Most SaaS founders try to grow revenue by adding more reps. But what if you could boost sales productivity without headcount?

In this episode, I sit down with Brent Holloway Founder of SaaS Sales Advisors and the GTM brain behind scale-ups like Talend, Harness, and HP Software.

Brent’s not just another advisor—he’s personally hired over 150 salespeople, scaled global sales teams from 5 to 50+, and helped multiple SaaS companies grow through IPO and PE exits.

This is a masterclass in building smarter go-to-market engines, rooted in Brent’s “Moneyball for Sales” framework.

What We Cover:

How to build high-performing SaaS sales teams without overhiring

Using ICP data to drive revenue growth and sales efficiency

The Sales Productivity Formula: Volume x Win Rate x ASP / Sales Cycle

Pattern recognition: what your data actually says about ideal customers

Hiring frameworks Brent used to scale teams at Talend & Harness

How to apply “Moneyball” thinking to GTM planning and sales execution

Key hiring criteria: curiosity, coachability, and consistent performance

Why most startups miss on early AE hires. and how to avoid it

Strategic sales books Brent recommends for every GTM leader

Practical tips on building repeatable, scalable sales processes

Keywords & Topics:

SaaS sales strategy

Ideal Customer Profile (ICP) optimization

Go-to-market (GTM) execution

Sales productivity metrics

B2B tech hiring playbooks

Founder-led sales to scalable teams

Early-stage SaaS growth strategy

Sales hiring frameworks

Sales operations and enablement

Sales performance analytics

GTM leadership

SaaS revenue acceleration

Scaling SaaS from $1M to $25M ARR

Sales tech stack and tooling

Data-driven sales management

MEDDPICC, Challenger Sale, Sales Acceleration Formula

🎧 Who Should Watch:

SaaS founders building GTM from scratch

GTM and RevOps leaders in high-growth startups

Sales leaders optimizing team performance

Investors, advisors, and board members vetting commercial execution

Subscribe for more high-impact GTM playbooks.

Connect with Brent on LI: https://www.linkedin.com/in/brent-holloway/

Connect with Richard: https://www.linkedin.com/in/richwash/

Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/

Check out Brent's software company: www.MastiffSoftware.com

#SaaSSales #Masterclass #GTMStrategy #SalesProductivity #StartupHiring #B2BTech #Founders #WMYT #ICP #Startups #Founders #TickTalent #WhatMakesYouTick

What do the most elite founders and GTM leaders actually learn on the path to scale?

This episode flips the mic on us — sharing the biggest takeaways, mindset shifts, and pivotal moments we've learned after interviewing some of the most battle-tested operators in tech.

🔥 Topics We Cover:

What do top founders wish they knew before scaling?

How do the best GTM leaders make bets under pressure?

Why do 60% of first sales leader hires fail?

What makes an elite hire vs. just a good resume?

The patterns we’ve seen across dozens of interviews

The most surprising “real talk” moments from our guests

Featuring guest shoutouts from:

Rachit Kataria (Building a category defining startup - the real story)

Rich Patterson (Building from inside a business and thinking differently about sales and leadership)

Jess Schultz (Founder lessons & early growth from the VC who became the Seed to Series A expert)

Stephen Oommen (Networking, go to network, relationships and & high-performance cultures)

Chris Bair (Revenue leadership and net new sales methods from the front line)

Ido Shlomo (Raising series A funding and building for global scale and impact)

Jacob Warwick (Executive search, negotiation, ai job search and leadership)

Gal Aga (Moving upmarket and hiring elite intrapreneurial talent in your sales team)

Scott Leese (What it takes to become a 0-25M founder, the type of person you become and his story)

Plus many more!

Questions You Might Be Asking:

What are the biggest mistakes founders make when scaling?

How can I hire the right Head of Sales for my startup?

What separates high-impact operators from the rest?

How do successful founders bounce back from failure?

What lessons can I learn from GTM leaders who’ve done it?

If you're a founder, operator, or just someone obsessed with startup growth, this episode gives you the unfiltered download from behind the scenes of the WMYT podcast.

🔔 Subscribe for weekly episodes with the sharpest minds in tech

#WhatMakesYouTick #WMYT #StartupLessons #TechFounders #SalesLeadership #GTMStrategy #StartupHiring #MakingRevenueTick #RealOnes #Founders #GalAga #ScottLeese #StephenOoomen #RichPatterson #JessSchultz #IdoShlomo #Aligned #TokenSecurity #TickTalent #Bromance

Most startups stall between £3M and £5M ARR. Not because the product’s wrong. Not because the sales team isn’t trying.

But because the positioning is broken.

In this episode of Making Revenue Tick, Richard Washington sits down with Campbell Williams, strategic CMO to £2M–£10M scale-ups, to unpack what’s really stopping founders from hitting £10M+—and how to fix it.

We break down:

The moment founder-led growth stops working

Why your messaging is missing new prospects entirely

How to build a repeatable GTM engine that goes beyond your network

The 4Ps every scale-up needs: Purpose, Proposition, Problem Space, Personality

How these unlock the 4Rs: Reflect, Relevance, Resonance, Recognition

If you're relying on referrals, founder magic, and ad hoc tactics—this is the blueprint for building real, scalable traction.

Watch if you want to:

Break the £5M growth plateau

Align your team with a shared, strategic narrative

Reach and convert prospects who don’t know you (yet)

CONNECT + SUBSCRIBE

Connect with Richard Washington on LinkedIn:

https://www.linkedin.com/in/richwash

Connect with Campbell Williams on LinkedIn:

https://www.linkedin.com/in/campbellwilliams

Get weekly GTM playbooks for tech founders via the Growth Magnet newsletter:

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Subscribe for more founder-to-founder masterclasses on hiring, sales, and scaling tech startups the smart way.

#StartupGrowth #Positioning #MakingRevenueTick #CMO #TechFounders #GTMStrategy #B2BTech #Saas #BusinessPlaybook #ScaleUp#CampbellWilliams #RichardWashington #WMYT #Whatmakesyoutick

Jacob Warwick is back for Part 2!

AI is already replacing marketing teams. SDR roles are disappearing.

And by 2030, 400 million jobs could be gone. Companies are shrinking in headcount.

Are you ready, or just hoping your resume saves you?

"Don't bring a resume to a knife fight!"

In Part 2 of this explosive conversation, Jacob Warwick returns to expose the truth about job security, the rise of AI-powered hiring, and the strategies top 1% executives are using to future-proof their careers.

What do you do when AI does your job better and faster?

What’s the new playbook for career leverage in a market that’s rigged against you?

Why is EQ now your only competitive edge, and how do you sharpen it?

What are the biggest interview mistakes that are killing your chances (especially if you're a leader)?

How do you “make it painful” to get fired, even as a top-paid exec?

We cover:

The psychological shift leaders must make today

How to use AI without becoming obsolete

What the best execs are doing to protect their roles and double comp

Why old playbooks don’t work, and how to replace them

This isn’t another bland and hollow AI chat, it’s a career survival guide for the next decade.

CONNECT + SUBSCRIBE

Connect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash

Connect with Jacob Warwick on LinkedIn: https://www.linkedin.com/in/jacobwarwick

Subscribe to Execs & The City by Jacob: https://www.execsandthecity.com/subscribe

Get tech startup playbooks on Growth Magnet:

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Try Jacob’s free LinkedIn review tool: https://freelinkedinreview.com/

About Jacob Warwick:

Jacob is the go-to career strategist for high-performing executives. With over 15 years of experience, he’s coached more than 3,500 leaders to win life-changing comp packages, de-risk their careers, and build influence in competitive markets. He’s also the creator of the Execs & The City newsletter and podcast.

Like if you’ve ever felt disposable in a job.

Comment if you’re feeling the pressure to evolve.

Subscribe so you don’t miss Part 3 (coming out soon) and more great mentors here to guide you.

#careerstrategy #executive #jobsecurity #jacobwarwick #techcareer #layoffs #techleadership #executivenegotiation #startups #employmenttruth #futureofwork #cxo #thinlwarwick #jobmarket #negotiation #wmyt #ticktalent

This is the Job Search Playbook for leaders. Part I (of II) - The Problem in the job market.

You did everything “right.”

Hit the targets.

Stayed loyal.

Played the game.

Still got laid off?

You’re not the problem.

The system is failing us.

Until we learn how to make it work for us.

In Part I of this two-part special, Tolu and I sit down with exec coach Jacob Warwick to tear apart the biggest myth in modern work:

Job security doesn’t exist. It never did.

And if you’re still betting your career on a title, a comp package, or your boss’s loyalty, you’re already behind.

We dig into:

- Why high performers are getting blindsided (and how to see it coming)

- The real reason your $300K+ comp package makes you expendable

- How playing defense in your career shows up (and screws you over)

- The hidden power dynamics that decide who stays and who gets cut

- Why “work hard and wait your turn” is the most dangerous advice you ever believed

- What execs miss before they’re fired, ghosted, or passed overWe’re not here to sugarcoat it

.If your calendar, your comp, and your career can be deleted in a 15-minute Zoom, you don’t have control.

This episode will challenge everything you’ve been taught about performance, loyalty, and stability.

Part II is next: How to build leverage, become unfireable, and take back the control.

Hit subscribe.

Then ask yourself: Do I actually own my career, or am I just hoping I won’t get cut next?

#careerstrategy #executive #jobsecurity #jacobwarwick #techcareer #layoffs #techleadership #executivenegotiation #startups #employmenttruth #futureofwork #cxo #thinlwarwick #jobmarket #negotiation #wmyt #ticktalent

Most founders think they need more leads.Lashay Lewis thinks they need better marketing at the bottom of the funnel. (By the way she is one of the best marketers I know, so this is pure gold in here for you!)In this episode, Lashay shares how she went from underpaid in-house marketer to a go-to expert in content that converts. But this isn’t just a personal story, it’s a masterclass for founders and startup revenue leaders who need to tighten their messaging, sharpen their content, and start closing with confidence.You’ll learn:Why your pipeline problem is often a messaging problemHow to turn “invisible” marketing into content that actually drives revenueWhy visibility, not just performance, creates inbound demandHow Lashay doubled her income in 60 days without a big team or ad spendThe playbook for building a high-profit, lifestyle-first marketing engineHow to attract high-intent leads without adding more top-of-funnel noiseWhy founders need to build authority before they hire another marketerIf you’re a founder or GTM leader tired of fluff content and leaky funnels., this is the signal you’ve been waiting for.Connect with Lashay: https://www.linkedin.com/in/lashaylewis/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/#LashayLewis #Marketing #BottomOfFunnel #Startup #MakingRevenueTick #WMYT #WhatMakesYouTick #BOFU

Most leaders treat teamwork like a cost. And it’s killing their culture.

In this episode, I sit down with Nick Fewings, the UK’s leading “Teamworkologist” and author of Team Lead Succeed, to unpack why most sales teams fail—not because of bad product or poor pipeline—but because they never learned how to work together.

If you’re a founder, revenue leader, or early-stage manager, this is a masterclass in how to build high-performing teams that actually scale. Nick breaks down:

Why 84% of sales teams miss quota (and what’s really behind it)

The 16 elements of team effectiveness every startup should measure

How to stop promoting “accidental managers” and start building real leaders

The Big 4 traits that high-functioning teams all have

Nick has spent 30+ years transforming teams at Barclays, coaching Atlantic rowing crews, and speaking at over 500 conferences. This episode is PACKED with actionable takeaways to help you build your team like it’s your biggest investment—not just a cost.

👇 Connect with Nick Fewings on LinkedIn:

https://www.linkedin.com/in/nickfewings/

👇 Connect with Richard Washington (Host of Making Revenue Tick):

https://www.linkedin.com/in/richard-washington-tick/

📘 Read Growth Magnet – The Playbook for Founders Who Want to Attract, Hire & Retain Elite Revenue Talent: https://www.linkedin.com/newsletters/7083793079794556928/

#Leadership #Startups #Sales #Culture #Growth

Expanding your startup into Europe?Building your first GTM team across EMEA isn’t easy - most founders make expensive mistakes that kill momentum and burn cash.In this episode of Making Revenue Tick, Richard Washington sits down with Conor Douglas (HubSpot alumni with a decade + long run during their growth from 26 to 2000+) to break down 11 essential lessons from scaling HubSpot’s European business from new to market - to industry leaders.You’ll learn:Why EMEA expansion fails (and how to fix it)How to pick your first hub (Dublin, London, or Barcelona?)Why you must localize, not just translateHow to transfer your HQ DNA without killing cultureWhy your first 5 hires will make or break youHow to win fast with inbound marketing in EuropeWhen and how to use channel partners to scale fasterWhy Germany almost killed their growth (and how they fixed it)How to organize sales teams around personas (not territories)The hidden hiring mistakes founders keep makingHow to build a team of multipliers, not dividersIf you're a founder at Series A/B or a revenue leader planning European expansion, these insights will save you millions.Connect with Conor: https://www.linkedin.com/in/conor-douglas-69b12210/Connect with Richard Washington: https://www.linkedin.com/in/richwash/Follow Growth Magnet: ⁠ https://www.linkedin.com/newsletters/7083793079794556928/Subscribe for battle-tested playbooks and expert insights. #EMEAExpansion #StartupGrowth #SalesLeadership #TechStartups #HiringSalesTeams #WMYT #hubspot #whatmakesyoutick #MakingRevenueTick

If you think sales leadership is about closing deals and yelling “hit quota,” you’re already losing.In this episode, Chris Bair breaks down what actually makes a high-performing sales team in 2025. From cold-calling at the top to building a culture of multipliers—not passengers—Chris doesn’t sugarcoat what it takes to win.We get into:Why outbound is still your edge (and why most teams get it wrong)How to build discipline without killing team moraleThe power of empathy—and why it’s not softCoaching reps who can coach themselvesCreating a team that wants to win togetherWhether you’re a founder trying to scale, a sales leader fighting for results, or a rep who wants morethis one’s for you.Watch it. Take notes. Then go run through a wall.Connect with Richard: https://www.linkedin.com/in/richwash/Connect with Chris: https://www.linkedin.com/in/christopherabair/?utm_source=share&utm_campaign=share_via&utm_content=profile&utm_medium=android_appRead Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/Subscribe for more episodes like this #SalesLeadership #GTMStrategy #StartupGrowth #ChrisBair #WMYT #Whatmakesyoutick #ticktalent #podcastChapters00:00Introduction and Personal Motivations02:51The Importance of Helping Others06:04Understanding Customer Needs09:00Sales Methodologies and Personal Growth12:11Marginal Gains in Sales Performance14:57Leadership Evolution and Challenges23:50Maintaining Relevance as a Leader25:22Empowering Sales Teams for Innovation28:17The Importance of Outbound Sales29:08Coaching and Leadership Principles30:25Navigating Outbound Challenges34:51Building a Disciplined Sales Culture37:29Attracting and Selecting Top Talent45:21The Role of Empathy in Leadership

Most revenue challenges don’t start with sales.

They start at the system level.

In this episode of Making Revenue Tick, I sit down with Mark C. Ward, Founder at Revenue Arc and author of Sales Turnaround, to unpack why so many companies stall between $3M and $30M ARR, and why the default “hire harder, sell harder” mindset rarely fixes the real issue.

Mark has spent the last two decades helping companies, from early-stage scaleups to global tech giants - diagnose and redesign their revenue systems for sustainable growth. His work focuses on making sales organizations not just hit targets, but predictably perform.

We talk about what a healthy revenue system actually looks like, why most forecasts are fiction, and the costly gap between ambition and operational maturity.

What we cover:

– The 5 elements of a scalable revenue system

– Why onboarding is a competitive differentiator

– The hidden drag of bad process and tool sprawl

– Building sales systems that align with how your customers buy

– What to do when your team is on fire—and not in a good way

If you’re a founder, CEO, or sales leader navigating the messy middle - this is for you.

Because the truth is: if your revenue engine isn’t designed to scale, it won’t.

Watch the full episode now and get practical strategies you can implement immediately.

Connect with Mark Ward: https://www.linkedin.com/in/markcward/Connect with Richard Washington: https://www.linkedin.com/in/richwash/Follow Growth Magnet: ⁠  / growth-magnet-7083793079794556928  #MakingRevenueTick #RevenueLeadership #ScalingStartups #GTMStrategy #b2bgrowth 00:00Introduction to Revenue Growth Challenges03:03The Importance of Revenue Operating Models06:05Common Problems in Scaling Revenue08:58Understanding Business Inefficiencies12:02The Role of Systems in Revenue Growth14:57Customer-Centric Revenue Operating Models18:01The Impact of Remote Work on Team Dynamics20:59Navigating Organizational Politics24:11Blind Spots in Business Operations26:54The Art and Science of Business Transformation40:55Navigating Change: The Importance of Retaining Core Elements46:55Leadership Gaps: Identifying and Addressing Weaknesses52:44Hiring Right: The Critical First Sales Hires58:56Assessing Talent: The Importance of Proper Evaluation01:03:48Building Systems: The Heartbeat of Sales Organizations01:09:43Impact-Centric Selling: Understanding Broader Implications01:12:57Final Thoughts: Key Takeaways for Sales Leaders