When 75% of B2B buyers say they would prefer to complete complex purchases without ever speaking to a sales professional, it raises an uncomfortable question.What would make a customer actually want to talk to you?In this episode, Brent Adamson, co-author of The Challenger Sale and author of The Framemaking Sale, explores how the nature of B2B buying has fundamentally changed.Today’s customers are not short on information. They are overwhelmed by it.The result is not better decisions. It is slower decisions, smaller decisions, and in many cases, no decision at all.For customers, this shows up as frustration. For sellers, it shows up as stalled deals, missed targets, and pipeline that never converts.Fifteen years ago, The Challenger Sale introduced the idea of frame breaking. Teach customers something new. Show them a different way to think about their business.That still matters.But in a world defined by decision complexity, it is no longer enough.This is where frame making comes in.The goal is not to change how customers see you. It is to strengthen how customers see themselves. Their confidence in asking the right questions. Their confidence in aligning stakeholders. Their confidence in making a decision they can stand behind.In this conversation, we explore:Why most B2B deals stall due to lack of customer confidenceThe shift from frame breaking to frame makingHow to reduce decision complexity in enterprise salesWhy “no decision” is the real competitionHow to help customers move forward with clarity and convictionIf you work in B2B sales, revenue leadership, or go-to-market strategy, this episode offers a different way to think about selling.Not as persuasion.But as helping customers make the best decision they can, in as little time as possible.Key TopicsWhy 75% of B2B Buyers Avoid SalespeopleThe Real Problem: Decision Complexity in Modern BuyingWhy Deals Stall (And It’s Not Price or Product)The Challenger Sale: What Frame Breaking Really MeansWhy Challenger Is No Longer EnoughIntroducing Frame MakingFrom Persuasion to Customer ConfidenceWhat “Decision Confidence” Actually MeansThe Role of Agency in SalesWhy “No Decision” Is Your Biggest CompetitorHow to Help Customers Move ForwardThe Future of B2B SalesTickfire QuestionsAbout Brent AdamsonBrent Adamson is a researcher, author, and advisor to B2B commercial leaders around the world. He is best known as the co-author of The Challenger Sale and The Challenger Customer, two of the most influential books in modern sales.His latest work, The Framemaking Sale, explores how sellers can help customers navigate decision complexity and build the confidence needed to make high-stakes decisions.Brent’s work is grounded in years of research into how buying actually happens inside large organizations. He regularly advises executive teams and has presented at leadership sessions, boardrooms, and conferences globally.He is also a frequent contributor to Harvard Business Review.Follow Brent Adamson on LinkedIn: https://www.linkedin.com/in/brentadamson/Check out Brent's YouTube Framemaking Sale Channel for more book insights: https://www.youtube.com/@TheFramemakingSaleAnd Brent's main YouTube channel: https://www.youtube.com/@BrentAdamson-m2fFollow Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics, and into what makes great operators actually tick @whatmakesyoutick#B2BSales #ChallengerSale #FrameMaking #SalesStrategy #BrentAdamson #TickTalent #WMYT

Sales forecasting is broken in most startups.

Not because leaders don’t care —

But because no one actually teaches how to do it properly.

Full episode: https://youtu.be/u-7Zve607yM?si=-VOuHMmXiL3GWb9Z

In this Best Bits episode of What Makes You Tick: Tech Leaders Career Stories, we break down why forecasting fails, how “poopy pipelines” happen, and what it really takes to build a predictable, scalable revenue engine.

Featuring Lindsay Rios, Fractional CRO and GTM Yapper, this clip gets right into one of the most misunderstood (and high-stakes) parts of running a SaaS business: accurate sales forecasting and pipeline management.

What you’ll learn:

– Why most sales forecasts are wrong (and keep being wrong)

– The real reason pipeline reviews don’t work

– How poor forecasting kills trust between founders, boards, and GTM teams

– The difference between hope vs. data-driven pipeline management

– How to coach reps to own their number (instead of guessing it)

– Why forecasting is a leadership problem first, process problem second

Who this is for:

If you are:

– A Founder or CEO trying to build predictable revenue

– A Head of Sales / CRO under pressure to hit the number

– Scaling from founder-led sales → structured GTM

– Tired of “best case / commit / upside” theatre

This will hit hard.

This isn’t about better spreadsheets.

It’s about building a culture where people tell the truth about the number — early enough to fix it.

👉 Want to go deeper?

Find out how Lindsay can help: https://www.lindsayrios.com/

Connect with Lindsay Rios on LinkedIn https://www.linkedin.com/in/lindsayrios/

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

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

Subscribe for more conversations that go beyond tactics — and into what makes great operators actually tick.

#SalesForecasting

#StartupGrowth

#SaaS

#GTMStrategy

#RevenueLeadership

Scaling internationally isn’t just “more of the same.” Most SaaS companies get it wrong.In this episode, David De Paula breaks down how to go from founder-led sales to a scalable global GTM engine.If you're building across EMEA or going global — this is your playbook.In this episode of What Makes You Tick: Tech Leaders Career Stories, we sit down with David De Paula — a seasoned international sales leader who has built and scaled revenue functions across EMEA and global markets.From leading international sales at companies like Liquibase, Cloudbees and Magillem to driving enterprise growth across complex regions, David shares what it actually takes to go from founder-led sales to a scalable global GTM engine.What You’ll Learn:How to build and scale international sales teams in SaaSThe reality of expanding into EMEA vs. global marketsWhy most companies fail when moving beyond founder-led salesThe importance of human connection in modern B2B salesHow to navigate complex enterprise deals across geographiesWhat great leaders do differently when scaling globallyDavid also shares a powerful perspective on why, in an AI-driven world, trust, judgment, and real conversations matter more than ever — not less.Who This Episode Is For:SaaS founders moving from founder-led → scalable salesCROs and VPs building international GTM teamsInvestors backing companies with global expansion plansSales leaders operating across multiple regions & culturesWhy This Matters:Most companies assume scaling internationally is just “more of the same.”It isn’t.Different markets, different cultures, different buying behaviour — and if you don’t adapt, growth stalls.This episode breaks down the real playbook for building international revenue — without making expensive mistakes.About the ShowWhat Makes You Tick explores the journeys, lessons, and principles behind elite tech leaders — unpacking how they think, lead, and scale.Connect with David👉 Find him on LinkedIn https://www.linkedin.com/in/daviddepaula/Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928📌 Subscribe for More @whatmakesyoutickIf you're building, scaling, or leading revenue in SaaS — this is for you.#SaaS #B2BSales #GTM #StartupGrowth #InternationalSales #WMYT #TickTalent

Are sales teams failing because of skill? Even a lack of will?

The fact is, they fail wjen the culture isn't of committment.

It's compliance.

And that’s a leadership problem.

And it's way too common in tech companies where the number is king.

In this episode of What Makes You Tick: Tech Leaders Career Stories, we sit down with Amit Stark (ex-Splunk, BMC, Coralogix) — a revenue leader who has scaled enterprise software businesses across EMEA and consistently delivered >100% of plan.

But this isn’t just about tactics.

It’s about the career, decisions, and leadership principles that allowed Amit to build teams that don’t just perform… they commit.

In this episode, we learn his perspective on:

The defining moments that shaped Amit’s leadership style

Why most leaders create compliant teams (and don’t realise it)

The shift to building committed, high-performance cultures

Lessons from scaling revenue across AI, cybersecurity, and enterprise SaaS

The hiring, coaching, and cultural standards behind A-player teams

This is for you if you are:

A founder or CRO scaling a revenue team

A sales leader struggling with consistency and ownership

An operator who wants to build teams that actually care about winning

Someone who learns best from real career journeys, not theory

About Amit:

https://www.linkedin.com/in/amitstark1/

Amit Stark is a GTM and revenue executive with a track record of scaling enterprise software businesses across EMEA.

100% to plan across leadership roles

Built and led multi-country teams in high-growth environments

Deep experience across AI, cybersecurity, and data platforms

Known for building loyal, committed teams that outperform

Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/

Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Subscribe for more conversations on revenue, hiring, and scaling:

@whatmakesyoutick

If you’ve ever wondered:

Why some leaders build average teams… and others build elite ones

This episode will challenge how you think about leadership, culture, and growth.

🎧 Watch now to learn the principles behind Amit’s career — and how to apply them to your own team.

#Leadership #SalesLeadership #CRO #StartupGrowth #TechLeadership #B2BSales #RevenueLeadership #FounderJourney #CareerGrowth #businesspodcast #wmyt #ticktalent

Expanding into the US looks obvious.

Biggest market. Same language. Massive upside.

But most startups get it wrong.

In this Best Bits episode, Bradley Paster breaks down why scaling into America is far harder than it looks — and the costly mistakes founders keep repeating.

From hidden operational complexity to cultural nuance and go-to-market missteps, this is a practical guide to entering the US without burning time, money, and momentum.

What you’ll learn:

Why the US is NOT one market (and how that kills expansion)

The biggest mistakes international startups make entering America

When to hire vs. partner in a new market

The hidden costs nobody talks about (tax, talent, structure)

How to set up your US GTM motion properly from day one

If you're a founder, CRO, or investor thinking about US expansion — this will save you from expensive lessons.

Who this is for:

Tech founders scaling internationally

CROs and GTM leaders building new markets

Investors backing global expansion

About the guest:

Bradley Paster has spent 15+ years leading revenue for international companies entering the US — seeing firsthand what works, what fails, and why.

Connect with Bradley: https://www.linkedin.com/in/bradleypaster/

Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/

Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Subscribe for more conversations on revenue, hiring, and scaling:

@whatmakesyoutick

#StartupGrowth #USExpansion #GoToMarket #TechStartups #CRO #ScalingStartups #B2BSales #RevenueLeadership #FounderAdvice #StartupStrategy

Expanding into Europe sounds simple.It isn’t.In this episode of Making Revenue Tick, we sit down with Alex Bellon to break down why so many companies fail when entering Europe — and what it actually takes to get it right.If you’ve built traction in the US or your home market and think Europe is the “next obvious step”… this conversation might save you months (or years) of wasted time and budget.What You’ll LearnWhy Europe is “slow money” — and why that’s actually a good thingThe biggest mistake companies make when entering Europe (and why pipeline never shows up)Why landing in Germany first can backfireHow to use partners to inject reputation and unlock deals fasterThe difference between scaling in the US vs EuropeWhy your forecasts, hiring plan, and GTM assumptions are probably wrongKey Questions AnsweredWhy do US companies struggle to break into Europe?Because they assume it works the same — same sales cycles, same GTM, same expectations. It doesn’t.Why does pipeline fail in new markets?Because companies skip the groundwork: local reputation, partnerships, and trust.What actually drives success in Europe?Trust, brand, and local validation — not speed or volume.Standout Insight“Europe is slow money. But once you win, it doesn’t leave.”Who This Is ForFounders expanding beyond their home marketCROs and GTM leaders building international teamsSaaS companies moving from Series A → BAnyone struggling with pipeline, traction, or hiring in new regions⚠️ If You Take One Thing Away👉 Europe is not one market.👉 It’s multiple countries, cultures, and buying behaviours.Treat it like the US… and you’ll fail.📩 Subscribe @whatmakesyoutickConnect with Alex Bellon https://www.linkedin.com/in/alexbellon1/Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928New episodes every week with revenue leaders, founders, and operators sharing what actually works in today’s market.#emea #europeanbusiness #techstartups #businessexpansion #goingglobal #wmyt #ticktalent

Want to build a tribe of mentors - this is a masterclass in HOW.

Why it matters?

Most teams are obsessed with pipeline.

The best operators are obsessed with access.

In this best bits clip, Jessica Robertson, CRO at Orbb in NYC breaks down why the people you have access to — your network, your mentors, your customers — are becoming the most important advantage in modern go-to-market.

Because when cold outreach gets harder and buyers get more skeptical, who you know starts to matter more than how many emails you send.

We cover:

why access beats reach in today’s market

why your network is your real career IP

how referrals and warm intros outperform cold outbound

why most people waste the relationships they already have

how the best sales teams are shifting away from volume and toward trust

If you’re trying to grow pipeline, close bigger deals, or build a career in revenue — this is a shift you can’t ignore.

🎙️ From the full episode with Jessica Robertson:

https://youtu.be/FEjXbf34_mU?si=4GF40MF7D24BvDnr

📩 Get the best insights from every episode:

The Growth Magnet newsletter (bite-sized, practical, no fluff)

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

👇

Connect with Jessica Robertson

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

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

💬 What do you think — is cold outreach actually dying, or just evolving?

Drop your take in the comments 👇

❓ Key Question Answered

How do I find a mentor?

Start by building genuine relationships, not transactional ones. The best mentors often come from:

People you’ve worked with before

Customers you’ve helped succeed

Warm introductions through your existing network

Mentorship isn’t about asking for help—

It’s about earning trust over time.

🚀 Why This Matters

Most people try to scale:

More emails

More calls

More automation

But the best operators scale access.

And access comes from:

👉 Relationships

👉 Trust

👉 Proximity to the right people

🔥 Standout Insight

“You’re far more likely to get access through a warm introduction than any cold outreach.”

That’s the shift happening in modern go-to-market.

🎯 Who This Is For

Sales reps and SDRs trying to book more meetings

Founders struggling with pipeline

Revenue leaders building high-performing teams

Anyone looking to accelerate their career through mentorship

📩 Get More Like This

Subscribe for more episodes on:

Sales leadership

Hiring elite talent

Go-to-market strategy

Building your network

🧲 Final Thought

If you take one thing from this:

👉 Your network isn’t just helpful- it’s your biggest growth lever.

#executiveaccess #networking #mentor #referrals #salesstrategy #careerstrategy

What does it take to build elite sales teams, create real ownership, and scale your career over decades?

In this episode of What Makes You Tick, we sit down with Benjamin Caller — a veteran revenue leader with 25+ years across marketing, sales, and leadership at companies like VMware, Medallia, and now with a new role (which we introduce on the pod).

From building one of the first PSG fan websites as a teenager…

To leading high-performing revenue teams…

To starting again and building from zero — this is a masterclass in career growth, leadership, and mindset.

🧠 What You’ll Learn

Why ownership is the #1 trait of top performers

How to hire “multipliers” (not passengers)

The real reason most sales teams fail to align with marketing

How to build a culture of trust, accountability, and performance

Why consistency beats sporadic brilliance in sales

How great leaders develop people into future VPs

❓ Key Questions Answered

How do you become a great sales leader?

By focusing less on numbers—and more on people, trust, and development. The best leaders build teams that win together, not individuals chasing targets.

What makes a top-performing sales team?

Strong ownership mentality

Deep cross-functional collaboration

Clear communication and shared truth

A culture where people refuse to lose

How do you spot great talent?

Look for:

Coachability

Resilience

Real accountability (not excuses)

People who think like CEOs of their territory

🚀 Standout Insight

“When there is a doubt, there is no doubt.”

Great hiring—and great leadership—comes from trusting your instincts and prioritising A-players who elevate everyone around them.

🔥 Career Lessons from Benjamin

Your attitude defines your altitude

Surround yourself with people who challenge and elevate you

You don’t build teams - you build careers

The best leaders create safe spaces for growth and failure

🧲 Why This Episode Matters

If you're:

Leading a sales team

Building pipeline in a tough market

Hiring your next key revenue hire

Or trying to take your career to the next level

This episode gives you a practical blueprint grounded in real experience—not theory.

🎯 About Benjamin Caller

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

Benjamin is a seasoned revenue leader who has:

Transitioned from marketing → sales → leadership

Helped scale teams across Europe

Built high-performing cultures focused on ownership and growth

Recently joined one of the fastest-growing AI companies globally

Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/

Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

📩 Subscribe for More

We break down:

Sales leadership

Hiring & scaling teams

Founder journeys

High-performance mindset

🧠 Final Thought

👉 You don’t win with talent alone—you win with teams that trust, challenge, and push each other every day.

#SalesLeadership #B2BSales #RevenueGrowth #Leadership #StartupSales #WMYT #TickTalent #Cursor

Get first access to Buyer Coding here: https://www.buyercoding.com/

Most “closed lost” reasons are complete BS.

“It was price.”

“It wasn’t the right time.”

“They went with a competitor.”

In reality, you lost the deal because you didn’t understand how that buyer makes decisions.

In this best bits episode, Rich Patterson breaks down the 5 Buyer Codes — a simple framework that helps you read buyers properly and sell the way they want to buy.

You’ll learn:

Why most closed lost reasons are wrong (and what’s actually happening)

The 5 buyer types and how to spot them quickly

How to adapt your approach in real time on calls

Why generic discovery questions are killing your deals

How to build real champions instead of “happy ears”

If you’re tired of deals stalling, ghosting, or slipping for reasons that don’t make sense — this will change how you sell.

🎙️ Watch the full episode:

https://youtu.be/SU9IP5NGyTY?si=HHSmE67D_rZolrAR

📩 Get the best insights from every episode:

The Growth Magnet newsletter (bite-sized, practical, no fluff)

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

👇

Connect with Rich Patterson

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

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

#buyercoding #salespsychology #salestraining #salesskills #wmyt #ticktalent

When you step into a new VP of Sales role, you expect challenges.You don’t expect to have to rebuild that many things to make it ready for scale.In this episode, Elitsa Zaimova Miller (VP of Sales at CloudTalk, formerly Preply) shares the hardest decision she’s had to make as a sales leader — and what it really takes to scale a team and develop a world class culture.This is a What Makes You Tick Revisited episode, and a lot has changed since we last spoke.Elitsa has gone from building at a unicorn to stepping into a new environment, new market, and new level of complexity — all while navigating big personal changes outside of work.🎯 What we cover:Why strong individual contributors don’t always translate into scalable teamsThe leadership gap that quietly breaks growing sales orgsHow to know when someone won’t scale with the businessThe traits that actually matter when building high-performing teamsHow AI is changing the day-to-day of sales (and what still matters most)What real resilience looks like — inside and outside of work🎙️ About Elitsa:VP of Sales at CloudTalk. Previously built and scaled the B2B division at Preply. Known for building teams, driving growth, and leading through change.🔁 About the series:What Makes You Tick Revisited brings back standout guests to unpack what’s changed — and what they’ve learned since.If you're building or scaling a sales team, this conversation will give you a more honest view of what that actually involves.👍 Follow for more conversations with revenue leaders, founders, and operators.Connect with Elitsa:   / elitsa-zaimova-miller-a238a31a  Follow Richard on LinkedIn:   / richwash  Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relati...#vpsales #salesleadership #womeninsales #ticktalent #wmyt #whatmakesyoutick #businesspodcast