From Google to Waze, Fin's career has been about loving new problems and growing teams to solve them.

Join us for an epic conversation where Finlay Clark, a strong force behind Otta.com’s commercial strategy, unpacks his journey from his early days in hospitality to leading the charge at Google and Waze.

Fin’s career is a playbook of mastering change and seizing opportunities at the sharp end of the tech frontier.🔥

What we’re unpacking:

- Edge of Innovation: How a relentless pursuit of the new has shaped Fin’s career and successes.

- Relationship Power: Unlocking growth through genuine connections.

- Strategic Moves: Fin’s transition tales from global giants like Google to startup successes.

- Leadership on the Frontline: Real talk on what makes or breaks leaders in the tech game.

- Values in Action: How sticking to core values can steer companies to new heights.

Perfect for entrepreneurs, tech enthusiasts, and anyone ready to be inspired!

🎧 Hit play to spark some ideas for your own career trajectory with insights from a tech trailblazer!

Don’t forget to like, subscribe, and ring that bell for more explosive sales leadership and career growth content!

Let’s Connect on LinkedIn:

Finlay Clark: https://www.linkedin.com/in/finlayclark/

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

About Finlay Clark:

Meet Finlay Clark, VP Commercial at Otta.com, previously steering growth strategies at Arrival and commanding the helm as UK Country Manager at Waze. Known for his strategic prowess and a knack for transformative leadership, Fin has consistently propelled brands into new markets with flair and a deep understanding of digital ecosystems. From luxurious hotels to the heights of tech innovation, Fin’s journey is nothing short of inspiring.

#careergrowth #techleadership #innovation #DigitalPioneers #google #waze #Otta

Would you quit the family business to pursue your own path? Even if it was against the advice of your parents?In this episode of  @WhatMakesYouTick  Tech Leaders Career Stories," we welcome David Vertin, Vice President of Sales & Business Development at Salesloft. David shares his phenomenal journey from working in his family business to becoming a sales VP, leading hundreds of revenue professionals around the globe.Tune in as David discusses the importance of understanding customer challenges, the SPIN selling methodology, and the science of closing deals. He also reflects on his experiences as a manager, the evolution of the SDR role, and the critical need for investing in SDR development. Key Takeaways:- The significance of understanding customer challenges and delivering value in sales.- An overview of the SPIN selling methodology.- The art and science of closing deals.- Effective sales management and coaching strategies.- The evolving role of SDRs and their importance in modern sales organizations.- Leadership qualities that drive team success.Topics Covered:- What Makes David Tick?- Early Sales Experience and Choosing a Career Path- Transitioning from Family Business to SaaS Sales- Lessons Learned at Network for Good- The Science of Closing Deals- Becoming a Sales Manager and Balancing Expectations- Transitioning to Remote Team Management- Investing in the Development of SDRs- Building a Business Case for SDRs- Expanding the SDR Team and Sales Operations- Implementing SalesLoft and Modernizing Tech Stack- Managing Multiple SDR Teams in a Merger- Transitioning to SalesLoft- Building a Culture of Learning and Development- Improving Communication and Training- Hiring for Strategic and Collaborative Roles- The Evolution and Future of the SDR Role- The Difference Between Good and Great Leadership- Key Qualities in Hiring for SDR Roles- Finding the Right Fit in Company StageConnect with David on LinkedIn: https://www.linkedin.com/in/davidvertin/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Get the Growth Magnet newsletter on LinkedIn: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928See you next week to meet your next virtual mentor from the world of tech sales.#sales #salesmanagement #techleadership #careerjourney #Salesloft #sdr #bdr #SPINSelling #leadership #salesstrategy #podcast

From The Lab to Tech Leadership - Randi-Sue Deckard's Journey of Career Changes and Major Growth

Join us in this fascinating conversation with Randi-Sue Deckard, a clinical scientist turned tech executive and Co-Chair of the Pavilion DFW Chapter.

Hear how Randi-Sue uses her scientific background to revolutionize customer engagement and drive revenue growth in the tech industry.

Episode Chapters:

- The Science of Curiosity in Leadership

- Transitioning from Clinical Scientist to Tech Executive

- The Art of Experimentation in Business

- Data-Driven Decisions and Leadership

- Embracing Change and Continuous Improvement

- Building Community and Leading with Empathy

- Practical Advice for Aspiring Tech Leaders

- Wrap-up and Final InsightsKey

Takeaways:

- Harnessing Curiosity: How Randi-Sue’s innate curiosity has fueled her career transition and success.

- Scientific Approach to Business: Utilizing experimental and data-driven methods to solve complex business challenges.

- Leadership Philosophy: Integrating scientific rigor with empathetic leadership to foster innovative and resilient teams.

- Adaptability and Growth: Embracing change and leveraging continuous learning to drive personal and professional development.

- Community Impact: Randi-Sue’s role in shaping the tech community through her leadership at Pavilion and beyond.

About Randi-Sue Deckard:

A visionary leader with a unique blend of scientific training and business acumen, Randi-Sue has transformed the landscape of customer success and revenue growth. As Co-Chair of Pavilion's DFW Chapter, she continues to influence and inspire the tech community.

Connect with Randi-Sue on LinkedIn: https://www.linkedin.com/in/randisuedeckard

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

Don't miss the wisdom and insights Randi-Sue shares about navigating and succeeding in the dynamic world of tech.

Whether you're a budding entrepreneur, a tech enthusiast, or a seasoned executive, there's something in this episode for everyone.

Listen, learn, and be inspired to experiment in your own career. Tune in now!

Join Pavilion through this exclusive referral link: https://referrals.joinpavilion.com/l/1RICHARDWAS49/

#pavilion #podcast #careerchange #careergrowth #careeradvice #techsales

What makes a GREAT Customer Success Organisation in tech?

Let's explore the intricate tapestry of leadership and innovation in CS and Revenue teams in tech.

Today, we're thrilled to sit down with Marco Carrubba, an award-winning leader in Customer Success, whose career spans prestigious stints at Microsoft, VMware, and Vodafone.

In this episode, Marco shares his insights on:

- 🌟 Unleashing People's Creativity in Business: I delve into how creative thinking has not just shaped my career, but also fueled my teams' success across the globe.

- 🌍 The Power of Cultural Flexibility: I'll discuss how my international experiences have enriched my approach to customer relationships and team dynamics.

- 🛠 Navigating Leadership Challenges: From tough decisions to fostering empathy, I explore the complexities of leading in the tech world.

- 📈 Understanding Customer Success Roles - Hunters vs. Farmers: I explain the nuances between these roles and their critical importance in sustaining customer loyalty.

- 🚀 Inspiring Team Excellence: Discover my strategies for motivating and guiding teams towards innovative solutions and peak performance.

- 🗣 Championing Diversity: I'll highlight how diverse perspectives enhance creativity and lead to better problem-solving within teams.

- 🔑 Essential Advice for Emerging Leaders: Gain from my experiences with practical advice for those aspiring to lead in tech.

Why tune in?

Join us to gain firsthand knowledge from someone who's passionately committed to enhancing not only business outcomes but also the personal growth of his teams.

Whether you're just starting out or looking to deepen your leadership skills, this episode is packed with actionable insights.

Make sure to like, subscribe, and hit the notification bell to catch all our conversations with the trailblazers in tech.

Connect with Marco on all things Customer Success - https://www.linkedin.com/in/marcocarrubba/

Connect with Richard on all things Scaling teams - https://www.linkedin.com/in/richwash/

#customersuccess #leadership #techcareers #podcast #innovation

What if some of what you knew about Channel Growth was a LIE?

5 Channel Myths & Lies Everyone Still Believes (And 1 Truth) | Craig Booth Explains All

Welcome to this special Masterclass edition of the  @WhatMakesYouTick  podcast, brought to you by Tick Talent. In this episode of "Making Revenue Tick," Craig dismantles outdated channel sales myths and shares his real-world innovative strategies and examples for 2024.

With extensive experience in sales transformation and notable success in driving revenue growth, Craig offers valuable insights for redefining sales partnership dynamics.

What You'll Learn:

- Modern Channel Dynamics:Understand how channel sales have evolved and what that means for your strategy.

- Indirect Sales Acceleration Model (ISAM): Get a detailed guide to rejuvenating your channel sales.

Five Common Channel Myths:

- Is it just about adding more partners?

- Do old strategies still work?

- Does more activity always mean more sales?

- Are partner programs sufficient on their own?

- Is external help unnecessary in channel sales?🎙️

Featured Expert: Craig Booth, a recognized Sales & Channel Sales Expert with a proven track record in achieving and exceeding revenue targets. Craig's strategic acumen and operational management skills have consistently led sales teams to outperform their goals.

👉 Watch, Listen, Learn: These insights are designed to uplevel your channel sales strategy, making it a must-watch for CROs, channel managers, and business leaders striving for top performance in revenue growth.

📧 For inquiries, connect with Craig directly at [email protected] or on LI: https://www.linkedin.com/in/chbooth308/

Subscribe for more expert tips on all things Tech Scaling and Startups brought to you by Tick Talent: https://www.tick-talent.com/

Hiring for channel roles?

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

#channelsales #salesstrategy #businessgrowth #techsales #ChannelForce #channel #MakingRevenueTick

In this special episode, David Wilkins gets in to the challenges and opportunities within the SDR organization in 2024. From debunking outdated perceptions to outlining strategies for success, David provides a wealth of actionable insights for tech founders and CEOs aiming to build the best SDR function in the market.

Summary:

David highlights the broken state of the SDR organization, emphasizing the critical need for a shift in mindset. He addresses the challenge of quantifying the ROI of the SDR function, shedding light on the consequences of misalignment between SDRs, marketing, and sales. David underscores the importance of SDRs having a seat at the executive table and shares valuable strategies for effective recruitment, onboarding, and alignment.

Takeaways:

- The SDR organization is broken due to outdated perceptions and ROI misunderstanding.

- Alignment between SDRs, marketing, and sales is crucial but often lacking.

- The ideal SDR function involves alignment between functions and objective success metrics.

- Account-based marketing (ABM) and product-led growth (PLG) are key strategies for success.

- Effective recruitment and onboarding are essential for building a high-performing SDR team.

Chapters:

- Introduction and Background

- The Broken SDR Organization

- Understanding the Gaps in SDR Organizations

- The SDR Leaders of EMEA Community

- Alignment Issues between SDRs and Marketing

- Alignment Issues between SDRs and Sales

- Should SDRs Report into Sales or Marketing?

- Ideal State: ABM Strategy and Alignment

- Threshold for SDRs as the Relevant Solution

- Product-Led Growth (PLG)

- Cost and Impact of Lack of Alignment

- ABM Strategy Importance

- Setting up ABM Strategy

- Hiring and Onboarding SDRs

- Successful Onboarding Program

- Importance of SDR Role

- Effective SDR Recruitment Process

- Getting Help from David Wilkins and Saleswise

- Hiring Reps & Execs with Tick Talent and Richard Washington

Connect with David Wilkins:

LinkedIn: [https://www.linkedin.com/in/daveewilkins/]

Join the SDR Leaders of EMEA community: [https://www.linkedin.com/company/sdr-leaders-of-emea]

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

#salesdevelopment

#SDRStrategy

#RevenueAcceleration

#SalesAlignment

#TechFounders

Sales is a Team Sport, in 2024, now more than ever before in tech.

Join us in this special masterclass episode - 'Making Revenue Tick' as we explore current strategies in go-to-market (GTM) and revenue team dynamics.

Kartik Gade, a seasoned leader in enterprise tech sales, shares his extensive experience and innovative approaches to overcoming common pitfalls in scaling businesses.

This episode is a must-watch for anyone in tech sales, from startups to Fortune 500 companies, looking to refine their GTM strategy and foster a culture of collaboration.

What You'll Learn:

- Transitioning from Founder-Led Sales: Kartik discusses strategies for startups evolving to professional sales management.

- Community's Role in GTM: Discover the impact of building a community on your GTM strategy.

- Ensuring Product Readiness: Insights on aligning product development with market demands.

- Cultivating Collaboration: Effective methods to maintain collaboration as your business scales.

- Harnessing Success Stories: Utilizing customer success stories to fuel growth.

Episode Highlights:

- Kartik's journey and evolution in tech sales.

- The shifting landscape of GTM strategies in 2024.

- Practical tips for maintaining team alignment and avoiding silos.

- Real-world examples of successful team-based sales strategies.

Watch/Listen on YouTube, Spotify, and Apple Podcasts to gain valuable insights into re-imagining revenue teams and avoiding GTM silos in 2024.

#techsales#GTMStrategy #revenuegrowth #KartikGade #MakingRevenueTick

Oscar Ganuza on the intricacies of tech leadership, cultural adaptability, and the art of scaling businesses in the fast-evolving technology sector.

With over 15 years of senior leadership experience, Oscar shares profound insights from his journey, emphasizing the pivotal role of understanding and nurturing team growth, strategic innovation, and the significance of embracing change.

This episode is a treasure trove of wisdom for anyone aiming to excel in tech leadership or seeking to navigate their career growth in technology-related industries.

In This Episode, You Will Discover:

- **The Essence of Leadership**: Oscar believes that effective leadership starts with genuinely understanding and supporting individual team members' growth, revealing that the foundation of leadership is deeply rooted in people.

- **Balancing Innate and Learned Skills**: Learn how Oscar views leadership as a combination of innate traits and skills cultivated through diverse cultural exposures and experiences, offering a unique perspective on developing leadership qualities.

- **Navigating Cultural and Industry Transitions**: Oscar shares his experiences of adapting to different cultures and leadership styles, and the challenges and rewards of moving between industries—insights crucial for any leader facing or contemplating change.

- **Strategies for Scaling Success**: From doubling Logitech's revenue to launching Colt Technology Services' Software Division, Oscar discusses his strategies for building diverse teams, crafting successful go-to-market strategies, and the dynamics of scaling businesses for market expansion.

- **Fostering a High-Performing Culture**: Discover how Oscar's hands-on leadership approach has been instrumental in mentoring talent and fostering a culture of excellence, agility, and resilience, driving operational efficiency and profitability.

**Key Takeaways for Listeners:**

- Gain actionable insights on designing and implementing GTM strategies that lead to successful market entry and expansion.

- Understand the importance of adaptability and humility in leadership, especially when leading cross-functional and geographically dispersed teams.

- Learn from Oscar's proven track record in driving revenue growth and strategic execution across sales, customer success, and marketing.

- Get inspired by Oscar's passion for building and nurturing multicultural teams and expanding into new territories, fostering a people-centric and customer-driven culture.

**Why This Episode Is a Must-Listen:**

For current and aspiring tech leaders, Oscar Ganuza's journey offers a roadmap filled with strategic insights and innovative leadership across various industries to exceed growth objectives and benchmarks.

Whether you're navigating your first leadership role or looking to refine your approach in a senior position, Oscar's story provides actionable advice and reflections that resonate with the challenges of leading in the tech sector.

Tune in to unlock the secrets of resilient, adaptable, and impactful leadership with Oscar Ganuza, and empower yourself with the knowledge and strategies to lead your team to new heights in the tech industry.

#Leadership

#Scaling

#Innovation

#Adaptability

#Growth

Catch the Latest  @WhatMakesYouTick  Episode with Meredith Chandler, Tech Sales Powerhouse!

Ready to hear the secrets of thriving in tech sales and leadership in the Valley?

You'll love our conversation with Meredith Chandler, the dynamic Head of Sales at pclub.io, on March 21st.

Meredith isn't holding back—get ready for some real talk on what drives success in the fast-paced world of technology sales.

This Episode Unpacks:

- Financial Drive: Discover why a hunger for success and financial motivation can be your biggest assets in tech sales.

- The Art of Listening: Meredith shares why mastering active listening can skyrocket your sales strategy.

- Leadership Like No Other: Transitioning from sales rep to leadership isn't just a step up; it's a whole new game. Get the playbook from someone who's lived it.

- Start-Up Life: Hear about the rollercoaster ride of working with startups— the good, the bad, and the lessons that come with risk-taking.

- Career Moves: From navigating career risks (yep, including crypto gambles) to advocating for your next big promotion, Meredith's insights are gold.

Why You Can't Miss This:

Whether you're eyeing the next level in your sales career, leading a team, or just fascinated by the tech startup ecosystem, this episode is packed with actionable insights, personal anecdotes, and Meredith's no-nonsense approach to professional growth.

👉 Be the First to Watch! Hit the notification bell so you don't miss out on this masterclass in sales and leadership excellence.

Loved the episode? Have questions or want to share your takeaways? Drop a comment below!

We're all about fostering a community of motivated professionals eager to grow and learn.

Stay Updated:

Digging the insights from "What Makes You Tick"?

Subscribe to our channel for a steady stream of conversations with the brightest minds in tech, sales, and leadership.

Don't miss a beat in your professional journey.

#salesleadership #techstartups #careerdevelopment #professionalgrowth #techsales #salesstrategy #leadershipinsights #risktaking #activelistening #motivation

Making Revenue Tick - Top of Funnel to Revenue Masterclass for 2024 with GTM Maestro, Boston's finest, Aaron Rissler.

Richard Washington, Founder of Tick Talent speaks with Aaron Rissler, the exceptional VP of Inside Sales at Buyers Edge, for a deep dive into the fusion of AI and human expertise to redefine the tech sales playbook for 2024.

Will AI take our jobs? And will AI replace SDRs? Has automation ruined outbound?

We don't believe so. And on this conversation you'll hear why (with evidence).

Blending AI with that human spark to not just hit targets but to smash them in 2024 is THE playbook for winning GTM teams.

Ready to challenge everything you thought you knew about pipeline generation, sales development and inside sales?

The main topics you'll hear about:

- 2024: The Year of More with Less: Aaron shares, "It's about really dialing in, doing more with less, but keeping it human at the core."

- Solving for Revenue: Moving beyond just activities to truly understanding the impact on the P&L.

- Elevating Pipeline Quality: Why incremental changes and a focus on authentic conversations are game-changers.

- The DNA of a Winning Sales Team: Aaron breaks down the must-haves: coachability, resilience, and a knack for genuine connection.

- AI as Your Ally, Not Replacement: Discover how AI can amplify our human strengths, making sales more insightful and less intrusive.

- The Art of Being Human: Aaron emphasizes, "Letting salespeople be themselves is not just nice, it’s essential."

- Future-Proofing Sales Talent: Navigating the talent funnel with an eye on nurturing high-caliber leaders for robust sales teams.

Join Richard and Aaron in a conversation that's as much about heart as it is about sales strategy.

Aaron doesn't just share tactics; he shares a vision for a sales world where technology and humanity dance in harmony, driving revenue and pipeline quality to new heights.

"It's about being a good steward of the vocation of sales development" - so let's get learning!

🔗 Get Connected & Continue the Conversation:Connected with Aaron Rissler for more insights https://www.linkedin.com/in/aaronmrissler/

Follow @whatmakesyoutick for the latest episodes and expert takes on the future of sales https://www.linkedin.com/in/richwash/

Don't forget to subscribe to our channel for a front-row seat to the evolving world of sales, through the lens of those leading the charge.

#MakingRevenueTick #AaronRissler #TechSales2024 #aiandhumanity #SalesInnovation #FutureOfSales #TechSalesPodcast