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 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.

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.

When deciding whether to sell or scale, we consider if we believe we can grow the business another 10x and if we are willing to commit to another five years of hard work.

The goal is to scale your startup's revenues and customer base without proportionally increasing headcount and spending.

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.

I didn't know how to scale the revenue from a couple million to hundreds of millions, so I couldn't hire someone to do it.

Most businesses target the mass market, but they overlook that the top 10% of people control 60% of the budget. By repositioning as a key person of influence for passionate customers, you can earn significantly more.

I scaled my social media following from 50,000 to 300,000 in three months by analyzing top brands and creating relevant content.