The Physics of Startups with Rob Snyder – Détails, épisodes et analyse

This week's newsletter "The Physics of Sales pt 2": LINK

Previous newsletter: "The Physics of Sales": LINK

This week, RC and Rob continue last week's conversation about sales and the difference between a BUYER-PULL and SELLER-PUSH approach, including breaking down each step of the sales process and what the ideal "Buyer-Pull" approach looks like at:

Pipeline --> Call 1 --> Call 2 to close --> Customer onboarding and success.

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Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

Weekly founder insights: https://howtogrow.substack.com/

Work with Rob: www.robsnyder.org

#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales

Newsletter post: The Physics of Sales

Rob and RC explore the fundamental differences between the "seller-push" approach to sales and the "buyer-pull" approach. They discuss the common misconceptions surrounding sales strategies, and debunk the nonsense that exists out there with sales hacks and approaches that pretend to be able to "create" demand where there is none. The dialogue highlights practical advice for founders on how to align their products with actual customer demand, improve sales conversations, and navigate competitive environments effectively. The conversation includes steps that founders can take today to move toward a "buyer-pull" mentality in sales.

00:00 Introduction to Podcasting Journey

01:04 Understanding Demand vs. Supply in Sales

02:20 The Concept of Demand in Product Development

06:04 Defining Demand and Supply

07:42 Seller Push vs. Buyer Pull Dynamics

14:36 The Power of Buyer Pull

20:01 The Experience of Sales Conversations

22:08 Self-Diagnostics for Sales Approaches

25:56 Navigating Competitive Environments

30:02 Key Takeaways from the Discussion

Connect on LinkedIn w/ Rob: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights w/ Rob: https://howtogrow.substack.com/ Work with Rob: www.robsnyder.org

Link to blog post "Could work vs. Weird if it didn't work": LINK

Rob and RC dive into the difference between a 'could work' mindset and a 'would be weird if it didn't work' approach. We touch practical applications of this concept in new product development, approach to sales, approach to outbound, hiring and communicating with investors.

00:00 Introduction

02:01 Exploring Product Market Fit

08:54 Minimizing Failure in Startups

11:45 The 'Could Work' vs. 'Would Be Weird If It Didn't' Approach

13:41 Practical Applications of the Framework

17:24 Identifying Ideal Customers

19:04 Hiring and Fundraising Strategies

21:45 Mailbag

----Connect w/ Rob on LinkedIn: LINK Weekly founder insights: https://howtogrow.substack.com/ Work with Rob: www.robsnyder.org#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales

Link to blog post: https://bit.ly/3Hn3rPZ

Rob Snyder discusses the 4 parts to a "Sales Sprint", including how to execute each element (PULL hypothesis, schedule 5 sales calls, execute 5 sales calls, and analyze and refine hypothesis).

Convo includes examples of how this works "in real life" and what the goals of each step are and tactics you can apply.If you'd like to do a sales sprint supported by Rob, visit www.robsnyder.org for more info and to book 15 min to discuss w/ Rob.

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Connect w/ Rob on LinkedIn

Weekly founder Substack insights

Work with Rob: www.robsnyder.org

#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales

Link to blog postSummary: Rob Snyder delves into the complexities of startup fundamentals, exploring how founders can effectively identify demand, navigate the startup landscape, and utilize frameworks like the pull framework to ensure their products meet real customer needs. They discuss the importance of understanding where ideas come from, the role of design partners, and practical steps for founders to validate their hypotheses and achieve customer retention. The dialogue emphasizes the need for founders to engage directly with their target market to uncover genuine demand and avoid common pitfalls in the startup journey.Chapters00:00 Introduction and Context02:06 Understanding Startup Fundamentals04:05 Where Do Ideas Come From?05:52 The Search for Demand09:46 The Pull Framework Explained13:54 Identifying Unavoidable Projects17:58 Real-Life Examples of Demand21:42 The Role of Discovery Interviews28:06 The Founder Mindset: Understanding Customer Needs32:47 Navigating Waves and Dams in Startups38:56 Design Partnerships: The Pitfalls and Realities45:49 Practical Steps for Founders: Testing Hypotheses----Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://howtogrow.substack.com/ Work with Rob: www.robsnyder.org#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales

Getting to PMF is hard, but it doesn't have to be complex. Rob and RC discuss the 3 simple steps that founders should be taking to find PMF, and why most founders go to extraordinary lengths to avoid doing these things and, as a result, waste valuable time and resources.Blog post: https://bit.ly/46rYNufStarting Strength weightlifting clilp: https://www.youtube.com/watch?v=aI6qDCYvleM ----Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://howtogrow.substack.com/ Work with Rob: www.robsnyder.org#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales

Blog post - "The toll booth" - https://bit.ly/44xHBCn In this conversation, Rob Snyder and RC delve into the concept of 'toll booths' in the context of go-to-market strategies for startups. They discuss how to effectively generate demand and engage potential customers by understanding their needs and timing. The discussion includes practical examples, such as the samurai sword approach to capturing attention and the success of Datadog's conference strategy. The conversation emphasizes the importance of consolidating efforts around demand and the economics of targeted outreach versus broad marketing tactics.----Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://howtogrow.substack.com/ Work with Rob: https://www.robsnyder.org#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales

Full blog post: ⁠Rob Snyder discusses how startups find product-market fit (PMF) , including the *case study* and the *factory*, which are essential for identifying customer demand and navigating the sales and delivery process. The discussion covers the complexities of the startup journey, the significance of demand, and the need for founders to focus on solving bottlenecks in their sales and delivery processes.

Takeaways- PMF has historically been poorly defined, but it's possible to demystify.- Founders need to focus on sales earlier in their journey.- Identifying bottlenecks in the sales process is crucial for success.- Demand is a key indicator of product viability.- Achieving PMF is really freaking hard. "Nothing works until everything works." - Founders should be prepared to iterate on their strategies.Chapters00:00 - Introduction to Product Market Fit01:52 - Understanding the Importance of Sales05:15 - The Case Study Framework09:42 - The Case Study Factory12:32 - Identifying Bottlenecks in the Process15:09 - Challenges in Pipeline Development22:13 - Navigating the Sales Process26:09 - Identifying Signals in Sales Processes26:58 - Navigating the Sales Process28:07 - From Sales to Delivery30:29 - The Importance of Onboarding and Customer Engagement34:01 - Understanding the Complexity of Sales and Delivery38:00 - Case Study: Jump's Pivot to Financial Advisors40:43 - Finding Intense Demand: A Key to Success42:15 - The Pain Cave: Nothing is Solved Until Everything is Solved44:52 - Recognizing Real Demand48:37 - Implications for Founders----

• Connect w/ Rob on LinkedIn: ⁠https://www.linkedin.com/in/rsnyder1/
• ⁠Weekly founder insights: ⁠ https://howtogrow.substack.com/ ⁠
• Work with Rob: ⁠ https://www.robsnyder.org⁠

Full blog post:

In this conversation, Rob Snyder and RC explore how individual demand scales into market momentum ("demand aggregation"), and introduce a startup market framework: waves, rivers, and dams.- Waves reflect emerging, shared priorities—projects suddenly on everyone’s to-do list.- Dams represent pent-up demand blocked by bad solutions—until the right one breaks through.- Rivers are ongoing markets, available for marginal improvements and niche plays, but essentially steady demand.Rob and RC also dig into how cultural shifts, regulations, and timing shape these dynamics, and why great founders succeed by recognizing where they are (wave/river/dam), and positioning their sales and product accordingly.--------Connect w/ Rob on LinkedIn: ⁠https://www.linkedin.com/in/rsnyder1/

⁠Weekly founderinsights: ⁠ https://howtogrow.substack.com/ ⁠

Work with Rob: ⁠ https://www.robsnyder.org⁠

Basecamp video (highly recommend) - LINK

This newsletter, "How to build the 'right' product": https://howtogrow.substack.com/

Rob and RC dig into feature requests to better understand the distinction between Supply and Demand, including how supply masquerades as demand in customer feature requests, using a fantastic video from Basecamp leaders Ryan and Chris. This discussion covers topics including:

- How to know if a customer is talking about Supply and Demand

- How to get the right insights from customers to develop the right supply for their demand

- Building organizations that incorporate Supply and Demand thinking

- Applying this thinking in other parts of the startup journey (including sales)

- Mailbag about pre-sell tactics

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Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/

Weekly founder insights: https://howtogrow.substack.com/

About Rob: https://www.robsnyder.org

#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales