Translating customer language 101
One of the most challenging things about identifying PULL in customers is understanding what they are telling you. In this conversation, Rob discusses the “hairball” that customers often spit out - a ...
27 Mar 48min
Rob's B2B Sales Call Script (finally)
Rob's B2B Sales Call Script: LINK You asked, Rob answered. Rob is open-sourcing his sales call script that he uses with founders and heads of sales to identify PULL and pitch supply in a way that cust...
20 Mar 49min
Behind a $300M exit: Interview w/ Palash Soni from Goldcast
Palash Soni founded Goldcast, a video-first B2B event marketing platform which was acquired by CVent in December 2025 reportedly for $300M. Palash and Rob have known each other for several years, and...
13 Mar 46min
The "PULL Theory" of business
A startup is not many things - it's "one thing" - and it obeys laws of evolution. The best way to understand how the evolution works is through the PULL framework, and Rob sheds light on the continuum...
6 Mar 45min
Exponential PULL (aka: stop slogging it out)
Why do some startups take off ($25M ARR within 2 years) while others - with equally talented founder teams, with equally unique tech, with equally attractive markets, … - struggle to reach $500k, $1M ...
27 Feb 46min
Learning from Infomercials: How to describe your product
Today we’re learning from true masters of their craft - the heroes behind infomercials and “As seen on TV” product - who understand PULL more intuitively than the best marketers. Rob breaks down the “...
20 Feb 41min
Is your customer BLOCKED or COPING?
There are two types of PULL out there. If a customer has either of them - and if your Supply fits - they will rip a product out of your hands. Here is how Rob defines them: COPING PULL: A buyer who is...
13 Feb 50min
Cyberstarts: Inverting the idea stage
Cyberstarts (VC focused on cybersecurity) has an insane hit rate - its first fun turned $50M into $2B within 3 years investing in 9 founders. Founded by Gili Raanan, their approach (which they call "S...
6 Feb 48min
