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

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