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.

Understanding the sales funnel is crucial. Start by making a list of potential customers, which is known as prospecting or lead generation. Use tools like Google spreadsheets to organize this information.

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

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 advising founders, I emphasize the importance of building a framework to figure out how to do more sales faster, working backwards from sales goals to understand the necessary actions.

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.

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.

If your goal is to get one customer, you may need to send 800 emails to achieve that, depending on your conversion rates at each step of the funnel.

When trying to improve a conversion rate, you're aiming to increase the efficiency of moving users from one step to the next in the conversion funnel.