This is the Job Search Playbook for leaders. Part I (of II) - The Problem in the job market.

You did everything “right.”

Hit the targets.

Stayed loyal.

Played the game.

Still got laid off?

You’re not the problem.

The system is failing us.

Until we learn how to make it work for us.

In Part I of this two-part special, Tolu and I sit down with exec coach Jacob Warwick to tear apart the biggest myth in modern work:

Job security doesn’t exist. It never did.

And if you’re still betting your career on a title, a comp package, or your boss’s loyalty, you’re already behind.

We dig into:

- Why high performers are getting blindsided (and how to see it coming)

- The real reason your $300K+ comp package makes you expendable

- How playing defense in your career shows up (and screws you over)

- The hidden power dynamics that decide who stays and who gets cut

- Why “work hard and wait your turn” is the most dangerous advice you ever believed

- What execs miss before they’re fired, ghosted, or passed overWe’re not here to sugarcoat it

.If your calendar, your comp, and your career can be deleted in a 15-minute Zoom, you don’t have control.

This episode will challenge everything you’ve been taught about performance, loyalty, and stability.

Part II is next: How to build leverage, become unfireable, and take back the control.

Hit subscribe.

Then ask yourself: Do I actually own my career, or am I just hoping I won’t get cut next?

#careerstrategy #executive #jobsecurity #jacobwarwick #techcareer #layoffs #techleadership #executivenegotiation #startups #employmenttruth #futureofwork #cxo #thinlwarwick #jobmarket #negotiation #wmyt #ticktalent

Most founders think they need more leads.Lashay Lewis thinks they need better marketing at the bottom of the funnel. (By the way she is one of the best marketers I know, so this is pure gold in here for you!)In this episode, Lashay shares how she went from underpaid in-house marketer to a go-to expert in content that converts. But this isn’t just a personal story, it’s a masterclass for founders and startup revenue leaders who need to tighten their messaging, sharpen their content, and start closing with confidence.You’ll learn:Why your pipeline problem is often a messaging problemHow to turn “invisible” marketing into content that actually drives revenueWhy visibility, not just performance, creates inbound demandHow Lashay doubled her income in 60 days without a big team or ad spendThe playbook for building a high-profit, lifestyle-first marketing engineHow to attract high-intent leads without adding more top-of-funnel noiseWhy founders need to build authority before they hire another marketerIf you’re a founder or GTM leader tired of fluff content and leaky funnels., this is the signal you’ve been waiting for.Connect with Lashay: https://www.linkedin.com/in/lashaylewis/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/#LashayLewis #Marketing #BottomOfFunnel #Startup #MakingRevenueTick #WMYT #WhatMakesYouTick #BOFU

Most leaders treat teamwork like a cost. And it’s killing their culture.

In this episode, I sit down with Nick Fewings, the UK’s leading “Teamworkologist” and author of Team Lead Succeed, to unpack why most sales teams fail—not because of bad product or poor pipeline—but because they never learned how to work together.

If you’re a founder, revenue leader, or early-stage manager, this is a masterclass in how to build high-performing teams that actually scale. Nick breaks down:

Why 84% of sales teams miss quota (and what’s really behind it)

The 16 elements of team effectiveness every startup should measure

How to stop promoting “accidental managers” and start building real leaders

The Big 4 traits that high-functioning teams all have

Nick has spent 30+ years transforming teams at Barclays, coaching Atlantic rowing crews, and speaking at over 500 conferences. This episode is PACKED with actionable takeaways to help you build your team like it’s your biggest investment—not just a cost.

👇 Connect with Nick Fewings on LinkedIn:

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

👇 Connect with Richard Washington (Host of Making Revenue Tick):

https://www.linkedin.com/in/richard-washington-tick/

📘 Read Growth Magnet – The Playbook for Founders Who Want to Attract, Hire & Retain Elite Revenue Talent: https://www.linkedin.com/newsletters/7083793079794556928/

#Leadership #Startups #Sales #Culture #Growth

Expanding your startup into Europe?Building your first GTM team across EMEA isn’t easy - most founders make expensive mistakes that kill momentum and burn cash.In this episode of Making Revenue Tick, Richard Washington sits down with Conor Douglas (HubSpot alumni with a decade + long run during their growth from 26 to 2000+) to break down 11 essential lessons from scaling HubSpot’s European business from new to market - to industry leaders.You’ll learn:Why EMEA expansion fails (and how to fix it)How to pick your first hub (Dublin, London, or Barcelona?)Why you must localize, not just translateHow to transfer your HQ DNA without killing cultureWhy your first 5 hires will make or break youHow to win fast with inbound marketing in EuropeWhen and how to use channel partners to scale fasterWhy Germany almost killed their growth (and how they fixed it)How to organize sales teams around personas (not territories)The hidden hiring mistakes founders keep makingHow to build a team of multipliers, not dividersIf you're a founder at Series A/B or a revenue leader planning European expansion, these insights will save you millions.Connect with Conor: https://www.linkedin.com/in/conor-douglas-69b12210/Connect with Richard Washington: https://www.linkedin.com/in/richwash/Follow Growth Magnet: ⁠ https://www.linkedin.com/newsletters/7083793079794556928/Subscribe for battle-tested playbooks and expert insights. #EMEAExpansion #StartupGrowth #SalesLeadership #TechStartups #HiringSalesTeams #WMYT #hubspot #whatmakesyoutick #MakingRevenueTick

If you think sales leadership is about closing deals and yelling “hit quota,” you’re already losing.In this episode, Chris Bair breaks down what actually makes a high-performing sales team in 2025. From cold-calling at the top to building a culture of multipliers—not passengers—Chris doesn’t sugarcoat what it takes to win.We get into:Why outbound is still your edge (and why most teams get it wrong)How to build discipline without killing team moraleThe power of empathy—and why it’s not softCoaching reps who can coach themselvesCreating a team that wants to win togetherWhether you’re a founder trying to scale, a sales leader fighting for results, or a rep who wants morethis one’s for you.Watch it. Take notes. Then go run through a wall.Connect with Richard: https://www.linkedin.com/in/richwash/Connect with Chris: https://www.linkedin.com/in/christopherabair/?utm_source=share&utm_campaign=share_via&utm_content=profile&utm_medium=android_appRead Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/Subscribe for more episodes like this #SalesLeadership #GTMStrategy #StartupGrowth #ChrisBair #WMYT #Whatmakesyoutick #ticktalent #podcastChapters00:00Introduction and Personal Motivations02:51The Importance of Helping Others06:04Understanding Customer Needs09:00Sales Methodologies and Personal Growth12:11Marginal Gains in Sales Performance14:57Leadership Evolution and Challenges23:50Maintaining Relevance as a Leader25:22Empowering Sales Teams for Innovation28:17The Importance of Outbound Sales29:08Coaching and Leadership Principles30:25Navigating Outbound Challenges34:51Building a Disciplined Sales Culture37:29Attracting and Selecting Top Talent45:21The Role of Empathy in Leadership

Most revenue challenges don’t start with sales.

They start at the system level.

In this episode of Making Revenue Tick, I sit down with Mark C. Ward, Founder at Revenue Arc and author of Sales Turnaround, to unpack why so many companies stall between $3M and $30M ARR, and why the default “hire harder, sell harder” mindset rarely fixes the real issue.

Mark has spent the last two decades helping companies, from early-stage scaleups to global tech giants - diagnose and redesign their revenue systems for sustainable growth. His work focuses on making sales organizations not just hit targets, but predictably perform.

We talk about what a healthy revenue system actually looks like, why most forecasts are fiction, and the costly gap between ambition and operational maturity.

What we cover:

– The 5 elements of a scalable revenue system

– Why onboarding is a competitive differentiator

– The hidden drag of bad process and tool sprawl

– Building sales systems that align with how your customers buy

– What to do when your team is on fire—and not in a good way

If you’re a founder, CEO, or sales leader navigating the messy middle - this is for you.

Because the truth is: if your revenue engine isn’t designed to scale, it won’t.

Watch the full episode now and get practical strategies you can implement immediately.

Connect with Mark Ward: https://www.linkedin.com/in/markcward/Connect with Richard Washington: https://www.linkedin.com/in/richwash/Follow Growth Magnet: ⁠ / growth-magnet-7083793079794556928 #MakingRevenueTick #RevenueLeadership #ScalingStartups #GTMStrategy #b2bgrowth 00:00Introduction to Revenue Growth Challenges03:03The Importance of Revenue Operating Models06:05Common Problems in Scaling Revenue08:58Understanding Business Inefficiencies12:02The Role of Systems in Revenue Growth14:57Customer-Centric Revenue Operating Models18:01The Impact of Remote Work on Team Dynamics20:59Navigating Organizational Politics24:11Blind Spots in Business Operations26:54The Art and Science of Business Transformation40:55Navigating Change: The Importance of Retaining Core Elements46:55Leadership Gaps: Identifying and Addressing Weaknesses52:44Hiring Right: The Critical First Sales Hires58:56Assessing Talent: The Importance of Proper Evaluation01:03:48Building Systems: The Heartbeat of Sales Organizations01:09:43Impact-Centric Selling: Understanding Broader Implications01:12:57Final Thoughts: Key Takeaways for Sales Leaders

Most startups don’t have a GTM problem.

They have an alignment problem.

A structure problem.

A people problem.

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

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

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

How to fix misalignment between Sales, Marketing, and RevOps

The real reason over-automation is killing your pipeline

How to lead GTM without micromanaging

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

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

Real talk. Real scars. Real strategy.

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

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

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

Follow Growth Magnet: / growth-magnet-7083793079794556928

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

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

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

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

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

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

This is the unfiltered, human side of startup success.

You’ll learn:

How Ido went from gamer to growth-stage founder

The real reason his Series A round got across the line

What most founders miss when building a high-trust team

Why empathy, not ego, is the future of leadership

How to build a product and culture people actually believe in

What it takes to earn investor confidence in a tough market

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

The hiring strategy that helped Token stand out in cybersecurity

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

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

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

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