Processes Built Before the Hire.

Great Salespeople Shouldn't have to be Great Sales Architects.

Don't hire someone to generate revenue and expect them to build the sales org too.

You've already figured out how to win deals, but that knowledge isn't packaged for someone else to execute. Without clear processes, onboarding, and operational standards, your first hire gets stuck building infrastructure instead of generating pipeline.

BTH's Sales Foundation™ captures your hard-earned knowledge into a repeatable sales system your first hire can execute from day one.

Free First Sales Hire Readiness Assessment or just let's talk →

A founder assembling a sales process, stage by stage

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The Problem

The True Cost of Skipping the Sales Foundation

Hiring your first salesperson without a foundation in place doesn't save time. It simply shifts the responsibility of building sales infrastructure onto the person you hired to generate revenue.

6 Months of Lost Pipeline

Valuable time is spent creating process instead of creating opportunities.

Inconsistent Messaging

Prospects hear different stories, value propositions, and positioning depending on who they're talking to.

Founder Drag

You get pulled back into day-to-day sales decisions, questions, approvals, and coaching.

Misallocated Talent

You hire a salesperson to generate revenue, but end up paying them to build onboarding, CRM processes, reporting, qualification criteria, and sales workflows instead.

Losing What Makes You Different

The approach, standards, and customer experience that helped win early customers often exist only in the founder's head. Without a foundation in place, your first sales hire creates their own version of how the company sells.

The Solution

A founder handing a completed sales playbook to a new hire

Turn Founder Knowledge Into Revenue Infrastructure

We don't hand you a playbook written for someone else's company. We capture what already works in yours — the conversations you're already winning — and turn it into a repeatable sales operating system your first hire can run on day one.

Sales Messaging Framework
ICP Definition
Sales Stack Recommendations & Setup
Qualification Rules
Discovery Process
Scoring Models
Customer Handoff Process
Sales Infrastructure Plan
CRM Blueprint
90-Day Action Plan
First Hire Success Roadmap

How It Works

One system. Built before the hire

Most founders invest heavily in finding the right salesperson. We help ensure that salesperson has the foundation, tools, information, and systems they need to succeed from day one.

Clarity

Create clear ownership, expectations, and success metrics so you'll know whether the salesperson, the process, or the system needs attention.

Structure

Replace ad-hoc founder selling with a repeatable sales process that can be taught, measured, and improved.

Knowledge Transfer

Turn hard-earned customer insights, deal history, and lessons learned into assets your team can actually use.

Sales Infrastructure

Give your first salesperson the tools, processes, documentation, and operating standards they need to succeed.

Faster Ramp-Up

Help new hires become productive sooner by eliminating unnecessary guesswork and reinvention.

Forecastability

Create visibility into pipeline, performance, and future revenue with clear expectations and measurable activity.

Sales Engine Readiness Diagnostic

Take the Free Diagnostic→

A free, self-guided assessment that scores your sales engine across deal flow, systems, and founder knowledge — and gives you a personalized report on what to build before your first hire. No call required.

Deal Flow & Pipeline Health

Lead volume
Sources
Win rate
MRR & deal size

Systems & Stack Maturity

CRM setup
Pipeline structure
Tooling readiness

Founder Knowledge Capture

How you currently win deals
Extracted and scored

Personalized Sales Engine Readiness Report

Scores across all areas
Prioritized assets to build before your first hire

Sales Engine Readiness ReportSample snapshot

Deal Flow & Pipeline Health

62/ 100

Needs Work

Systems & Stack Maturity

45/ 100

High Risk

Founder Knowledge Capture

38/ 100

High Risk

Sales Engine Readiness

48/ 100

Moderate Risk

Prioritized Assets to Build

Documented messaging & value props
CRM pipeline & stage definitions
Discovery & qualification framework
Onboarding & ramp plan

Outcome

Gain complete clarity on what needs to be built, scoped out, and organized before you invest in a $100k+ salesperson.

Pricing

Tier 1$1,000

Sales Foundation Hub & Playbook Lite™

A centralized community and repository that organizes all your company assets, documentation, materials, and core processes into a single source of truth.

Dedicated Founder/Sales Community Access
Explore the community →
— Peer feedback & resource library
Company & Product Documentation Vault
— Centralized repository
Video & Asset Library Matrix
— Organized collection of demo videos, recordings, & links
Sales Playbook Lite™ Template
— Core company overview, buyer profiles, and basic process flow
Sales Tech Stack & CRM Guidelines
— Baseline setup rules and recommended tools
First Seller Readiness Checklist
— Ensure everything is in place for day one

Outcome

Eliminate chaos and centralize all your institutional knowledge so a new hire isn't digging through Google Drive or asking you where to find basic assets.

Tier 2$3,500

BuildThenHire System™

We build the customized, end-to-end sales infrastructure—including messaging, scripts, and frameworks—so your first seller ramps fast.

Everything in Tier 1
— Full community, vault, library, playbook, and stack guidelines
ICP & Buyer Profile Deep Dive
— Precise targeting of who buys and why
Custom Messaging
— Outreach and nurture copy tailored to your buyers
Value Proposition Framework
— Clear, repeatable articulation of your value
Full Call Scripts
— Connect, discovery, demo, and close scripts
Discovery & Qualification Frameworks
— Structured questions and scoring criteria
Objection Handling Library
— Tested responses for common pushback
CRM Structure, Pipeline Design & Activity Standards
— Stages, fields, and quotas that drive execution
Customer Handoff Process
— Clean transition from sales to onboarding
Full Sales Playbook
— Complete, documented sales operating system

Outcome

Your first sales hire walks into a complete, proven sales engine on day one rather than spending months trying to build it themselves.

Tier 3$3,000 / 90 Days

Fractional Sales Management & System Maintenance

Ongoing management, coaching, and iteration to ensure your first salesperson actually adopts the system and hits their targets.

Weekly Founder Strategy & Alignment Calls
— Keep sales tied to business goals
Weekly Salesperson Coaching & Pipeline Reviews
— Targeted feedback and deal coaching
Deal Review & Call Shadowing
— Live observation to sharpen execution
Continuous Messaging & Playbook Refinement
— Iterate on what the market tells you
Performance Monitoring & Accountability Tracking
— Metrics and activity against targets
Process Optimization as Market Dynamics Shift
— Adapt the system to changing conditions

Outcome

Reduce ramp time, ensure playbook adoption, and give your new hire expert guidance without having to act as a full-time sales manager yourself.

The Real Cost

The Cost of Getting This Wrong

Hiring Your First SalespersonTypically Costs:

Salary
Commissions
Recruiting
Management Time
Ramp Time

What Most Founders Don't Count

Six months of missed pipeline
Founder pulled back into sales
Constant coaching and hand-holding
Reinvented messaging
CRM chaos
Rebuilding the process after the hire leaves

The Fit

Built For Founders Making Their First Sales Hire

You Might Be Here If...

You're still leading most sales conversations.
You're spending too much time selling and not enough time running the business.
You're preparing to hire your first AE, SDR, or BDR.
You have customer wins but no repeatable sales process.
Your sales knowledge lives across emails, demos, documents, and your own experience.
You're worried about spending $100K+ on a salesperson who may not have what they need to succeed.

Typical Clients

SaaSAIServicesTech-enabled businesses

Begin

Start With a Free Sales Foundation Readiness Check

Tell me where you are today. I'll identify the gaps, risks, and missing pieces that could slow down your first sales hire—and show you what to build before they start.

Open the calendar →