Why Five?

Neil HartleyHiring ChallengesLeave a Comment

Conventional wisdom suggests you should screen all your candidates for a given role and then perform in-depth interviews with 3-5 of them and, hopefully, make your selection from there. However, does that conventional wisdom apply to B2B tech founders looking to make their first Sales hire? In any area of business, you would imagine that most hiring managers have a … Read More

Keeping the Talent

Steve LudwigHiring ChallengesLeave a Comment

this must be the place

We all know that good talent is in high demand. As the founder of your firm, you’ve launched your product or service, shared a vision of the company painting a picture of what the team can accomplish together, and have attracted the talent needed to build the organization.    Once you have the talent, including your Pathfinder salesperson, now how … Read More

How to Define Your Target Market

Neil HartleyValue Creation JourneyLeave a Comment

image of a dart hitting the bullseye

In a recent post on investment pitfalls, we touched on two areas where B2B tech startups often fail to execute. One is their inability to successfully recruit their first Sales hire, the second is an inability to properly define their target market. This post provides insights on how to avoid execution issues arising from poor (or no) target market definition. … Read More