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

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

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

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

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

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