The Physics of Startups

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: ⁠LINK⁠PMF Camp / Work with Rob: ⁠LINK⁠Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠Connect with Rob on LinkedIn: ⁠LINK⁠

Rob's B2B Sales Call Script: LINKYou 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: ⁠LINK⁠Work with Rob: ⁠LINK⁠Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠Connect with Rob on LinkedIn: ⁠LINK⁠

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: ⁠LINK⁠PMF Camp / Work with Rob: ⁠LINK⁠Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠Connect with Rob on LinkedIn: ⁠LINK⁠

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

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: ⁠LINK⁠PMF Camp / Work with Rob: ⁠LINK⁠Pre-order Rob's book ("The Power of PULL") - ⁠Amazon⁠Connect with Rob on LinkedIn: ⁠LINK⁠