WMYT - What makes YOU Tick? Tech Leaders Career Stories
By Richard and Tolu @ Tick Talent
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Category: Careers
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Episodes: 175
Description
Conversations with high-performing tech leaders, breaking down the decisions, failures, and strategies behind exceptional careers.
It all starts by asking "what makes you tick?"
Designed for founders and operators who want practical lessons from people who’ve built, scaled, and led in the real world.
No theory. No hype. Just insights you can use.
| Episode | Date |
|---|---|
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E.137 - AI and Leadership: How Do You Become Too Valuable To Replace? w/ Dan Hurwitz
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Jun 17, 2026 |
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How To Get Hired Before The Job Is Advertised (The Job Search Playbook)
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Jun 14, 2026 |
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E.136 - The Neuroscience of High Performance, Ambition & Happiness w/ Kevin Bailey
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Jun 10, 2026 |
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Why 89% of Startup Hires Fail (Hint: It’s Not a Skill Problem)
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Jun 07, 2026 |
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Why Enterprise Buyers Lose Confidence | Brent Adamson (The Challenger Sale)
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May 31, 2026 |
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Champion Burnout & the Culture Metric [WMYT Edition]
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May 26, 2026 |
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E.135 - Does Your Startup Have Product-Market Fit… Or Just Early Traction? w/ Mike Peroni
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May 20, 2026 |
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Welcome to the first episode of Field Notes [WMYT Edition]
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May 15, 2026 |
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E.134 - How Great CROs Build Revenue Teams That Scale Without Them w/ Rob Wellner
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May 13, 2026 |
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BB: How to Hire High-Impact Startup Talent: The Traits That Separate Multipliers from Mis-Hires
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May 10, 2026 |
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E.133 - Why SaaS Companies Plateau Between $5M and $25M ARR
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May 06, 2026 |
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E.132 - The One Interview Question That Changes Everything in Hiring
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Apr 29, 2026 |
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Warm Referrals Beat Cold Outreach, Here’s How (Referral Selling Masterclass)
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Apr 26, 2026 |
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E.131 - The Challenger Sale Was Frame Breaking - This Is Frame Making w/ Brent Adamson
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Apr 22, 2026 |
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Best Bits: How to Improve Sales Forecast Accuracy (Fix Your Pipeline and Hit That Target)
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Apr 19, 2026 |
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E.130 - How to Build and Scale International Sales (From Founder-Led to Global GTM)w/ David De Paula
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Apr 15, 2026 |
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E.129 - The Leadership Shift From Compliance to Commitment w/ Amit Stark
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Apr 09, 2026 |
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Why Startups Fail in America - Expansion Masterclass (Best Bits)
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Apr 05, 2026 |
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E.128 - Why US Playbooks Fail in Europe (Expansion Masterclass) w/Alex Bellon
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Apr 02, 2026 |
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Access Mentors: Why The Right People Beats Any Cold Prospecting (Best Bits)
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Mar 29, 2026 |
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E.127 - The Mindset That Changes Everything in Sales w/ Benjamin Caller
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Mar 25, 2026 |
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Why Buyers Ghost You After ‘Good’ Calls (5 Buyer Codes Explained)
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Mar 22, 2026 |
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E.126 - The Hardest Decision Every VP of Sales Has to Make
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Mar 18, 2026 |
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Sales Has Too Many Funnels - And Not Enough Filters (Best Bits)
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Mar 15, 2026 |
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Why the Law of Attraction Needs Rewriting w/ Justin Michael
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Mar 11, 2026 |
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How Great Leaders Cultivate Multiplier Sales Teams (Best Bits)
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Mar 08, 2026 |
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E.124 - Why Rejection Builds Great Sales Leaders & Winning Teams w/ Jennifer Nguyen
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Mar 04, 2026 |
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How Top Leadership Roles Are REALLY Won (Best Bits) with Jacob Warwick
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Mar 01, 2026 |
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E.123 - The Events to Revenue Playbook: How to Turn Face to Face Meetings Into Closed Deals
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Feb 25, 2026 |
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Best Bits: The Multiplier Hiring Playbook for Scaling Sales Teams
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Feb 22, 2026 |
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E.122 - Who Owns Growth? Sales vs Marketing vs Customer Success (Revenue Leadership Debate)
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Feb 18, 2026 |
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Best Bits: How to 10x Sales Productivity with AI (Agent Playbook Masterclass)
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Feb 15, 2026 |
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E.121 - The Modern SDR Playbook: Why Data, Signals, and Team-Based Prospecting Win Today
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Feb 11, 2026 |
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Best Bits: AI Won’t Fix Bad Hiring, Multipliers Will - Revenue & Talent Leaders Explain
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Feb 08, 2026 |
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E. 120 - When Should Founders Hire Their First Sales Leader? (The Costly Startup Mistake)
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Feb 04, 2026 |
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Best Bits: Why Unachievable Targets Are Breaking Enterprise Sales Teams w/Sean McCarry
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Feb 01, 2026 |
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E.119 - From Founder-Led Sales to Global Exit in 7 Years: The Complete Lifecycle w/ Simon Black
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Jan 28, 2026 |
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Best Bits: How To Market To Customers In The Way They'll Choose You Over Anyone Else w/ Campbell Williams
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Jan 25, 2026 |
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E.118 - What Building a Near $1BN Company from Zero Taught Me About People w/ Alina Vandenberghe
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Jan 21, 2026 |
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(Best Bits) CEO Insight: How to Choose Between Full-Time, Interim, or Fractional CROs
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Jan 18, 2026 |
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Best Bits: Why Most CVs Fail in 6 Seconds (and How Companies Really Spot A-Players)
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Jan 11, 2026 |
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E.117 - 117 Leaders Later - How Referrals, Relationships & Curiosity Build Great Leadership in 2026
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Jan 08, 2026 |
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E.116 - Beyond UX: The Strategic Power of Product Design w/ Christina Hamlin
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Dec 17, 2025 |
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Best Bits: Why U.S. Startups Fail in EMEA, and How to Actually Win at Scale
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Dec 14, 2025 |
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E.115 - The Forecasting Trap: Why Founders and First-Time Sales Leaders Get It Wrong w/ Lindsay Rios
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Dec 10, 2025 |
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Best Bits: From AE to Sales Leader (What No One Prepares You For) w/ Taylor Corr
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Dec 07, 2025 |
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E.114 - In the AI Era, Weak Leadership Is Still Startups’ Greatest Risk w/ James Westlake
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Dec 03, 2025 |
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Best Bits: What Smart Founders Do Differently When Hiring Revenue Leaders & Sellers
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Nov 30, 2025 |
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E.113 - 10 Step Laser-Focused Executive Job Search Strategy - The Dream 20 ICP Playbook
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Nov 26, 2025 |
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Best Bits: GTM Multivitamins: How to Turn 1 Hour Into 30 Revenue-Driving Assets w/ Jess Schultz
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Nov 23, 2025 |
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E.112 - How to Take Enterprise AE Quota Attainment from 40% to 100% w/ Douglas Mancini
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Nov 19, 2025 |
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Best Bits: The Enablement Gap - Why Most New Hires Fail in Their First 90 Days w/ Angel Evenson
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Nov 16, 2025 |
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E.111 - The Referral Effect: Mastering the Art of Intros that Close Deals w/ Stephen Oommen
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Nov 12, 2025 |
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Best Bits: Great Sales Leaders Don’t Just Motivate - They Rewire Minds (Leadership Psychology)
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Nov 09, 2025 |
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E.110 – The Do’s & Don’ts of Landing in Europe (EMEA Expansion Playbook) w/ Michael Schirrmacher
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Nov 05, 2025 |
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Best Bits: Great vs Bad Leaders - How Culture Multiplies Performance w/ Abi Williams
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Nov 02, 2025 |
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E.109 - What a Stroke Taught Me About Life, Leadership & Success w/ Roderick Jefferson
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Oct 29, 2025 |
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Best Bits: Why “A Players” from Big Companies Often Fail in Startups w/ Heath Barnett
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Oct 26, 2025 |
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E.108 - Deconstructing Revenue: The $3M to $20M ARR Growth Stage Playbook w/ Dustin Clinard
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Oct 22, 2025 |
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Best Bits: The Truth About Building an AI Startup (and Why It’s All About People)
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Oct 19, 2025 |
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107 - Buyer Coding: The 5 Love Languages That Close More Deals w/ Rich Patterson
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Oct 15, 2025 |
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Best Bits: Stop Hiring “Resumes”, Start Hiring Multipliers | Sales Hiring for Startups
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Oct 12, 2025 |
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E.106 – How Outliers Think: Standing Out in Life and Business w/ Scott MacGregor
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Oct 08, 2025 |
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Best Bits: What is an Intrapreneur? Why Tech Companies Need Intrapreneurial Leaders
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Oct 05, 2025 |
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Best Bits: What Google and Waze Taught Me About Leadership w/Finlay Clark
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Sep 28, 2025 |
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E.104 - Your Network Is the Revenue Strategy (If You Use It Like This) w/ Jessica Robertson
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Sep 25, 2025 |
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Best Bits: How to Hire Great Salespeople for Stormy Seas (Not Just Sunny Quotas) w/ Matt Marshall
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Sep 21, 2025 |
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E.103 - AI Agents in GTM? Here’s Why They Can Multiply Revenue (Masterclass w/ Justin GPT)
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Sep 18, 2025 |
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Best Bits: Why Founders Screw Up Their Sales Hires (The $500k Mistake) w/ Dan Hurwitz
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Sep 14, 2025 |
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E.102 - Why SaaS Growth Stalls at $10-30M ARR: Solve Problems Customers Really Care About w/Mike Muhlfelder
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Sep 11, 2025 |
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Best Bits: Handling Tough Conversations as a Leader | Empathy, Curiosity and Courage w/ Jelena Tarbuk
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Sep 07, 2025 |
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E.101 – How to 10X Sales Team Productivity in the AI Era w/James Smith, SVP EMEA, ThoughtSpot
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Sep 04, 2025 |
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Best Bits: Mastering Your ICP - Profitably Scale from $5M–$25M ARR (B2B SaaS) with Paul Wingfield
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Aug 31, 2025 |
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E.100 - Keenan: Why EVERY Key Industry Sales Metric is Being Missed (the GAP for CROs to Fix)
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Aug 28, 2025 |
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Best Bits: Scott Leese on The #1 Sales Problem He Solves for Founders (Clip from E.76)
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Aug 24, 2025 |
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E.99 - Choosing Hard: How Great Leaders Turn Freedom Into Impact w/ Remy Piazza
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Aug 21, 2025 |
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Best Bits: Gal Aga on Moving Upmarket... What Works, What Fails (Clip from E.77)
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Aug 17, 2025 |
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E.98 – Execution Beats Experience: 5P Framework to Scale Revenue w/ Rakesh Rathod
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Aug 14, 2025 |
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E.97 – Escape the Founder Sales Trap: How to Build a High Ownership Sales Team w/ Angel Evenson
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Aug 07, 2025 |
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E.96 - How Humans Decide: Using Brain Science to Enhance Buyer Trust w/Silvia Li
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Jul 31, 2025 |
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E.95 - The GTM Growth Gap: What They Don't Teach You When You Become a VP w/Heath Barnett
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Jul 24, 2025 |
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E.94 - Why Scaling from $2M to $10M Fails (And What to Do Instead) w/Steve Knight
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Jul 16, 2025 |
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E.93 – GTM Multivitamins: The Seed to Series A Growth Playbook for Founders w/ Jess Schultz
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Jul 10, 2025 |
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E.92 - Cold Outreach Is Dead. Here’s What’s Actually Working in 2025 w/ Justin Michael
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Jul 03, 2025 |
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E.91 - 15-Minute QBRs? Here’s Why They Actually Work (CS Masterclass w/ Andrea Bumstead)
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Jun 26, 2025 |
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E.90 - Moneyball for SaaS Sales? Brent Holloway on Scaling Smarter and Leaner (ICP Masterclass)
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Jun 19, 2025 |
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E.89 - What Makes You Tick LIVE - The Lessons Learned (a Bromantic Retrospective from mid 2025)
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Jun 12, 2025 |
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E.88 - Startup Masterclass: Fix Your Positioning and Grow from £3M to £10M+ ARR w/Campbell Williams
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Jun 05, 2025 |
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E.87 – SPECIAL: AI Will Replace Most Jobs – Here's The Executive Survival Playbook (Part 2)
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May 29, 2025 |
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E.86 - SPECIAL: They Lied To You About Job Security (Part I - The Problem) w/Jacob Warwick
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May 22, 2025 |
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E.85 - Want Better Clients? Build in Public (then Convert Like a Boss) w/ Lashay Lewis
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May 15, 2025 |
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E.84 - Build Teamwork Like It’s Your Biggest Investment (Not a Cost) w/ Nick Fewings
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May 08, 2025 |
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E.83 - Avoid EMEA scaling mistakes. Learn from HubSpot's journey w/ Conor Douglas
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May 01, 2025 |
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E.82 - Why Most Sales Teams Lose + How to Build One That Multiplies Impact w/Chris Bair
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Apr 24, 2025 |
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E.81 - Scaling from $3M to $30M: Systems That Make Revenue Tick w/ Mark C. Ward
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Apr 17, 2025 |
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E.80 - 5 GTM Mistakes That Kill Startup Revenue (And How to Fix Them Fast) w/ Phil Ruttens
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Apr 09, 2025 |
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E.79 - Vision, Grit, $20M Series A - The Human Side of Ido Shlomo’s Startup Journey
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Apr 02, 2025 |
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E.78 - You Can’t Forecast What You Can’t See - Rachit Kataria on CRM’s Blind Spot
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Mar 27, 2025 |
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E.77 – Is Everything You Know About Brand, Hiring & Sales Wrong? – Gal Aga
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Mar 20, 2025 |
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E.76 - Scott Leese: How Founders Scale Sales from $0 to $25M ARR (Startup GTM Masterclass)
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Mar 13, 2025 |
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E.75 - Intrapreneurship: Owning Your Impact Inside a High-Growth Company w/ Rich Patterson
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Mar 06, 2025 |
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E.74 - From Revenue Leader to Jump CEO: Jordan Kennedy’s Founder Journey
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Feb 27, 2025 |
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E.73 - The Founder’s Guide to Scaling Sales - From Hustle to Repeatability w/Jess Schultz
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Feb 20, 2025 |
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E.72 - The #1 Sales Skill No One Teaches You (But Everyone Needs) w/ Stephen Oommen 🏀
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Feb 13, 2025 |
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E.71 - How to Transition from Marketing to Startup CRO: Jona Koekelcoren’s Career Journey
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Feb 06, 2025 |
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E.70 - Underperforming Teams? Here’s How to Fix Them and Scale to $25M ARR w/ Neil Plant
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Jan 30, 2025 |
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E.69 - Does Your Salary Deserve A Raise? Executive Negotiation Secrets with Jacob Warwick
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Jan 23, 2025 |
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E.68 - Celebrating 18 Months of the What Makes You Tick Podcast (WMYT LIVE)
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Jan 09, 2025 |
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E.67 - 5 Assumptions Preventing Early-Stage SaaS from Scaling Past Series A/B w/ Joseph Jenkins
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Jan 02, 2025 |
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E.66 - Abi Williams on Leadership: Building Success & Culture Through Character-Driven Leadership
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Dec 12, 2024 |
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E.65 - The Truth About Sales Leaders - Why Intrapreneurs Are Built for Startups w/ Shane Jamison
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Dec 05, 2024 |
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E.64 - Why 99% of Startups Fail to Scale - How to Break Through Growth Plateaus w/André Bressell
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Nov 28, 2024 |
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E.63 - Tech Founders’ Guide to Hiring Sales Leaders (Steer Clear of the 60% Failure Rate)
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Nov 21, 2024 |
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E.62 - How to Find the Perfect Tech Startup for Long-Term Sales Career Success w/ Ben Aghion
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Nov 14, 2024 |
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E.61 - Get Paid, Not Played - Devon Hennig’s Top Tips for Executive Negotiation & Career Growth
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Nov 07, 2024 |
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E.60 - Why Most Sales Teams Fail (And How to Turn Them Around) with James Bissell
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Oct 31, 2024 |
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E.59 - Building a Startup That Drives Revenue and Sustainability w/ Neetha Ratakonda
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Oct 24, 2024 |
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E.58 - Your Sales Pipeline Problem is a DISCOVERY Problem (Why 5X Pipe is a Myth!)
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Oct 17, 2024 |
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E.57 - Scaling Revenue Teams and Building Communities - André Bressel's GTM Career & Playbook
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Oct 10, 2024 |
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E.56 - Going Global: - What U.S. Tech Founders Need to Know about EMEA Expansion w/ Kevin Shirley
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Oct 02, 2024 |
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E.55 - Leadership vs Management in Sales - Taylor Corr on EQ, Growth Mindset, and Career Success
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Sep 19, 2024 |
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E.54 - Startup Masterclass: Profitably Scale from $5M to $25M ARR with a Laser-Focused ICP
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Sep 12, 2024 |
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E.53 - 8 Common Startup Mistakes and How to Avoid Them with Dan Hurwitz
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Sep 05, 2024 |
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E.52 - How to Build High-Performing Sales Teams (Zero to $25M Revenue) with Mike Petroskey
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Aug 29, 2024 |
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E.51 - Hiring Masterclass: The Right People at the Right Time for Startup Growth w/ Matt & Richard
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Aug 22, 2024 |
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E.50 - How to Build a Fully Remote (Kick Ass) Global Sales Team, with Gabe Lullo
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Aug 16, 2024 |
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E.49 - Empowering Women in Tech Sales: #GirlsWhoClay Founder Marina Ghilchik's Leadership Secrets
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Aug 08, 2024 |
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E.48 - Starting, Scaling and Exiting Elite B2B Software Companies: Insights from Adam Baker, CEO
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Aug 01, 2024 |
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E.47 - What it Means to LEAD with Trust and Great Conversations - Jelena Tarbuk, VP of Sales
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Jul 18, 2024 |
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E.46 - From Door to Door Sales to Strategic Sales Leadership - Career Lessons with Andrea Onuigbo
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Jul 11, 2024 |
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E.45 - The American Dream: From Ukraine to Silicon Valley, Alex Shyshko Shares his Path to CRO
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Jun 27, 2024 |
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What’s the Best CRO (Chief Revenue Officer) Model for Your Start-up or Scale-up?
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Jun 17, 2024 |
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10 Essential Tips for Startup Scaling: VC Insights from a Tech Investment Expert in 2023
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Jun 17, 2024 |
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E.44 - Global SDR & ISR Leadership: Catherine Olivier’s Career Story from Courtroom to Boardroom
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Jun 06, 2024 |
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E.43 - Don't Make These 7 Hiring Mistakes (Like I Did) | Meredith Chandler on Scaling Sales Teams
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May 31, 2024 |
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E.42 - From Google & Waze to Scaling Startups: Loving The Problem You Solve with Finlay Clark
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May 31, 2024 |
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E.41 - From AE to VP: Career Risks and Rewards w/ Sales & Business Development Leader David Vertin
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May 17, 2024 |
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E.40 - Changing Careers to Become a Tech Sales Leader? Its Figureoutable! w/Randi-Sue Deckard
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May 08, 2024 |
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E.39 - What Makes Customer Success Great? Creativity, Culture & Chameleons w/Marco Carrubba
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Apr 25, 2024 |
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E.38 - Breaking FIVE Old Channel Myths and Lies with Craig Booth: A 2024 Channel Masterclass
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Apr 18, 2024 |
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E.37 - Stop Shrinking Your SDR Function (Think Long and Win Big!) Masterclass w/ David Wilkins
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Apr 11, 2024 |
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E.36 - Avoiding GTM Silos by Re-imagining The Role of Revenue Teams in 2024 with Kartik Gade
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Apr 04, 2024 |
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E.35 - Building Leadership Resilience - How to Enjoy the Journey and Challenge of Tech
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Mar 28, 2024 |
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E.34 - The High-Risk World of Tech Startups: Betting on Yourself in Your Sales Career
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Mar 21, 2024 |
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E.33 - Leveraging AI in Sales, with a Human Touch - Solving For Pipeline & Revenue w/Aaron Rissler
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Mar 18, 2024 |
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E.32 - Mastering the American Market (without Making an Ass of It) A Tech Startups' Guide
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Mar 13, 2024 |
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E.31 - Diversity-Driven Hiring: How Siobhan Gallagher Builds Empathetic Tech Sales Teams
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Mar 07, 2024 |
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E.30 - Strategies for Tech Executives Facing Redundancy and Burnout with Volker Ballueder
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Mar 01, 2024 |
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E.29 - Making Revenue Tick: Alex Boronin on the Impact of Fractional Leadership
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Feb 22, 2024 |
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E.28 - Success and Setbacks in Tech Sales Leadership, Cyber Sales VP Josh Pearson's Career Insights
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Feb 15, 2024 |
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E.27 - Why TEAM HEALTH and MANAGER BEHAVIOUR drives thriving SALES CULTURES - Leadership Masterclass with Sean McCarry
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Feb 14, 2024 |
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E.26 - Order Out of Chaos: Practical Career & Growth Strategies from Fractional CRO Guy Chiswick
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Feb 08, 2024 |
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E.25 - Say YES! ... Then Figure It Out - Tech CRO Steph Reck's Career Growth Mantra
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Feb 01, 2024 |
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E.24 - Don't Be a Jerk: Bradley Paster's Fundamental Advice for Success in Tech Sales Leadership
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Jan 25, 2024 |
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E.23 - Mastering AND Winning the Game of Tech Sales and Leadership with Michael Akinlé
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Jan 18, 2024 |
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E.22 - Global Sales Development and Tech Leadership Mastery with Dave Wilkins
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Jan 11, 2024 |
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E.21 - Never Be Out Hustled: Peter Barley's Approach to Modern Sales Leadership within AI
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Jan 04, 2024 |
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E.20 - Fail Fast to Grow: Shai Haddad's Career Lessons in Tech Leadership
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Dec 14, 2023 |
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E.19 - Why Sales Growth Comes from Incentives, Culture and Coaching B-Players
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Dec 04, 2023 |
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E.18 - Lessons from a Tech CRO: Grant Richardson's Career Insights
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Dec 01, 2023 |
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E.17 - Sean McCarry's Career Story: Navigating High-Growth with Emotional Intelligence
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Nov 16, 2023 |
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E.16 - Why Being Inauthentic is Causing You to Burnout, Heather Foidart's Career Story
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Nov 09, 2023 |
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E.14 - Intrapreneurship - Tech Leaders are in Permanent Beta Mode with Sergio G. Chavez
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Nov 02, 2023 |
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E.13 - Tech Leader Spotlight: Scott Kingsbury's Career Story and Leadership Growth Tips
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Oct 26, 2023 |
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E.12 - Think Outside the Tech Leadership Box: Secrets to Exceeding Quota through Adaptability
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Oct 19, 2023 |
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E.11 - Making Mistakes with Confidence: Bradley Fehler's Growth Journey in Tech Leadership
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Oct 12, 2023 |
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E.9 - Entrepreneurship Uncensored: Pete Hill Shares the Realities of Leading a High Growth Start-up
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Oct 05, 2023 |
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E.8 - Empathetic Leadership: Mitch Underwood's Blueprint for Building Top-Tier Marketing Teams
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Sep 28, 2023 |
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E.7 - Adapting Sales and Leadership Strategies for Different Cultures: In-depth with Louis Metz
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Sep 21, 2023 |
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E.6 - Living Globally, Leading in Tech: Elitsa Zaimova's Inspirational Career Story
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Sep 14, 2023 |
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E.5 - NFL Fantasy Tactics for Tech Sales: Chris O'Connor's Leadership Growth Strategies
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Sep 07, 2023 |
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E.4 - CEO Jeremy Keefe: 150% Growth to £140M in 2.5 Years Through Empowerment
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Aug 31, 2023 |
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E.3 - Unlocking Career Growth: How Personal Development Plans Make the Difference
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Aug 23, 2023 |
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E.2 - Felipe Burgaz Bridging Cultures and Building Global Brands: Leadership in Coke, Amazon & Uber
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Aug 22, 2023 |
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E.1 - Tech Leaders Career Stories Podcast: The "WHY" behind "What Makes You Tick?"
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Jul 24, 2023 |