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

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.

A conversion funnel consists of the steps a user takes from landing on a website to completing a desired action, such as signing up or making a purchase.

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.

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.

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.

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.