In this episode of What Makes You Tick, James Bissell, founder of The Revenue Enabler, cuts through the fluff on why most sales teams fail—and how to turn it around fast. If your team’s stuck on low attainment, lost in endless tasks, or missing the mark with customers, James breaks down what’s really holding them back.👉 What You’ll Learn:Why teams without a real playbook keep missing targets (and how to build one that works)How to ditch “spray and pray” tactics and start landing deals with a focused, proven approachTurnaround tactics that get low performers up to 200% quota—and keep them thereThe hidden cost of skipping training: uncoachable reps, lost motivation, and burnt-out teamsHow to shift from “feature selling” to solving real customer problems, driving actual buy-inSimple, tough-love coaching practices that make confidence and consistency the normFrom SDR to founder, James has learned what it takes to build a team that wins consistently—no BS. He’s here to share exactly what works, what doesn’t, and how you can get your team performing at their best, no pep talks needed.If you’re ready to fix your team’s broken processes, boost performance, and hit those targets, this one’s for you.Connect with James : https://www.linkedin.com/in/james-bissell1/Connect with Richard : https://www.linkedin.com/in/richwash/Read Growth Magnet : https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/🎧 Don’t forget to subscribe and hit that bell so you don’t miss any episodes of What Makes You Tick.#salesleadership #revenuegrowth #SalesTeamFixes #highperformance #sales #nofluff #whatmakesyoutick #therevenueenabler #wmyt #ticktalent

In this episode of What Makes You Tick, we explore the story and career of Neetha Ratakonda, founder of BigLittle.ai.She shares how her startup is tackling two of the biggest challenges facing businesses today: inefficiency and sustainability. 🚀What makes Neetha tick? It’s her relentless focus on reducing waste—both in business processes and in our environment. With billions wasted annually due to inefficient go-to-market strategies, Neetha's mission is simple but powerful: create sustainable systems that drive peak revenue potential without compromising our planet's future.From her global upbringing in India, Brazil, and Africa to her education at Stanford, Neetha’s journey is as diverse as it is inspiring. She shares her insights on how inefficiencies are costing businesses trillions in lost revenue and why fixing these processes is essential to not just profit, but human intellect and sustainable growth.💡 If you’re a startup founder, tech leader, or simply interested in how to drive efficiency and sustainability at scale, this episode is packed with actionable insights that could transform how you think about business.Key Takeaways:1. The massive cost of inefficiencies in revenue-generating processes and how to fix them.2. How Neetha’s global experiences shaped her mission to leave the world better than she found it.3. Why sustainability isn’t just a trend but a necessity for business success today.Connect with Us:🔗 Richard Washington on LinkedIn: [Insert LinkedIn URL]🔗 Neetha Ratakonda on LinkedIn: [Insert LinkedIn URL]📰 Stay ahead of the curve with Richard's Growyh Magnet Newsletter [Insert Newsletter URL]#whatmakesyoutick #wmyt #ticktalent #aiinbusiness #sustainablegrowth #revenueoptimization #startupsuccess #leadershipinsights #salesstrategy

Truth: Your pipeline doesn’t need more opportunities - it needs better discovery. In this episode of our Masterclass Edition "Making Revenue Tick", Richard Washington sits down with Michael Muhlfelder, a 36-year B2B sales warhorse, to challenge the 3-5X pipeline myth and explore why fixing discovery and qualification is the key to boosting sales performance.Michael has led sales at Oracle, IBM, and now runs Calm Ocean Sales, helping startups and SaaS companies transform their go-to-market strategies. He debunks common sales misconceptions and shares real-world examples from his decades of experience.Key Soundbites:"The 5X pipeline rule was invented 25 years ago—and it's wrong.""Deals are won or lost at qualification and discovery, not at the end of the sales process.""You don’t need more leads—you need to optimize every step of your sales process like a manufacturing line.""Salespeople are great, but their process isn’t. The biggest problem is that we haven’t trained people how to sell."If you’re a sales leader or founder looking to improve close rates, qualify better, and stop chasing broken pipelines, this episode is packed with insights you can’t afford to miss.⏰ Don't Sleep on this Masterclass - You're Revenue Will Thank you for not!Connect with Michael: https://www.linkedin.com/in/mikemuhlfelder/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/#salesstrategy #pipelineproblems #revenuegrowth #discovery #qualification #makingrevenuetick #startup #saas #techsales #b2b #richardwashington #MichaelMuhlfelder #salesprocess

In the latest What Makes You Tick episode, André Bressel brings powerful insights on aligning revenue teams and building communities to drive sustainable growth.💡 "What makes me tick? Building things—whether it’s businesses, communities, or teams—and helping others grow alongside that process."Here’s what else André covers on the pod...🧠 Breaking down revenue silos to create unified, high-performing teams📊 The keys to transitioning from €5M to €20M+ ARR and scaling sustainably💪 Shifting from feature selling to brand selling for long-term success🏆 How community-building fuels revenue growth and team alignment... and many more lessons from André’s experience in leading and scaling startups that will challenge how you structure and motivate your teams.🎧 Tune in Thursday to learn how André’s strategies can reshape your go-to-market and leadership approach 👀Meet André:As a revenue leader and fractional executive, André specializes in helping founders align siloed revenue teams, navigate growth transitions, and reduce their reliance on expensive paid marketing. His focus on community building and unified strategies empowers companies to scale profitably, and he’s here to share those insights with you.Whether you're a founder, revenue leader, or manager, this episode is full of practical advice on how to align teams, build community, and drive sustainable growth in today's competitive landscape.Key Takeaways:How to break down silos and create a unified revenue teamThe importance of transitioning from inbound to outbound and feature selling to brand sellingWhy building a community around your company can accelerate growthThe role of insight-driven decisions in optimizing your Go-to-Market strategyHow to balance paid marketing with more sustainable growth channelsNavigating the challenges of going from €5M to €20M+ ARRConnect with André Bressel on LinkedIn: https://www.linkedin.com/in/bressel/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Subscribe to the Growth Magnet Newsletter: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/Subscribe to the podcast for weekly insights on leadership and revenue growth in the startup world!Scaling Revenue Teams and Building Communities: André Bressel's GTM Career Playbook - André Bressel #leadership #revenuegrowth #community #startup #whatmakesyoutick #wmyt #ticktalent #gtm #pavilion #revenuegrowth #winningbydesign #amsterdam #scaleup #arrgrowth #mrr #playbook #career

Are you ready to break into the EMEA market and scale your North American tech company globally? Kevin Shirley, has been there and done it. And Richard Washington has built business units in the UK and Barcelona and now helps companies find that intraprenuerial talent startups need to succeed in new markets. On this podcast they share their lived experience. All with the goal of helping you make your expansion in to EMEA a successful one. Description:In this episode of Making Revenue Tick, I sit down with Kevin Shirley, Senior Manager of Corporate Sales EMEA at Udemy, to uncover the strategies and lessons he's learned from scaling North American companies into the complex EMEA region.Kevin’s journey is as diverse as it is inspiring - he’s gone from building high-performing teams in San Francisco to leading corporate sales teams in Dublin and now Zaragoza. With over 15 years of experience in sales across startups and public SaaS companies, Kevin has worked in a wide range of industries, including HR technology, data, IT, and manufacturing.Here’s what we cover:Why EMEA is crucial for U.S. companies: The massive revenue opportunities for North American tech companies expanding into the EMEA region.Cultural complexities in EMEA: How Kevin’s personal experience living and working in San Francisco, Dublin, and Zaragoza shaped his understanding of navigating diverse European markets.Sales strategy for European markets: Why having a local presence and understanding the regional nuances is critical to success, from hiring talent to tailoring your product and marketing for European buyers.The importance of localization: It’s not just about translating your product; Kevin explains why true localization in product, marketing, and customer service is key to winning in different countries.Building sustainable teams: Kevin shares his playbook for assembling high-performing, culturally aware sales teams across multiple markets.Lessons from leading sales teams at different stages: Insights into how sales leadership and strategy differ across commercial (2K employees) and enterprise (10K+ employees) segments.Overcoming common pitfalls: What U.S. companies get wrong when expanding into Europe and Kevin’s advice on avoiding these costly mistakes.Sales methodologies: Kevin’s experience using CCS, Sandler, Challenger, and MEDDIC frameworks to successfully drive growth in new markets.Personal and career growth: Kevin’s unique perspective on why living abroad and taking on international roles can accelerate personal development and leadership skills.Whether you’re a tech founder, sales leader, or entrepreneur, this episode is packed with actionable insights to help you succeed in scaling your company across the globe.Connect with Kevin Shirley:LinkedIn –https://www.linkedin.com/in/kevin-shirley-37518b7/

Connect with Kevin for advice on expanding into EMEA and building high-performing sales teams.Connect with Richard Washington:LinkedIn – https://www.linkedin.com/in/richwash/Let’s connect and chat about leadership, revenue growth, and scaling startups globally.Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/Looking for more strategies to grow your business and boost your leadership skills? Check out Growth Magnet, my newsletter with exclusive insights on scaling startups, leadership, and driving sustainable growth. Subscribe here for weekly updates!#EMEAExpansion #CorporateSales #TechLeadership #GlobalMarkets #StartupGrowth #ticktalent #entrepreneur #salesteam #podcast #emea #makingrevenuetick

Is your LEADERSHIP building your people to their full potential?(this pod will help raise your game)In the latest What Makes You Tick episode, the one and only Taylor Corr drops game-changing insights on how to lead your team to new heights. 💡 "I love helping people where they need to get to go, having those career conversations, and seeing especially young salespeople find their groove in their career, that makes me tick"Here’s what else Taylor covers on the pod...🧠 Using EQ to inspire your team beyond targets📊 The difference: raising the floor vs. raising the ceiling💪 How growth mindset is everything for you and your team🏆 Disqualifying bad opps to keep your team in the WIN ZONE... and many more insights from his career journey that will positively challenge how you approach your vocation as a leader.🎧 Tune in Thursday to see if Taylor’s wisdom can make a difference for you and your team 👀 Meet Taylor:I'm passionate about sales leadership and helping others grow into their ideal roles. After rapidly advancing from President's Club AE to Director, I've developed EQ-focused frameworks and GTM strategies that drive commercial success, and I love sharing insights to help others elevate their careers.Whether you're an AE or a manager, this episode is packed with insights on how to lead, grow, and succeed in today’s sales landscape.Key Takeaways:The critical differences between management and leadership in sales.Why emotional intelligence and self-regulation are essential for effective leadership.The importance of continuous learning and maintaining a growth mindset.How organization and understanding the ideal customer profile (ICP) are key to AE success.Overcoming challenges like disqualifying opportunities and avoiding negativity spirals.Why manager development is often under-resourced and undervalued.The future focus of great leaders: communication, emotional intelligence, and adapting to AI.Connect with Taylor Corr on LinkedIn: https://www.linkedin.com/in/taylorcorr/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Subscribe to the Growth Magnet Newsletter: https://www.linkedin.com/newsletters/7083793079794556928/Tune in Thursday for more insights from the world of tech sales leadership!https://youtube.com/shorts/7R_sX_usUro?si=yoAmaioDlDlgkgoI #leadership #sales #growth #success #saas #sales #whatmakesyoutick #wmyt #ticktalent #TaylorCorr

Truth: Your startup doesn’t need more customers—it needs a clear Ideal Customer Profile (ICP) and laser-focused execution from everyone involved.Scaling from $5M to $25M ARR profitably? It’s bloody hard, and most startups hit roadblocks or fail along the way, especially in the tricky Series A to Series B growth phase.Why? ➡️ Most startups make the fatal mistake of chasing every customer, instead of focusing on the right ones.In this episode of Making Revenue Tick, join Richard Washington as he sits down with Paul Wingfield, Global Sales Director and master of ICP strategy, to uncover the exact steps needed to scale profitably. Paul shares his detailed playbook on how to nail your ICP and scale to $25M ARR with clarity and precision. No fluff—just actionable insight.What You’ll Learn:How to align sales and marketing around a well-defined ICPWhy trying to serve everyone is a recipe for failureHow narrowing your ICP directly leads to higher conversion ratesWhy profitability should always beat growth-at-all-costsIf you’re a startup founder, revenue leader, or early-stage company aiming to grow your ARR to $25M+, this episode is packed with strategies you can’t afford to miss.Key Topics:Ideal Customer Profile (ICP)Startup Growth StrategySales and Marketing AlignmentScaling Profitably from Series A to Series BCreating Specialized Roles for Success⏰ Watch the episode tomorrow at 12:30 PM (UK), 07:30 AM (Eastern) and learn how to master your ICP and scale efficiently!Are you ready to scale your startup to $25M ARR? Hit the play button and let’s get started!Connect with Paul: https://www.linkedin.com/in/paul-wingfield/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: 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

"Ever wonder why so many startups struggle to survive their first few years?In this episode of What Makes You Tick, seasoned growth stage CRODan Hurwitz reveals the 8 critical mistakes that can make or break your startup—and how to avoid them like a pro.Dan draws from his extensive experience in helping companies "unf***" themselves, sharing actionable insights and strategies for overcoming these all-too-common pitfalls.From validating your value proposition to ensuring clear communication, Dan breaks down the essential steps every startup needs to take to navigate their early challenges successfully. Whether it's simplifying complex product offerings, cultivating strong leadership, or optimizing operations, Dan's practical advice is geared towards helping founders and leaders build resilient and successful businesses.Tune in to learn:How to validate your value proposition to ensure market demand.The importance of simplifying your product and message.Why strong leadership with a clear vision (North Star) is critical for startup success.How to maintain clear, consistent, and transparent communication across your team.The significance of having the right people in the right seats.How to define job responsibilities clearly to avoid overlaps and confusion.The role of ownership and accountability in driving results.Tips for streamlining operations and avoiding operational inefficiencies.If you’re a founder, aspiring entrepreneur, or involved in the startup ecosystem, this episode is a must-listen. Get ready to take notes and learn how to steer clear of these common mistakes that can derail even the most promising ventures.Connect with Dan on LinkedIn:https://www.linkedin.com/in/dahurwitz/Connect with Richard on LinkedIn:https://www.linkedin.com/in/richwash/Read Growth Magnet:https://www.linkedin.com/newsletters/...

#leadership , #startupsuccess , #entrepreneurship , #growth , #success

Curious about what it takes to scale a startup to multi-million dollar success?

In this episode, Mike Petroskey reveals his secrets to building high-performing sales teams, the importance of understanding customer psychology, and how to enjoy the ride in the world of sales

Here’s what you’ll learn in this episode:

-  How Mike transitioned from top sales rep to transformational leader

-  Strategies that took his teams from $500K to over $5M in ARR

-  The psychology of sales and connecting with customers on an emotional level

-  Key lessons from Mike’s favorite wins and toughest losses

-  Why mastering the basics is essential for success

-  Insights on empathy, resilience, and finding joy in the sales process

Key Takeaways:

- The power of empathy in understanding and connecting with customers.

- The importance of mentoring and coaching for personal and professional growth.

- Why focusing on fundamentals unlocks higher-level skills.

- The role of luck and circumstances in shaping outcomes.

- Approaching every customer interaction with curiosity and a willingness to learn.

- Success isn’t just about quotas; it’s about enjoying the journey and making meaningful connections.

Mike’s impressive journey, from his early days at Compellent Technologies to leading sales at ArcSite with a 10x ARR growth, shows he knows how to build and scale high-performance teams. His insights into leadership, emotional intelligence, and the importance of having fun in sales will inspire you to take your career to the next level.

👉 Hit play and discover what makes Mike Petroskey tick and how you can apply his strategies to your own career.

#wmyt #whatmakesyoutick #ticktalent

#SalesLeadership

#CareerGrowth

#SalesStrategy

#EmotionalIntelligence

#TechPodcast

If you need to hire the best tech sales people for your startup, watch this!Welcome to Making Revenue Tick! In this special hiring masterclass, Richard, Founder of Tick Talent is joined by executive recruiter and former CRO, Matt Marshall to shoot the breeze on all things tech GTM hiring.Hear the behind the curtain industry secrets of why hiring the right people at the right time is EVERYTHING for driving growth in early-stage startups.What You Will Learn:- How to Hire Like a Champion Without Breaking Team Culture- The Biggest Hiring Mistakes Startups Make- The Importance of Radical Trust and Transparency- Spotting Red Flags in Sales Candidates- Protecting Your Startup Culture- Why ‘Open for Work’ Isn’t a Dealbreaker- Building a Winning CultureIn less than an hour, you will:- Discover strategies to build a strong team without compromising on the values and culture that make your startup unique.- Learn the common pitfalls in early-stage hiring, such as hiring based on personal connections or too far ahead of your company's needs, and how to avoid them.- Understand why trust is non-negotiable in hiring and how open communication can make or break your startup’s success.- Get expert tips on how to evaluate candidates effectively, including the importance of curiosity, asking the right questions, and balancing aggressiveness in sales roles.- Learn how one wrong hire can disrupt your culture and why it’s vital to ensure every team member is aligned with your startup’s values.- We explore the perception of the ‘open for work’ banner on LinkedIn and why it’s crucial to look beyond the surface when evaluating candidates.- Find out how to create an environment where your team feels supported, motivated, and aligned with your startup’s mission and goals.Matt has a proven track record of scaling companies to new heights:- Scaled Citrix Online's revenue from $20M to $80M in four years.- Doubled SuccessFactors' growth in the Human Capital Management market.- Boosted Iterable’s revenue from $2M to $75M in four years.- Increased Spiff’s revenue from $1M to $7M in just 14 months.EMEA: Connect with RichardUSA: Connect with Matt Whether you're a founder, sales leader, or anyone involved in scaling a startup, this episode is packed with actionable insights to help you navigate the complex world of recruitment. Learn from our real-world experiences and get the tools you need to build a thriving, growth-oriented team.🔔 Like and hit the bell to stay updated on all our latest episodes!#HiringMasterclass #startupgrowth #executiverecruitment #teamculture #MakingRevenueTick #salesleadership #techrecruitment #startuphiring #culturebuilding