<p>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 step improving incrementally. </p><p>The discovery sharpens, then the customer targeting, then the pitch, the demo, the sequencing of calls, and the offer / conversion.</p><p>This is a very practical episode and Substack for founders and early sales hires that are noticing &#39;friction&#39; in their sales process and struggling to understand how to think about improving. </p><p>Rob&#39;s newsletter: <a href="https://howtogrow.substack.com/ " target="_blank" rel="noopener noreferer">LINK </a>- this week&#39;s post: &quot;The aerodynamics of sales&quot;</p><p>Join Rob&#39;s upcoming PMF Camp: <a href="https://bit.ly/4aQcuWa " target="_blank" rel="noopener noreferer">LINK</a></p><p>Pre-order Rob&#39;s book, &quot;The Power of PULL&quot;: <a href="https://amzn.to/48KC1yv" target="_blank" rel="noopener noreferer">AMAZON</a></p><p>Rob&#39;s website: <a href="https://www.robsnyder.org" target="_blank" rel="noopener noreferer">www.robsnyder.org</a></p>