletes can unlock extraordinary results in sales teams and founders.🔑 Key Takeaways:– Why dopamine (pleasure) and serotonin (happiness) are different — and why balance between them is the key to peak performance– The "mental skills gap" and how closing it can boost A players by 10-15% and C players by up to 50%– How visualization actually works neurologically — and why most people are doing it wrong– What non-dual awareness is and why Kevin calls it "a good buzz, without the hangover"– The difference between dreams and goals — and how to get back in touch with the real ones– Why founders don't fail — they quit internally first🎙️ Guest: Kevin Bailey — Founder, Dream Fuel🔗 Connect with Kevin: https://www.linkedin.com/in/kevinjamesbailey/🌐 Dream Fuel: https://dreamfuel.com🎙️ Hosts: Richard Washington & Tolu Adebekun🔗 Rich: https://www.linkedin.com/in/richwash/🔗 Tolu: https://www.linkedin.com/in/toluadebekun/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode — new episodes every Wednesday, Best Bits every Sunday.

June 7, 202615 min

Why 89% of Startup Hires Fail (Hint: It’s Not a Skill Problem)

Most hiring failures aren't about skills, they're about behaviours. In this Best Bits episode, Richard Washington, Founder of Tick Talent and creator of The Multiplier Scorecard™, breaks down the CORE4 framework: the four behaviours that separate a Multiplier from an Adder, Subtractor, or Divider, and why the old models are failing modern startups.If you're building a team and making hiring decisions right now, this one will change how you think about it.🔑 Key Takeaways:– 89% of mis-hires fail due to attitude and cultural misalignment (Sequoia data)– Only 15% of businesses have defined what a top performer actually looks like in their company– The 4 types of hires: Multiplier, Adder, Subtractor, Divider– CORE4: Collaborative, Ownership, Resourcefulness, Execution– Why "A player" is meaningless without a shared definitionHeath Barnett — VP Revenue, MixmaxConnect with Heath: https://www.linkedin.com/in/builtgtm/Richard Washington — Founder, Tick TalentConnect with Rich: https://www.linkedin.com/in/richwash/Tick Talent: https://www.tick-talent.com/👉 Watch the full episode here: https://www.youtube.com/watch?v=CBorRCk8apg🔔 Subscribe so you never miss an episode---What Makes You Tick is the podcast for ambitious professionals who want to understand what separates the best from the rest. New episodes every Wednesday. Best Bits every Sunday.

May 31, 202621 min

Why Enterprise Buyers Lose Confidence | Brent Adamson (The Challenger Sale)

Why do enterprise deals stall even when the buyer likes your product?Why do great sales calls lead to “let me think about it”?And why do so many B2B buyers disappear after showing genuine interest?In this Best Bits episode of Making Revenue Tick, Brent Adamson — co-author of The Challenger Sale and author of The Framemaking Sale — breaks down the psychology behind modern enterprise buying decisions, why complex B2B sales feel increasingly difficult, and what elite sellers do differently.Watch the Full Episode:E.131 - Sell More by Boosting Customer Confidence (from Challenger to Framemaking)https://youtu.be/-QJaJvzXSV4?si=1i-YzCjwPvC91oisOne of the biggest ideas in this conversation:Customers rarely need more information.They need more confidence.Brent explains why the real blocker in enterprise sales is often not your competitor, your pricing, or your product.It is the buyer’s confidence in:- their decision- their internal alignment- their ability to navigate risk- their organisation’s readiness for changeThis episode explores:- Why enterprise deals stall- Why B2B buyers ghost sales teams- The psychology behind complex sales- How top enterprise sellers build buyer confidence- Why customers freeze on high-stakes decisions- How to improve win rates in B2B sales- The evolution from Challenger Sale to Framemaking- Why customer uncertainty kills momentum- How elite sellers help buyers make sense of complexity- Why modern sales is shifting from persuasion to guidanceIf you work in:- Enterprise Sales- SaaS Sales- Revenue Leadership- B2B Sales- Sales Enablement- Go-To-Market- Customer Success- Founder-led Sales…this conversation will completely change how you think about buying behaviour.About Brent AdamsonBrent Adamson is one of the most influential thinkers in modern B2B sales.He is the co-author of:- The Challenger Sale- The Challenger Customerand author of:- The Framemaking SaleHis work focuses on:- enterprise buying psychology- customer decision-making- commercial leadership- sales strategy- buyer confidence- complex B2B salesBrent regularly advises executive teams and revenue leaders around the world and is also a contributor to Harvard Business Review.Connect with Brent:LinkedIn:https://www.linkedin.com/in/brentadamson/Framemaking Sale YouTube:https://www.youtube.com/@TheFramemakingSaleBrent’s YouTube:https://www.youtube.com/@BrentAdamson-m2fConnect with Richard Washington:https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter:https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations with elite founders, CROs, sales leaders, and operators:@whatmakesyoutick

May 26, 202628 min

Champion Burnout & the Culture Metric [WMYT Edition]

Two topics. Against the clock.James opens with something he sees constantly, deals that look live and aren't. He gets into why champions burn out mid-process, why buyers go dark on the people they like most, and what the research says is the single biggest factor in whether a deal closes or dies.Rich follows with a metric most businesses aren't tracking, even though it takes five minutes to measure and will tell you more about the health of your culture than any employee survey ever will.New episodes every week with James Bissell and Rich Washington.Set the chicken. We're on the clock.Learn more @fieldnotespodcast Field Notes is sponsored by Tick Talent and The Revenue Enabler.If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.comIf you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com#FieldNotes #ChampionSales #SalesGhosting #ChampionBurnout #BusinessCase #CustomerConfidence #MEDDIC #ChallengerSale #SalesDiscovery #B2BSales #TechSales #SalesLeadership #CompanyCulture #InternalReferrals #EmployeeReferral #TalentAcquisition #SalesHiring #StartupCulture #ScaleUp #SalesEnablement #RevenueGrowth #GoToMarket #SalesTips #SalesCoaching #B2BPodcast #salespodcast

May 20, 2026Episode 1351 hr 1 min

E.135 - Does Your Startup Have Product-Market Fit… Or Just Early Traction? w/ Mike Peroni

Startups think they’ve found product-market fit because the graph went up for a few quarters.Mike Peroni explains why that false sense of PMF is exactly what causes so many SaaS companies to stall before $10M ARR.- Messaging confusion.- Founder-led growth.- Feature creep.- ICP drift.the stuff that quietly kills scale.when you know what the difference is, you're much more likely to have a system that can sail past $10M ARR.In this episode of What Makes You Tick, Richard Washington sits down with Mike Peroni to unpack one of the biggest questions in SaaS growth:How do you know if you really have product-market fit?Together, they break down:why so many SaaS companies plateau after early growththe difference between traction and true product-market fitwhy founder-led sales eventually stop scalinghow ICP drift quietly kills momentumwhy adding more features can actually slow growthwhat happens between $5M and $25M ARR when messaging becomes unclearhow scaling companies lose narrative clarity as products expandIf you’re a SaaS founder, CRO, VP Sales, GTM leader, or startup operator trying to scale from Series A to Series B, this conversation is packed with practical insight on:SaaS growth strategyscaling product-market fitstartup positioningfounder-led salesgo-to-market alignmentICP strategySaaS messagingscaling revenue teamsstartup growth challengeswhy SaaS growth stallsMike shares real-world lessons from working with scaling SaaS companies, including why many businesses mistake early momentum for sustainable repeatability — and how to diagnose the warning signs before growth plateaus.This episode also explores:why feature-led messaging creates confusionhow startups become “feature catalogues”the hidden risks of expanding beyond your core ICPwhy clarity is often the real competitive advantagehow the best SaaS companies scale without losing focusIn This Episode:What product-market fit actually looks likeWhy startups plateau between $5M and $25M ARRHow to know when your GTM motion is breakingWhy messaging complexity kills growthHow founder intuition must evolve into scalable systemsWhy ICP clarity matters more as you scaleThe biggest scaling mistakes SaaS founders makeWho This Episode Is ForSaaS foundersStartup CEOsRevenue leadersCROs and VP SalesSeries A and Series B companiesGTM and product leadersStartup operators scaling revenueConnect With Mike Peronihttps://www.linkedin.com/in/mikeperoni/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/Subscribe to @whatmakesyoutickConversations with founders, operators, and revenue leaders exploring:startup growthhiringscalingleadershipGTM strategyand what really makes high-performing companies tick#ProductMarketFit #SaaSGrowth #StartupGrowth #FounderLedSales #SeriesA #SeriesB #GTMStrategy #SaaS #RevenueGrowth #StartupScaling

May 15, 202635 min

Welcome to the first episode of Field Notes [WMYT Edition]

Two topics. Against the clock.James opens with something he's seeing across almost every sales org he works with right now — pipelines that look healthy and aren't. He gets into why it keeps happening, and what needs to change before you spend another penny on training.Rich follows with something two of the most elite EMEA Sales VPs he's ever interviewed both said, word for word, about how they ran their teams. One phrase. Two completely different companies. And a hiring insight that most sales leaders are missing entirely.New episodes every week with James Bissell and Rich Washington.Set the chicken. We're on the clock.--Field Notes is sponsored by Tick Talent and The Revenue Enabler.If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.comIf you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.comUSEFUL LINKSJames Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/The Revenue Enabler: https://therevenueenabler.com/Tick Talent: https://www.tick-talent.com/#FieldNotes #SalesPipeline #SalesLeadership #B2BSales #SalesEnablement #PipelineManagement #SalesHiring #QuotaAttainment #TechSales #GoToMarket #SalesProcess #CRMTips #SalesTraining #RevenueGrowth #SalesCoaching #StartupSales #SalesTips #DiscoveryCall #DealSlippage #SalesForecasting #VPofSales #SalesManagement #SDR #AccountExecutive #SalesPerformance #RevenueEnablement #B2BPodcast #SalesPodcast

May 13, 202648 min

E.134 - How Great CROs Build Revenue Teams That Scale Without Them w/ Rob Wellner

What does it actually take to build a revenue team that scales without you?In this episode of What Makes You Tick, we sit down with Rob Wellner — C-suite revenue leader and operator who has helped scale high-growth tech businesses across SaaS, HR tech, fintech, and education into multibillion-dollar companies.From helping scale Velocity Global through hypergrowth and international expansion, to building commercial systems across multiple industries, Rob has spent his career building teams, cultures, and revenue engines designed to last.This wasn’t a conversation about sales hacks or “growth at all costs”.It was a conversation about building things that compound.Rob shares:* Why the best leaders eventually make themselves redundant* Why culture beats product* Why he hires for hunger and business acumen over industry experience* How elite operators build systems instead of relying on hero performers* Why discomfort is usually a sign of growth* How vulnerability became one of his biggest strengths as a leader* The difference between managing people and truly leading themOne of the most interesting parts of the conversation was Rob describing the moment his leadership team started running the business better than he could himself — and why that was the clearest sign they’d built something durable.At What Makes You Tick, we sit down with high-performing founders, CROs, operators, and leaders to understand the mindset, experiences, and philosophies behind scaling modern companies.If you're a founder, CRO, CEO, investor, or operator trying to build a company that actually scales — this episode is packed with lessons.Enjoy.Connect with Rob:https://www.linkedin.com/in/robwellnercro/Connect with Richard:https://www.linkedin.com/in/richwash/#WhatMakesYouTick #Leadership #CRO #StartupGrowth #SalesLeadership #Culture #SaaS #RevenueLeadership

May 10, 202616 min

BB: How to Hire High-Impact Startup Talent: The Traits That Separate Multipliers from Mis-Hires

Why do so many startup hires fail — even when they look perfect on paper?In this Best Bits episode of What Makes You Tick, Alina Vandenberghe (Co-Founder & Co-CEO of Chili Piper) breaks down the real reason most hiring decisions go wrong — and what separates high-impact “multiplier” talent from costly mis-hires.Most companies hire based on experience, CVs, and past success.But as Alina explains, that’s not what actually drives performance inside startups.👉 The real difference comes down to ownership, mindset, and behaviour under pressure.🔍 What You’ll LearnWhy most startup hires fail due to attitude, not experienceThe difference between multipliers, adders, subtractors, and dividersWhy “blame is a cancer” in high-performing teamsHow to identify extreme ownership vs victim mentalityThe core traits every startup should hire for:OwnershipCollaborationResourcefulnessExecutionWhy psychological safety drives performance (not weakens it)⚠️ The Hidden Hiring ProblemMost founders think they have a hiring problem.In reality, they have an evaluation problem.They optimise for:ExperienceBackgroundPast resultsBut miss:Behaviourmindsetcultural impactThat’s how you end up with:High performers who break teams“Great hires” who fail in 6 monthsCultures destroyed by blame and misalignment🧠 The Tick Talent PerspectiveAt Tick Talent, we call this:👉 The Multiplier MatrixThe best hires don’t just perform.They multiply the impact of everyone around them.This episode shows you how to spot them — before you hire.🎧 Who This Is ForStartup founders hiring their first teamCROs and revenue leaders scaling teamsAnyone struggling with mis-hiresLeaders who want high-performance cultures (without burnout or politics)💬 Join the ConversationAre you hiring for experience — or impact?Comment below:👉 What’s been your biggest hiring mistake?🔗 Connect & Learn MoreFollow Alina: https://www.linkedin.com/in/alinav/Follow Richard: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter for weekly insights on hiring, leadership, and scaling revenue teams.🔔 Subscribe to What Makes You TickConversations with founders and operators on:HiringLeadershipStartup growthWhat actually drives high performance#StartupHiring #HiringStrategy #SaaSGrowth #Leadership #StartupCulture #TickTalent #WMYT

May 6, 20261 hr 13 min

E.133 - Why SaaS Companies Plateau Between $5M and $25M ARR

Truth: Your SaaS company doesn’t stall because of product capability… it stalls because you’ve lost clarity in your messaging when you've invested in making your product do more, for more people.Scaling from $5M to $25M ARR is where most startups hit a wall. Not because they don’t have product-market fit—but because as they grow, their messaging shifts from clear problem-solving to a confusing list of features.And when that happens? Growth slows. Pipeline drops. Teams lose direction.In this episode of Making Revenue Tick, Richard Washington sits down with Paul Wingfield to break down why SaaS companies plateau after early success—and how to fix it.This is a follow-up to their original ICP masterclass—but this time, they go deeper into what happens after you’ve defined your ICP… and still get stuck.Paul shares real-world examples of companies that:Nailed their ICPScaled successfullyThen lost momentum due to messaging dilutionNo theory. Just patterns seen across 15+ years scaling SaaS companies.What You’ll LearnWhy SaaS growth stalls after product-market fitHow feature expansion kills messaging clarityThe difference between pain-led messaging vs feature-led sellingWhy early adopters buy differently to mainstream customersHow to realign your entire go-to-market team around a clear narrativeThe biggest messaging mistake SDRs, AEs, and leaders make as companies scaleWho This Is ForSaaS founders scaling from Series A → Series BCROs, VP Sales, and revenue leadersStartups stuck between $5M–$25M ARRAnyone dealing with stagnant growth despite a strong productKey InsightThe best SaaS companies don’t win because they have more features.They win because they are crystal clear about the problems they solve.Key TopicsSaaS Growth StrategyMessaging & PositioningProduct-Market Fit vs Go-To-Market FitICP EvolutionRevenue StagnationSales & Marketing AlignmentScaling from $5M to $25M ARRIf your growth has plateaued… it’s probably not your product.Hit play and find out why.Connect with Paul: https://www.linkedin.com/in/paul-wingfield/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/#StartupGrowth #ICPStrategy #ScalingStartups #ARRGrowth #SeriesAtoB #SalesAlignment #RevenueGrowth #MakingRevenueTick #PaulWingfield #RichardWashington #startup #scaleup #techsales #seriesa #seriesb #tech #saas #ticktalent #icp