To find urgent customers, look for those with pressing problems, as they are more likely to engage with and invest in your solution.

You should target customers who are desperate for a solution, as they are more likely to use a non-perfect MVP to alleviate their pain. This approach simplifies your initial customer acquisition.

Founders often confuse the instinct to pursue difficult customers first; instead, focus on the most desperate customers who need your product.

Sales is a numbers game; you may need to reach out to hundreds of companies to find a few interested buyers.

When discussing a potential solution with customers, always ask them what specific problem you would be solving for them and what they would be willing to pay for it.

Just because a startup is willing to talk to you doesn't mean they are a good fit for your product; they may not actually have the problem you're solving.

Early-stage sales should focus on identifying ideal customers rather than trying to convince everyone to use the product.

Choosing your customers is crucial; if you aim to attract anyone, you risk failure. Instead, focus on a specific audience and understand their needs and characteristics to shape your product effectively.

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.