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

Panning for Pathfinder Gold

Steve LudwigHiring ChallengesLeave a Comment

Panning for Pathfinder Gold

It has been called the “Great Resignation.”  People are quitting their jobs in record numbers. The lockdowns and forced remote work during COVID-19 gave people a chance to see work differently. Many realized they wanted a combination of something more fulfilling, better paying, with greater flexibility, or all three. That means there is an even greater scramble among established companies … 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

The Challenge of Bootstrapped Sales

Steve LudwigPathfinder SalesLeave a Comment

finding a path through the woods

It’s a common problem, yet it seems one that has yet to be solved—getting the first sales hire right in a B2B bootstrapped startup.   In the years we have worked in the startup space, the entrepreneurs that we have interviewed, and from all the literature bemoaning the subject, Sales continues to be a huge priority and a huge miss.  … Read More

Getting Your First Sales Hire Right

Steve LudwigPathfinder SalesLeave a Comment

the number five made up from lots of people

It’s one of the most important decisions you can make for your B2B bootstrapped startup.  Most company founders wish they had done it differently.  It’s an exciting time when you are a bootstrapped entrepreneur and your company has grown to a point where you need to hire your first salesperson.  The natural inclination is to hire the person with the … Read More