Your startup has customers. Revenue is growing. So why does growth still feel harder than it should?

Rob tackles one of the most frustrating challenges founders face: knowing your product works, but not knowing why growth isn't accelerating. Rob explains why the issue is almost always traced back to just two causes:

1. You haven't identified who truly has PULL for your product, or

2. You're doing something that prevents those people from buying.

In this episode, we cover:

• Why most founders feel like there are a million possible reasons growth has stalled

• The two root causes behind most startup growth problems

• How to identify the customers who are weird not to buy your product

• Why some customers buy quickly while others never become successful

• How to narrow your ICP based on real-world evidence instead of assumptions

• Why most sales processes create friction instead of momentum

• The difference between what causes a purchase and what prevents one

• How demos, sales calls, and onboarding often work against founders

• A simple way to audit your sales calls for hidden problems

• The signals that tell you whether a prospect actually has PULL

Links

Pre-order The Power of PULL and get Rob's Claude skill: https://www.robsnyder.org/book

Rob's PULL course: https://robsnyder.org/course

Work with Rob: https://www.robsnyder.org

Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

Follow Rob's Substack: https://thephysicsofstartups.substack.com/

Chapters

00:00 Book and course updates

04:56 Why founders feel stuck

06:42 The two causes of stalled growth

08:27 Who this framework applies to

10:00 Reason #1: You haven't identified who has PULL

11:41 Narrowing your ICP

13:09 Why PULL isn't knowable in advance

16:56 Reason #2: You're preventing people from buying

19:45 How sales processes create friction

20:29 Auditing your sales calls

21:27 The one-minute demo rule

22:08 A simple test for PULL