Debunking Startup mythology: "Pain Points" (and why they're worthless)
Why do some people with obvious pain points never buy? Rob explains why founders are often taught to look for the wrong thing. Pain points may create interest, but they don't create purchases. Instea...
17 Jul 22min
What "Good" actually looks like for startups
How do you know if your startup is actually on track? A founder recently asked Rob a simple question: What does good actually look like? Rob realized that most founders don't have clear standards for ...
10 Jul 43min
Five Lessons from 50 Startups That Reached $1M ARR
What do startups that reach $1 million ARR have in common? Rob has helped more than 50 startups grow from $0 to $1 million ARR. In this episode, he reflects on the patterns that show up across startup...
3 Jul 34min
Are they pulling? (aka: avoiding "seems-like-pull-but-isn't")
People with PULL try to buy. People without PULL often sound interested, ask questions, and give positive feedback - but don't initiate purchase-shaped actions. Rob explores one of the most costly mi...
26 Jun 31min
If your product hasn't taken off (radical simplification)
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 ...
19 Jun 22min
Learn from 2 *real* founder sales calls (Rob teardowns)
Sales teardown #1: https://youtu.be/3TsrrMSXIfg Sales teardown #2: https://youtu.be/9a78RWkaALM Links Rob's Substack: The Physics of Startups Sept 2026 PMF Camp: InformationAI Rob waitlist: https://...
12 Jun 14min
What founders get wrong about pilots / POCs / trials
Your pilots are going well. Users are getting value. Usage is increasing. So why aren't customers buying? Or buying still is painful? Rob unpacks a common startup assumption: if a pilot succeeds, the ...
5 Jun 30min
The first two things that matter in a startup ("Aero mode")
When founder is getting started, they might be juggling multiple different ICPs and value props. Rob in this episode discusses why the goal is to eliminate all the "might work" and get to "weird if it...
29 Mai 28min
