Stop Doing Outbound Before Doing This | How n8n Built an Enterprise Motion with Emilio Turco (n8n Founding Sales)

What happens when a product-led company tries to scale enterprise before truly understanding its buyers?This is an honest look at why outbound often fails in early-stage startups — and why timing matters more than tactics.Emilio Turco (founding sales hire at n8n) helped build the company’s enterprise motion as it scaled from ~40 people to hundreds, growing revenue 50x in the process.In this conversation, we unpack what it actually takes to move from PLG to enterprise — and the mistakes most startups make along the way.We talk about:Why startups rush into outbound before understanding inboundHow PLG creates real enterprise championsWhat qualification actually looks like in a technical productWhy some deals should be killed earlierHow implementation risk affects sales cyclesThe reality of hypergrowth — and why 8-hour workdays don’t exist in itThis episode is for founders, GTM leaders, and sales operators trying to build repeatable enterprise revenue on top of a PLG foundation.In the Trenches is a podcast about how revenue actually gets built before playbooks exist.🎧 Follow the show for more operator-led GTM stories🔔 Subscribe for new episodes every Wednesday, 8:30AM CET