Who Should Be Your First Sales Hire?

Steve LudwigValue Creation JourneyLeave a Comment

the number one in a parking space

Quick. Think of a salesperson. What comes to mind? How do you feel about that person?  If you are like most of us, we’re suspicious of salespeople. They are the ones that try to get us to buy a car we can’t afford, pitch ethically questionable extended warranties, and seem to hover over us in certain stores.  Throw in the … Read More

How Do You Scale Sales at a Startup?

Steve LudwigValue Creation JourneyLeave a Comment

Startup Valuation Curve

Scaling Sales at a startup is a three step process: Prove product/market fit by achieving founder-led sales and proving that someone will pay, Hire a Pathfinder salesperson whose role is to develop a predictable, repeatable, scalable, profitable Sales process (a.k.a. a Playbook), Build out the Sales organisation to implement the Playbook at scale. Note: your Sales leader for this stage … Read More

When Should I Hire My First Sales Rep?

Steve LudwigValue Creation JourneyLeave a Comment

image showing "we are hiring"

You’ve successfully built and launched your product and made some initial sales. You’re probably like most Founders and looking forward to getting out of the Sales front line and wondering when you should hire your first Sales rep. If that’s you, then you’ve already passed two of the three major milestones to hiring your first Sales rep: Established product/market fit … Read More

The Right Five Journey (part 6)

Neil HartleyValue Creation JourneyLeave a Comment

a road disappearing into the distance

Regular readers will recall that our product development was outsourced to a Ukrainian firm called Go Wombat. We started the design phase of the project in December 2021 and moved into the development phase at the beginning of February. The goal was to complete the project by end of March, 2022. Then the invasion of Ukraine happened (something we’ve covered … Read More

Simple Startup Math

Neil HartleyValue Creation JourneyLeave a Comment

a pen and mathematical equations

My thanks to ex-colleague Greg Head for highlighting the often missing simple startup math in startup investor pre-pitches. He’s highlighting companies that are (generally) pre-revenue but who are articulating making it big without a supporting plan. On the valuation curve, he’s talking about businesses effectively at time zero and asking the questions: How are you going to get your first … Read More

The Right Five Journey (part 5)

Neil HartleyValue Creation JourneyLeave a Comment

a road disappearing into the distance

Welcome to part 5 of The Right Five journey, from concept to product. In an attempt to provide continuity between these posts I re-read the last one and noticed the comment, “in a world of [almost] unprecedented uncertainty”. That just got ratcheted up! Indeed, regular readers will know we outsourced the development of our product to a software development firm … Read More

The Right Five Journey (part 4)

Neil HartleyValue Creation JourneyLeave a Comment

a road disappearing into the distance

It’s February! Where did January go and what did we achieve? (There’s a song in there somewhere.) If you’ve read our earlier posts on the journey you’ll know that we have outsourced our product development to a firm in Ukraine and we continue to ready ourselves for launch in parallel with various marketing activities. Firstly, the product development. The design … Read More

The Right Five Journey (part 3)

Neil HartleyValue Creation JourneyLeave a Comment

a road disappearing into the distance

One thing I missed in part 1 of this journey diary was the development of a messaging framework for The Right Five. This was almost a day 1 activity after we said “we’re doing this”. The messaging framework ensures you communicate consistently across all channels. It’s based on traditional PR practices and looks to consistently establish (in 25 words, 50 … Read More

The Right Five Journey (part 2)

Neil HartleyValue Creation JourneyLeave a Comment

a road disappearing into the distance

In our last post we looked at our journey to date. For this and future posts we’ll be looking forward and detailing our on-going progress – a living, breathing account of the birth and growth of a bootstrapped B2B tech startup. As of today, January 4th, 2022 our MVP (sales recruitment technology focused on the unique requirements of the first … Read More

The Right Five Journey (part 1)

Neil HartleyValue Creation JourneyLeave a Comment

a road disappearing into the distance

We thought it would be fun/useful/interesting to create a blog series that tracks our journey. This is different to the usual ‘how they were successful’ story in that it’s a real time account (this first post excepted) of what we’re up to, our strategies and tactics, our successes and failures, warts and all. This first post is a brief catch … Read More