top-down sales

Also known as top-down motion, top-down selling, top-down sales motion

1 Talk 3 Facts 3 Sources

Key facts

Capabilities: often requires an enterprise sales team to scale, creating high costs
usually starts with a decision-maker high up in an organization

From talks

Results and examples shared in single talks

Typical floor price: around $10K for mid-market and $100K for enterprise 1:33 Which Sales Strategy Is Best For Your Startup?

Timeline 2

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How we verify

20222 events

as of Dec 2022Capability
Often requires an enterprise sales team to scale, creating high costs
“the only way to scale that motion is by building out an enterprise sales team” 1:33
Unverified1 source· Talk
as of Dec 2022Capability
Usually starts with a decision-maker high up in an organization
“starts with a decision-maker high up in an organization” 0:23
Unverified1 source· Talk

Talks 1

6:13

Which Sales Strategy Is Best For Your Startup?

Pete

The talk compares top-down sales, which starts with an executive decision-maker, with bottoms-up sales, which starts with individual users adopting a self-serve product. Top-down can offer a reliable sales playbook and strong early retention, but enterprise sales teams are expensive and can pull startups into custom work. Bottoms-up can make sales more efficient when users already love the product, but viral growth is hard to achieve and still requires salespeople. The best motion depends on whose problem the startup solves: executives tend to call for top-down sales, while individual contributors and small teams tend to call for bottoms-up.

Dec 8, 2022· 6 minDiscussed 0:00