Founder Seeks Pathfinder for Mutually Beneficial Relationship

Rob BakerPathfinder SalesLeave a Comment

picture of two jigsaw pieces

B2B tech founders will find they are best served by considering their all-important first Sales hire, The Pathfinder, as a ‘Comrade-in-Arms’ rather than a pure Sales functionary. According to Merriam-Webster, a business centric definition of a ‘comrade-in-arms’ is “a person one worked together with to achieve something”. Those few words perfectly encapsulate how B2B tech founders should shift their mindset to … Read More

The Right Five – Overview and Demo

Neil HartleyPathfinder SalesLeave a Comment

The Right Five Overview and Demo

Overview and Demo Video:- Transcript:- Many B2B tech founders struggle to successfully make their first sales hire. This is largely because of a mismatch between what they think they need and what they actually need to get them from startup to scale-up. As an example, founders often lean towards salespeople with the best rolodex, or who are the most extroverted, … Read More

The Right Five and the Candidate

Neil HartleyPathfinder SalesLeave a Comment

Candidate Benefits and Data Privacy

If you’re a candidate and have been asked to take The Right Five Pathfinder assessment you may be wondering what it’s all about, what’s in it for you and what we do with your data. Let’s spend a moment talking about one of the major challenges faced by B2B tech startups – getting their first Sales hire right. Most founders … Read More

Will Your First Sales Hire Have 3D Night Vision Skills?

Rob BakerPathfinder SalesLeave a Comment

The Milky Way

Stargazing can be amongst the most stimulating and peaceful of pursuits. Hours can drift by in seemingly a blink such is the enchantment of the constellations. The sheer scale of our own Milky Way galaxy, let alone the wider universe, is mind boggling beyond comprehension. The distances are vast: more than 200 billion stars and a diameter of ~200,000 light … Read More

Your Pathfinder Could Be Someone Who Crashed & Learned

Rob BakerPathfinder SalesLeave a Comment

wooden tiles spelling learn from failure

“Candidates who have experienced failure with a back catalog of tales of adversity in their careers are of the most interest to me; in short, I am looking for someone who has failed”, to paraphrase the interviewer’s opening gambit. The occasion was a first interview to facilitate a move from one well established and mature industry into a relatively new, … Read More

Creating the Playbook for Success

Neil HartleyPathfinder SalesLeave a Comment

Football Play hand drawn on a chalkboard

You’re a B2B tech founder. You’ve won some early deals proving that some people will pay for a solution to a problem you address. What now? How do you scale the knowledge and passion that you’ve inevitably brought to those early forays into the market? The temptation (and well trodden approach) is to look to hire as ‘experienced’ a salesperson … Read More

Should I Hire a Commission-only Salesperson?

Neil HartleyPathfinder SalesLeave a Comment

hand holding dollar bills

You’re a bootstrapped B2B tech founder. You’ve done much of the hard work building a product, getting it to market and closing those first deals. What’s more, you’ve done it and, likely, not drawn a salary. It was tough, wasn’t it? Maybe even a little uncomfortable for founders with a more technical background. It would be natural to now want … Read More

The Alphabet Soup of Sales

Neil HartleyPathfinder SalesLeave a Comment

alphabet soup of sales

You’ve seen the acronyms, SDRs, BDRs, AEs, MQLs, SQLs etc. but what do these mean and, as a tech B2B founder looking to make your first Sales hire, what do they mean to you and should you care? After all, one salesperson is like any other salesperson, right? Actually, no but we’ll get to that. Let’s start by deciphering the … Read More