Podcast
The Physics of Startups
Hosted by Rob Snyder · EN
Most 0-to-1 and product-market fit advice is a pile of things that worked for someone, once. This show is built on causal relationships, not tactics.
Rob Snyder has helped 50+ startups go from $0 to $1M ARR. He's the creator of the PULL framework and author of "The Power of PULL" which explains why customers buy and why some startups scale and others stall.
For VC-backed and bootstrapping founders who are tired of advice that sounds smart but doesn't work.
More about Rob: https://www.robsnyder.org
35episodes
Episodes
Newest firstAll episodes
How to understand customers
Jan 1600:44:58Tap to summarizeA lot of the advice around "understanding / empathizing with customers" or "being customer centric" advises interviews or maybe even visiting customers. But it doesn't go far enough. Rob discusses why "forward deploying" is critical - and not just visiting customers, but what to actually do when you're there. Rob discusses what to look for, and how the "calendar" and "to-do list" come into play. Great post / conversation if you've wondered how to generate a PULL hypothesis, how to understand your customer, or what to do when you do customer visits.Pre-order Rob's book "The Power of PULL" - AmazonRob's next PMF Camp starts Feb 9 - info on working with Rob here. Rob's newsletter: LINK
Transcribe →Do I have a "PMF problem" or "Sales Execution problem"?
Jan 900:47:25Tap to summarizeAmong the hardest parts of early sales calls is figuring out what isn't working - "Do I have PMF but I'm screwing up the sale, or do I just not have PMF yet?" Rob breaks down how he diagnoses what is going on in a sales call, and how founders can apply as they are improving their sales calls and navigating early sales. Rob's substack: LINKInfo about PMF Camp: LINK Pipeline Megapost: LINK
Transcribe →How to start a sales call ("Discovery" that doesn't suck)
Dec 1900:41:34Tap to summarizeDiscovery is very important - but it's poorly understood what exactly you should be looking for in the first moments of a sales call and founders almost always screw it up. This leads to a confused customer being grilled with random questions and the founder struggling to connect with the customer and generate interest in their product (the wrong way to think about it). In this episode, Rob discusses how to properly run demand discovery at the start of a call - using the PULL framework and a simple process that will immediately improve the quality of your calls. Rob's book "The Power of Pull" is now available for pre-order! https://amzn.to/48KC1yvPSA - next PMF Camp starts in Feb. More info on how to join here: www.robsnyder.org under "Learn more and get started"Work with Rob: www.robsnyder.orgConnect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://howtogrow.substack.com/Preorder Rob's book - "The Power of PULL" - https://amzn.to/48KC1yv
Transcribe →Nobody "wants" AI (and other lessons from Henry Ford)
Dec 1200:47:28Tap to summarizeHighly recommend reading this week's Substacak as the language around supply and demand is precise: LINKRob Snyder dives into how to think about Demand as it relates to AI - using both historical (Ford) and contemporary (Jump, Loveable, AI SDRs) examples. This convo should be helpful for entrepreneurs, investors and marketers thinking about AI, product positioning, categories, identifying AI-related demand. Info and work with Rob: www.robsnyder.org
Transcribe →PULL is everywhere (AKA: Your business is not the exception)
Dec 500:44:04Tap to summarizeIf you wonder if "PULL" is relevant for your business ("But I sell into enterprise!" "I'm in B2C!" "I sell hardware!" ... " so PULL doesn't apply"), this week's conversation is meant for you. Rob and RC discuss some common examples of selling into large businesses / deep tech / hardware / B2C from a "PULL" perspective. Leave comments with questions for upcoming Substacks or to address in future podcast episodes.This week's post: "PULL is Everywhere" on Rob's Substack: https://howtogrow.substack.com/ ----Rob's website: www.robsnyder.orgConnect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://howtogrow.substack.com/
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