Most startups don’t have a GTM problem.

They have an alignment problem.

A structure problem.

A people problem.

In this episode of What Makes You Tick, Richard Washington sits down with B2B marketing heavyweight and CMO advisor Philippe Ruttens to expose the 5 silent killers of go-to-market success — the ones that never show up in pitch decks or playbooks, but quietly derail growth.

This isn’t armchair theory. It’s straight from the field — built on hard lessons, deep experience, and repeatable frameworks that actually work.

What we cover Why hiring a “hero VP” won’t save your GTM

How to fix misalignment between Sales, Marketing, and RevOps

The real reason over-automation is killing your pipeline

How to lead GTM without micromanaging

What a scalable, repeatable GTM structure really looks like — and how to build it

If you’re scaling from $5M to $25M ARR, this is the episode that gives you the roadmap most founders wish they had earlier.

Real talk. Real scars. Real strategy.

Listen now and start building a GTM engine that doesn’t break under pressure.

Connect with Phil Ruttens: https://www.linkedin.com/in/ruttens/

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

Follow Growth Magnet:   / growth-magnet-7083793079794556928  

Check out Phil's health startup https://www.titeos.com/

#GTMStrategy #StartupGrowth #B2BMarketing #Founders #TickTalent #GoToMarket #RevOps #SalesLeadership #CMOAdvice #RevenueGrowth #WMYT #WhatMakesYouTick #Titeos #CMO #Startup #GTM #Masterclass

What does it really take to raise $20M in today’s market?

How do you turn a childhood obsession with gaming into a world-class cybersecurity company?

And what actually matters when you're scaling a startup from the ground up?

In this episode of What Makes You Tick, Ido Shlomo, CTO and co-founder of Token Security, breaks down the mindset, lessons, and leadership evolution behind one of the most exciting identity security startups in tech.

This is the unfiltered, human side of startup success.

You’ll learn:

How Ido went from gamer to growth-stage founder

The real reason his Series A round got across the line

What most founders miss when building a high-trust team

Why empathy, not ego, is the future of leadership

How to build a product and culture people actually believe in

What it takes to earn investor confidence in a tough market

How to recruit world-class talent, even without brand name equity

The hiring strategy that helped Token stand out in cybersecurity

If you're a founder, operator, or future CEO, this episode will change the way you think about building, leading, and scaling.

Follow Ido on LI:   https://www.linkedin.com/in/ido--shlomo/Follow Richard on LI:   / richwash  Follow Tolu on LI:   / toluadebekun  Read Growth Magnet:   / growth-magnet-7083793079794556928  

Subscribe for weekly episodes packed with founder insights, GTM strategy, and zero-fluff startup lessons.

#IdoShlomo #TokenSecurity #StartupLeadership #CybersecurityStartups #SeriesAFundraising #TechFounders #WhatMakesYouTick #B2BStartups #ScalingStartups #EmpathyInLeadership #MakingRevenueTick #HiringForStartups #WMYT #TickTalent

Most sales teams are flying blind.

In this episode of Making Revenue Tick, Richard Washington sits down with Rachit Kataria - Co-Founder of Centralize and Y Combinator alum to unpack why traditional CRMs are failing revenue teams, and how Centralize is building an entirely new category around visibility, relationships, and deal execution.

Rachit’s journey from Meta engineer to startup founder is grounded in one truth: sales is about people, not pipelines. And yet, most CRMs treat deals like databases - not dynamic conversations.

This episode dives into the reality of what founders and sales leaders are struggling with:

Forecasts that miss by a mile

Reps who are single-threaded and out of sync

Deal data scattered across Slack, Gong, email, LinkedIn, and nowhere

A complete lack of visibility into who matters, who’s missing, and what to do next

Centralize is solving that.

This is the founder’s perspective - from building community in college, to working on billion-user scale at Meta, to betting everything on a startup built around the idea that deals are won at the individual level.

If you’re a founder navigating messy go-to-market motions, or a sales leader tired of trusting gut feel over data, this conversation is for you.

What you’ll learn:

Why sales leaders are operating blind, and how to fix it

What YC teaches you about building for revenue, fast

How AI can finally make relationship data actionable

Why unlocking your company’s network might be your biggest growth lever

What it really takes to build a company from zero, as a founder

Rachit’s not just building a product = he’s building a category. And it starts with flipping the script on how we think about customer relationships.

Subscribe for more founder conversations on what it takes to scale smarter, and make revenue tick.

Connect with Rachit Kataria:

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

Learn more about Centralize:

https://www.usecentralize.com/

Hosted by Richard Washington, Founder @ Tick Talent

https://www.ticktalent.com

Read Growth Magnet on LI: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/

Most startups get sales, hiring, and brand-building completely wrong.

They think sales is about selling. It’s not.

They think hiring experience guarantees success. It doesn’t.

They think brand is just marketing. That’s a mistake.

In this episode of What Makes You Tick, Gal Aga, CEO at Aligned joins Tolu and I to break down the hard truths about scaling revenue teams, building a category-defining brand, and why most startups fail when they try to move upmarket.

We answer:

- Why do top 1% sellers close bigger, faster? (Hint: They don’t “sell.” They facilitate.)

- What’s the biggest hiring mistake in startups? (And why hiring “big logo” execs can kill growth.)

- How do you know when you’re actually ready for enterprise sales? (Most startups aren’t.)

- Why is your brand not driving inbound leads? (The key to brand equity that most founders ignore.)

- How do you build a sales team that doesn’t just hit quota, but changes the business?

We also break down:

- How to grow ACV without just hiring expensive “enterprise” reps

- The real way to master discovery and close six-figure deals

- Why internal promotions and hiring for obsession beat hiring for experience

- The reason so many startups burn cash on bad sales hires, and how to avoid it

If you’re a founder, sales leader, or GTM exec looking to scale without making expensive mistakes, this is a must-watch.

Follow Gal on LI: https://www.linkedin.com/in/galaga/Follow Richard on LI: https://www.linkedin.com/in/richwash/Follow Tolu on LI: https://www.linkedin.com/in/toluadebekun/

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

#WMYT #Aligned #GalAga #SalesLeadership #StartupGrowth

#HiringMistakes

#EnterpriseSales

#BrandBuildin

How to Build a Sales Machine from $0 to $25M ARR | Scott Leese on Making Revenue TickMost founders don’t start a company because they want to. They start because they have to. They’re fed up with how things are, they see a problem that shouldn’t exist, and they go all in to fix it.But the reality is... Building a great product isn’t enough. You have to learn how to sell and SCALE.That’s where Scott Leese, Fractional CRO and GTM Advisor comes in.In this episode, we go deep on:- Why most founders overcomplicate sales (and how to fix it)- The last-shot mentality, why some founders thrive under pressure- How to turn chaotic, founder-led selling into a repeatable machine- The biggest hiring mistake in GTM, and why your first sales hire probably isn’t a VP of Sales- The zero to one phase, why most startups die here and how to make it through- Scott’s personal journey, walking away from corporate, betting on himself, and why getting banned from LinkedIn was a wake-up call“The hardest thing for founders is making sales work without them. The key isn’t just closing deals = it’s simplifying the process so that anyone can do it.” – Scott LeeseIf you’re a founder trying to scale sales or a startup executor looking to make an impact, this episode is for you.Connect with Scott Leese: https://www.linkedin.com/in/scottleese/Join his Surf & Sales Summit in Portugal https://www.surfandsales.com/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/If this hits home, tell us why and send it to a founder who needs to hear it.#Startups #SalesLeadership #GTM #FounderLedSales #ScottLeese #MakingRevenueTick

Not Everyone Should Be a Founder—Here’s Why Intrapreneurs Win Big

🚀 The latest episode of What Makes You Tick is LIVE, and this one’s a game-changer.

Tolu sat down with Rich Patterson—a GTM powerhouse who’s built and scaled revenue teams at high-growth startups. He ran his own company for 10 years, led sales teams at Groupon and beyond, and knows what it really takes to drive success—whether you're a founder, an executive, or a top performer looking to make your mark.

Inside This Episode:

✅ The 4 F’s of Motivation—the framework that reveals what truly drives high performers

✅ Why Intrapreneurs Win—you don’t need to be a founder to build wealth, autonomy, and impact

✅ Hiring for a Winning Mindset—what separates top GTM talent from the rest

✅ Door-to-Door Sales Lessons—how knocking on 100+ doors a day built resilience & sales mastery

✅ The Art of Influence—how to get buy-in, drive change, and lead teams to victory

✅ Framework vs. Process in Sales—why rigid methodologies don’t work & what to do instead

🎧 Watch or listen now!

📌 Follow Rich Patterson on LinkedIn: https://www.linkedin.com/in/richhitsgoals/

📌 Connect with Richard Washington for more GTM hiring insights: https://www.linkedin.com/in/richwash/

🔊 About the Podcast:

Hello founders, leaders, and growth-minded people—welcome to the What Makes You Tick Podcast Channel!

We bring you the stories, strategies, and decisions that define the real success formula in tech.

👉 Here’s the big idea: The best lessons don’t always come from celebrity CEOs. They come from the people who are doing it—leaders who’ve taken bold steps, made hard decisions, failed a bunch of times, and built something real.

If you’re scaling your first or tenth startup, or navigating your next 10X career move, this pod is for you.

📲 Subscribe & Hit the Bell so you never miss an episode!

#SalesLeadership #GTM #Intrapreneurship #StartupGrowth #SalesMindset #Multipliers #WhatMakesYouTick

How do you go from leading revenue teams to building a startup from scratch? Jordan Kennedy, CEO & Co-Founder of Jump, shares his raw and honest founder journey—from balancing family and entrepreneurship to rethinking go-to-market strategies.

Questions We Answer in This Episode:

🔹 How do you transition from a revenue leader to a founder?

🔹 What are the biggest mistakes founders make when scaling?

🔹 Why do non-scalable efforts matter in the early days?

🔹 How do you fund a startup without falling into the VC trap?

🔹 What are the best networking strategies for finding co-founders?

About Jordan Kennedy & Jump

Jordan spent over a decade as a revenue leader before taking the leap into entrepreneurship. As the CEO & Co-Founder of Jump, he’s on a mission to help revenue leaders optimize their time and focus on the moments that move the needle. With a deep passion for efficiency, networking, and sustainable growth, Jordan brings a fresh perspective on what it really takes to build a company—without burning out.

What You’ll Learn from This Episode:

✅ The real challenges of balancing family life and building a startup

✅ How to avoid common founder pitfalls in go-to-market planning

✅ The power of doing things that don’t scale early on

✅ Why referrals & networking beat traditional outbound sales

✅ How to build a founder brand that attracts the right opportunities

💬 What’s the biggest challenge you’ve faced in starting something new?

Connect with Jordan: https://www.linkedin.com/in/jordan-kennedy-15656010/

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

Check out Jump: https://jumprevenue.com/

Check out Tick Talent: https://www.tick-talent.com/

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

🔔 Don’t forget to LIKE & SUBSCRIBE for more founder insights!

#startup #founder #entrepreneurship #gotomarket #gtm #leadership #jumprevenue #ticktalent #wmyt #whatmakesyoutick

How do founders go from selling their first deals to building a scalable sales engine?

Why is go-to-market fit just as important as product-market fit?

How can founders replace cold outreach with high-converting partnerships?

If you’re a B2B SaaS founder trying to scale revenue to $10M ARR and beyond...

but don’t have a background in sales, this episode is for you.

Meet Jess Schultz, Founder & CEO of Amplify Group, fractional CRO/CMO, and the go-to expert for helping startups (up to $10M ARR) transition from founder-led sales to a repeatable, scalable process.

With a career spanning capital markets, SaaS sales, and venture capital, Jess knows what it takes to turn scrappy startup selling into structured growth.

What you’ll learn in this episode:

✅ Why most early-stage founders struggle with sales - and how to fix it

✅ The difference between product-market fit & go-to-market fit (and why it matters)

✅ How sales and marketing can actually work together

✅ Why cold outreach isn’t the answer - and what to do instead

✅ The power of strategic partnerships in driving revenue

✅ How Jess’s finance background gave her an edge in sales

Connect with Jess on LI: https://www.linkedin.com/in/jessicatschultz/

🔹 Amplify Group: https://www.amplifyscales.com/

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

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

🔔 Subscribe for more insights on revenue growth, leadership, and startup strategy!

#FounderSales #GoToMarket #RevenueGrowth #StartupStrategy #FractionalCRO #WMYT #Whatmakesyoutick #ticktalent #jessshultz

Most salespeople focus on go-to-market. But what about Go-To-Network? 🤔

In this episode, we sit down with Stephen Oommen—a sales leader, keynote speaker, and networking expert—to talk about why your network is your biggest revenue driver and how most people are getting it wrong.

Stephen has built a career on building authentic connections that drive real impact. From tech sales to leadership, his journey has been shaped by an obsession with understanding people, building trust, and creating opportunities through relationships.

What You'll Walk Away With:

✅ A proven framework to turn one connection into five, then 25, then 100

✅ How to leverage warm intros over cold outreach to shorten deal cycles

✅ The ‘Chameleon Effect’—how observation and adaptability make you a better salesperson and leader

✅ Why B2B prospecting is broken—and how to fix it

✅ The real key to negotiation (hint: it's not always about win-win)

✅ How Kobe Bryant’s work ethic shaped Stephen’s sales mindset

✅ The power of intentionality, kindness, and respect in business and life

If you’re in sales, leadership, or looking to grow your career through better connections, this episode is a must-watch.

💬 How has networking shaped your career?

Connect with Stephen on LI: https://www.linkedin.com/in/stephenoommen/

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

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

#Networking #Sales #Leadership #Growth #Career #WMYT #WhatMakesYouTick #TickTalent

How do you go from marketing to CRO? 🤔

Jona Koekelcoren shares his career journey from marketing consultant to Chief Revenue Officer, where he now leads sales teams and drives revenue growth.

If you're in B2B sales, SaaS, or marketing, this episode is packed with insights on high performance, mental toughness, and sales strategies that actually work.

🔥 In this episode, we cover:

✅ High performance vs. perfectionism – why aiming for “perfect” is holding you back

✅ The #1 sales skill you need to master (spoiler: it's all about follow-up)

✅ How to build rapport in sales calls – beyond “where are you based?”

✅ How to run effective discovery calls – balancing relationship-building & strategy

✅ Why mental toughness is essential in sales and how to handle rejection

✅ The secret to effective sales planning – avoid distractions & focus on results

✅ Sales vs. marketing alignment – what most companies get wrong

✅ How to transition from an IC to a sales leader and build a high-performing team

✅ What it takes to succeed in early-stage startups – navigating chaos & uncertainty

If you're in SaaS sales, revenue leadership, or considering a transition from marketing to sales, this episode is for you!

🎧 Listen & Subscribe! → https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS

💬 What's a question you'd have for Jona?

Connect with Jona on LinkedIn: https://www.linkedin.com/in/jonakoekelcoren/

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

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

#SalesLeadership #CRO #MarketingToSales #B2BSales #SaaSSales #SalesTips #StartupGrowth #RevenueLeadership