To map your sales funnel, start with your goal of acquiring new customers and work backwards to determine the necessary steps and conversion rates needed to achieve that goal.

You need to work backwards from your goal in the sales funnel to understand the drop-off at each step.

You should always start with the funnel when thinking about analytics, which is the sequential series of steps users go through to gain value and eventually pay you.

When diagnosing marketing needs, it's essential to analyze the entire funnel. If you have a lot of interest but struggle to convert leads, it indicates a potential issue with product-market fit rather than a need for more demand generation.

To build a Top Down sales motion, define your target customer and identify the individuals within those companies who have the problems your product solves.

Sales should be prioritized early in the startup process, as engaging with customers can lead to better product development and quicker sales success.

Mapping out the conversion funnel helps identify unnecessary steps that can be eliminated to improve user experience and conversion rates.

Your first customers should be the easiest to acquire. Focus on simplifying the sales process and prioritize leads that are most likely to close, rather than trying to chase every potential lead.

Learning sales tactics is essential for founders because it gives them control over their startup's destiny and helps them understand their customers better.