The Ledger, every show
Every statement that passed quotation and attribution checks, across all 44 shows. Pick shows below, then mix any filter with any other.
shows 
every show 44 of 44
Tinker: Early startups should hire versatile "Davy Crockett" reps, not sales VPs
“My personal opinion on that is that's not the right thing to do. You need to find, like, go hire more of like a Davy Crockett type sales rep that can sell, but also has a little bit of product and product marketing in them.”
Tinker: Product-led growth fails when enterprise sales require committee approval
“If it's a committee decision where you'd have the CIO, the chief security officer, the VP of infrastructure involved, It's really hard to do marketing-led or product-led when you have a committee decision.”
Tinker: Silicon Valley excels at product creation but struggles with go-to-market
“I think there's a bug in Silicon Valley, which is that at our core, I think we're fundamentally a product shop and we are really, really, really good at helping entrepreneurs build products. But we are not that good at helping entrepreneurs build go to markets…”
Tinker: A GTM playbook is a buying journey, not sales slides
“This is something that I got horrendously wrong as a first time CEO is that I thought like having a go to market playbook essentially meant you have a really good PowerPoint pitch. And some good sales tactics. And that was horrendously wrong because your go-to…”
Tinker: Scaling post-GTM fit requires shifting from frugality to calculated recklessness
“So you have to go from being sort of ruthlessly frugal, pinching every penny and counting every nickel to almost like calculated recklessness. We're going to try some things and spend some money on things and hire some people, even though you're not sure it's …”
Tinker: Hiring a great VP of sales should feel uncomfortable for founders
“If you hire a grade A VP of sales, they're going to absolutely push you and the rest of the organization as they try and drive to scale. And it's going to be uncomfortable. And if it's not, you may have not hired the right person.”
Tinker: Enterprise product-market fit does not automatically trigger rapid growth
“For consumer companies, when you find product market fit, the company takes off. Magic happens. Growth unlocks. For enterprise and B to B companies where the sales process is more systematic, customer decisions are more complicated, you can get the product mar…”
Tinker: Enterprise product-market fit requires 5 to 20 paying, active, referenceable customers
“For enterprise companies getting to product market fit means can you get to five, 10, 15, 20 customers that gave you money and are they actually using your product and are they willing to say good things?”
Tinker: Enterprise startups stall when regular salespeople cannot replicate founder selling
“One of the places where I see these companies stall out is they had founder selling to be able to get to the first 10, 15, 20 customers. And then we start to add salespeople that go to market model. They find, oh, wait a minute. A regular sales or marketing pe…”