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

Working Together to Hire Your First Salesperson

Neil HartleyHiring ChallengesLeave a Comment

An image showing the hiring process and responsibilities when using The Right Five

Many B2B tech founders struggle to successfully make their first sales hire. Why is it so difficult? There are three main reasons.  1) what sales support founders think they need and what they actually need to get their business to scale are often misaligned. Founders often lean towards salespeople with the best rolodex or who are the most extroverted, neither … Read More

7 Mistakes to Avoid When Hiring Your First Salesperson

Neil HartleyHiring ChallengesLeave a Comment

Road sign saying Wrong Way

Execution around sales and marketing remains a major challenge for B2B tech startups looking to  move along the growth/valuation curve. Despite founders readily accepting the importance of sales and marketing in moving from startup to scale-up, execution remains a major barrier to success. As a gauge of the challenge, less than 1 in 5 startups accepting seed investment ever make … 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

An Assessment Based on Experience

Neil HartleyHiring ChallengesLeave a Comment

a model of albert einstein

Many B2B tech founders struggle to successfully make their first sales hire. The Right Five automatically delivers the right five candidates for interview, thereby, saving time and getting the right person into the market quickly. Certainly for founders with a non-Sales background, making that first Sales hire is likely to be the hardest they’ll ever make and one which can … Read More

Flaunt Your Agility

Neil HartleyHiring ChallengesLeave a Comment

man demonstrating physical agility

OK, not that kind of agility. You’ve heard of the great resignation, something we looked at from the standpoint of hiring your Pathfinder salesperson in a recent post. Let’s look in more detail at how you can view this unprecedented moment in time more opportunistically, more offensively. Perhaps in this crazy world any hire and associated hiring process must seem … Read More

Make Applying Hard Not Easy

Neil HartleyHiring ChallengesLeave a Comment

man climbing rock face

While The Right Five is dedicated to ensuring B2B tech founders get their first Sales hire right, this post just as easily applies to any hire you may be making. I saw a short description of life as a founder recently that went something along the lines of: Monday – we’re going to conquer the world Wednesday – we’re screwed … Read More

The Right Five, Not Just the Best Five

Neil HartleyHiring ChallengesLeave a Comment

poppy in a field of wheat

You’re a busy person. You’ve founded your B2B tech startup, got your product into the market and led from the front to win those first few key customers. You’ve proved that someone will pay for your product and it looks like you’ve made it onto the right trajectory for success. You may have taken a little seed money already and, … Read More

Why Five?

Neil HartleyHiring ChallengesLeave a Comment

Many people making up the number five

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