As a founder, you should be the primary salesperson for your product until you reach significant revenue milestones, like 1 million ARR.

Scaling a Top Down sales motion typically requires building an expensive Enterprise sales team, which sets a high floor price for your product, often around $10K for mid-market and $100K for Enterprise.

Startups typically use a top-down sales motion to sell expensive products to executives at large companies and a Bottoms Up motion to acquire individual users, which can lead to sales to those executives.

In enterprise sales, building personal relationships and being persistent are crucial for success and shortening the sales cycle.

When scaling from 10 to 100 customers, it's vital to transition from founder-led sales to hiring your first sales team to prove the business can grow beyond the founder's efforts.

There are millions of businesses that achieve around a million dollars in revenue, which is a more realistic goal than aiming for rapid growth.

There are five ways to build a hundred million dollar business from a sales perspective, depending on how much your average customer pays. For example, if they pay $100,000, you need to find a thousand customers; if they pay $10,000, you need ten thousand customers.

Founders can achieve significant sales with minimal sales staff by focusing on high-level sales strategies and engaging with key decision-makers directly.

To assess if a company can generate revenue, I look at whether the entrepreneur can sell the product or if someone on my team can help them sell it.