The most successful way to implement growth strategies is through a bottoms-up and organic approach, often starting with small teams that optimize specific parts of the product.

Top-down sales involve traditional methods like phone calls and lead generation, while product-led growth (PLG) is more organic and can take longer to establish.

Choosing between top-down and Bottoms Up sales strategies depends on whose problem the startup is solving; if the pitch resonates with individual contributors, Bottoms Up is preferable, while top-down is better for executive-focused pitches.

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

When organizing a growth team, you can either have it as a separate entity or integrate it with the product team, but it's crucial to find a balance between shared responsibility and dedicated focus on growth.

You must decide whether to pursue slow growth or rapid expansion, as straddling both can lead to challenges.

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

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.

When building a sales strategy, decide whether to pursue a top-down or bottom-up approach, as this will influence hiring and sales tactics significantly. I focused on having our sales representatives call every lead five times and schedule 15 demos each week, regardless of how they achieved that activity level.