How companies become generational
A frequent critique Rob hears of "Sell then build" is that it's fine for a 'lifestyle business' but can't possibly result in a unicorn or generational company. ...Right? So Rob dug into the histories...
30 Jan 52min
The aerodynamics of sales
Rob discusses the evolution of sales calls from the first version (often awkward, typically clunky and uncomfortable for the prospect, and not effective) to the various iterations he sees with each st...
23 Jan 44min
How to understand customers
A 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...
16 Jan 44min
Do I have a "PMF problem" or "Sales Execution problem"?
Among 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 ...
9 Jan 47min
How to start a sales call ("Discovery" that doesn't suck)
Discovery 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 cu...
19 Dec 202541min
Nobody "wants" AI (and other lessons from Henry Ford)
Highly recommend reading this week's Substacak as the language around supply and demand is precise: LINK Rob Snyder dives into how to think about Demand as it relates to AI - using both historical (Fo...
12 Dec 202547min
PULL is everywhere (AKA: Your business is not the exception)
If 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...
5 Dec 202544min
The PULL framework (finding PMF)
PULL (Project-Unavoidable-Looking for options-encountering Limitation) is the key concept that founders need to understand to sell and find PMF. Rob has refreshed his definitions and this conversatio...
21 Nov 202549min
