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.

Top Down sales work well for products that help executives achieve strategic goals, but they can be expensive to implement and require significant support.

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.

The enterprise sales process I've used to reach the first million in revenue is effective, but every company is different. Founders should consider what kind of sales motion will be sustainable for their business in the long term.

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.

A major downside of Top Down selling is the risk of creating one-off features for large customers, which can lead to consulting relationships instead of scalable products.

Startups that sell using a Top Down approach often see better early retention metrics compared to those using Bottom Up sales.

To scale from $10,000 to $100,000 a month, you need to shift from one-to-one selling to group selling, utilizing methods like webinars, marketing campaigns, and establishing a key person of influence to represent your business.

When scaling a company, it's important to prepare for challenges and adapt mechanisms that work as the organization grows from a small team to a large enterprise.