[This episode was initially published in February 2024 and remains a timeless deep dive into the most critical phase of any B2B startup.]

In this episode, I'm talking with Seth DeHart – Serial Sales Leader, Advisor, and author of the legendary Point Nine "First Sales Hire" article. A conversation about the most challenging transition in B2B scaling: When and how to move from Founder-Led Sales to your first scalable sales organisation.

What you'll learn:

• The Network Reality: Why Founder-Led Sales isn't "real" sales and what that means for your first hire
• The 3-6 Month Problem: Why it takes so long to find your first sales hire – and why most founders start looking too late
• Repeatability vs. Product-Market-Fit: Seth's controversial thesis that 5% conversion from outreach to discovery is enough for scaling
• Full-Cycle vs. SDR First: The strategic decision that determines the success or failure of sales scaling
• Startup vs. Enterprise Experience: Why it's "Tennis not Football" – the psychological requirements for early-stage sales hires

My highlights:

• "All founders can do it – whether they do do it is different" – The brutal truth about founder capabilities
• The Pipeline Experiment: 100 Prospects → 10 Meetings → 7 Paid POCs = Scaling Signal
• Advisor Quality Check: Why sample size matters more than single success stories

About the guest:

Seth DeHart is a Serial Sales Leader who has scaled multiple B2B startups from first sales hires to exit. As the author of the Point Nine "First Sales Hire" guide and a sought-after sales advisor, he works with over 80 startups on the critical transition from founder-led to systematic sales. His expertise lies in building repeatable sales motions in early-stage companies, from SMB to Enterprise.

Book tip: This episode offers an excellent practical deep dive into "Funky Flywheels" Chapter 3 "Pipeline Generation" – showing how to develop systematic sales processes that go beyond founder networks and enable genuine scaling.

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Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
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