The Physics of Startups

Feel anxiety about sales calls? Dread? Or find that you’re on a sales “emotional roller coaster” talking with customers 
(if so, we’ve all been there)
Today we’re digging into the mindset behind feeling comfortable - even excited - about sales calls. And how to use customer demand and the formula from the PULL framework to make sales calls something you don’t dread. 
This post: “The Zen of sales”  
Post: The Demand Lens 
PMF Camp / Group Cohort info: LINK 
Rob on Lenny's Podcast: LINK 
Links
Rob's Substack: The Physics of Startups 
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org 
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

If you could only take *one action* that would cause the fastest growth possible for your startup, what would you do? 
Cue: The Case Study Factory.  
Rob breaks down why this is the mental model the fastest growing startups use to cause their products to blow through all speed limits. 
The key is in thinking about your startup as a factor for producing success case studies - and understanding the machines (Pipeline + Sales + Delivery) in your factory and how to optimize them. 
Recommend checking out the Substack post: How to grow the fastest 
Want Rob to help diagnose your bottleneck? Info here 
Links
Rob's Substack: The Physics of Startups 
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org 
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

We're answering your questions in this bonus! These are all taken from comments in YouTube. Leave a comment on an episode or email me: rc@reframeb2b.com.  
What changes about PULL in crowded markets w/ competition?
Are "Mandatory to buy" and "Weird not to buy" different? 
How has AI changed the outbound / pipeline game?
What is PULL for Workday if it's not a good user experience? (HR software) 
Does PULL apply to B2C, or just B2B? 
Links
Rob's Substack: The Physics of Startups 
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org 
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

This one is for all the analytical founders in our audience.
"Me-search" (the act of analyzing your own experience and projecting onto a group, like in marketing) is a villain in business schools, but Rob argues that it does hold an important insight within your reach:
Understanding how humans are not robots and more deeply grasping what PULL is and "feels like" - which is the driving force behind your startup.

We discuss when an analytical approach vs. "feelings" is appropriate, and how to do the "me-search" exercise in your life to build the instinct of looking for PULL for customers, not rational arguments.

Read the full Substack post: In defense of "me-search"
Links
Rob's Substack: The Physics of Startups 
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org 
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

There's a frequent question that Rob gets from founders who are developing new technologies - it takes forms like: 
What if I'm creating a new category? 
What if the customer doesn't know they need our product? 
Today, we're digging into the concept of "Latent Demand" - what a customer prioritize right now if only there was a way. 
The critical concept here is that a customer is leaning against something. In this episode, we'll try to understand what that looks like and implications for founders who suspect they are targeting a "latent demand" in customers.
Blog post: Latent Demand in Rob's substack, The Physics of Startups
Links
Rob's Substack: The Physics of Startups 
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org 
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/