Why Startups Should Manage Recruitment Directly

Steve LudwigHiring ChallengesLeave a Comment

person holding a tv remote control

When you are a startup, you have to take every opportunity to get your name out in order to attract customers and talent.  Yet, many startups give up a massive opportunity for increasing name identity.  This happens in a number of areas, but critically when they are seeking their first salesperson. Startups often turn to recruiters to fill this role … Read More

Understanding the Startup Journey

Steve LudwigValue Creation JourneyLeave a Comment

image showing the stages of growth from startup, through developing the playbook, to scaleup

When you are on a journey, it’s always helpful to have a map. It’s no different for B2B tech startups.  Through our experience, research, and interviews with leaders in the startup space, we have developed an easy way to understand the growth cycle of startups. There are three distinct phases for B2B tech startups, with each phase requiring a specific … Read More

Failure as the Path Forward

Steve LudwigPathfinder SalesLeave a Comment

wooden tiles spelling out learn from failure

The best person to be the first sales hire for a B2B tech startup is someone that can deal with failure and rejection.  Repeatedly. They need to learn from each experience, refine the pitch, gather insights, and develop new approaches and potential clients. They have to keep doing this until success hits.  The question for entrepreneurs—and everyone else— when they … Read More