The Physics of Startups

Rob Snyder
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Most founders are stuck in the pain cave - and no one can tell them why. This podcast is for founders who want to understand why some startups take off and other's don't. - With Rob Snyder (3x founder, Harvard Innovation Lab fellow, ex-HBS and McKinsey). - Practical insights to help founders escape the pain cave and build profitable businesses. PMF newsletter: https://howtogrow.substack.com Work with Rob: https://www.robsnyder.org Contact: rob@reframeb2b.com

  1. -2 J

    Cause vs. Benefit | The Quickbooks lesson

    When someone buys something, they get a bunch of benefits and they may use a variety of different features, all of which provide an array of different benefits. After they buy, they explain what they like about our product based on these post-hoc benefits they received after they purchased it. But the benefits do not *predict* why someone buys. In this conversation Rob gets into the difference between cause vs. benefits of a purchase, and a surprising lesson from Quickbooks and Bobby Moesta. Rob's Substack post here: ⁠LINK⁠ PMF Camp / Work with Rob: ⁠LINK⁠ Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠ Connect with Rob on LinkedIn: ⁠LINK⁠

    20 min

  2. 3 AVR.

    The fusion engine for progress (PULL applied to capitalism)

    Rob is zooming out this week to look at what PULL means in the context of capitalism, and in particular, why it is the only system that can possibly serve people. It's taking a micro-understanding of how demand and PULL work, and thinking about its broader implications - and what this means for social entrepreneurship and alternative economic organizations. Rob's Substack post here: ⁠LINK⁠ PMF Camp / Work with Rob: ⁠LINK⁠ Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠ Connect with Rob on LinkedIn: ⁠LINK⁠

    37 min

  3. 27 MARS

    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 mix of demand, supply, history, random red herrings - and how to translate that into Demand.  Rob's Substack post here: ⁠LINK⁠ PMF Camp / Work with Rob: ⁠LINK⁠ Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠ Connect with Rob on LinkedIn: ⁠LINK⁠

    48 min

  4. 20 MARS

    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 customer's want (and actually understand and buy). In this conversation, Rob discusses common failure modes in sales calls that he sees and walks through key elements of the sales call script - from Demand to Supply. Rob's Substack post here: ⁠LINK⁠ Work with Rob: ⁠LINK⁠ Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠ Connect with Rob on LinkedIn: ⁠LINK⁠

    50 min

  5. 13 MARS

    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 in this conversation they discuss the evolution of Goldcast, why Goldcast survived when better funded competitors didn't, the acquisition process, choosing the right market, the experience of being acquired, and more. -- Rob's Substack: ⁠LINK⁠ PMF Camp / Work with Rob: ⁠LINK⁠ Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠ Connect with Rob on LinkedIn: ⁠LINK⁠

    47 min

  6. 6 MARS

    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 - from outreach and discovery to demo and onboarding / delivery. Reserve your spot in the next cohort of "The Physics of Sales." Spots are limited! https://bit.ly/4aQcuWa or reach out to Rob on LinkedIn. Read Rob's Substack post here: ⁠https://howtogrow.substack.com/ Pre-order Rob's book ("The Power of PULL") - https://amzn.to/48KC1yv Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1

    45 min

  7. 27 FÉVR.

    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 or just feel like they’re pushing instead of customers pulling? Rob jumps into that question in this week’s Substack and this podcast. The answer is that PULL is not linear - it’s logarithmic - and that explains how startups can have such divergent outcomes. Rob's Substack post here: ⁠LINK⁠ PMF Camp / Work with Rob: ⁠LINK⁠ Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠ Connect with Rob on LinkedIn: ⁠LINK⁠

    46 min

  8. 20 FÉVR.

    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 “TurboPump” infomercial, which communicates just about everything a customer needs to know within 16 seconds. Lessons include: Sequencing a sales call How to describe how your product works How to improve your sales calls using this approach How to differentiate your supply vs. others Turbo Pump infomercial: YOUTUBE https://youtu.be/MtzSgzijGyk?si=4EfpEv7MaffDvRAc  Breathe Easy Humidifier infomercial: YOUTUBE --- Work with Rob: INFO Rob's Substack post here: ⁠LINK⁠ PMF Camp / Work with Rob: ⁠LINK⁠ Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠ Connect with Rob on LinkedIn: ⁠LINK⁠

    41 min
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À propos

Most founders are stuck in the pain cave - and no one can tell them why. This podcast is for founders who want to understand why some startups take off and other's don't. - With Rob Snyder (3x founder, Harvard Innovation Lab fellow, ex-HBS and McKinsey). - Practical insights to help founders escape the pain cave and build profitable businesses. PMF newsletter: https://howtogrow.substack.com Work with Rob: https://www.robsnyder.org Contact: rob@reframeb2b.com

Informations

  • Création
    Rob Snyder
  • Années d’activité
    2025 - 2026
  • Épisodes
    38
  • Classification
    Tous publics
  • Copyright
    © Rob Snyder
  • Site web de l’émission
    The Physics of Startups

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