The Physics of Startups with Rob Snyder PULL is everywhere (AKA: Your business is not the exception)
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Dec 5, 2025 Explore the concept of 'PULL' and why it's essential for startups. Discover how this idea applies across sectors, from enterprise sales to B2C. Learn about turning a single enterprise sale into repeatable demand and the tactics to uncover 'PULL' in large customers. Delve into the differences between SMB and enterprise dynamics, plus see how consumer product design benefits from hands-on customer observations. The discussion even touches on hardware validation and the importance of listening to sales calls to identify buyer urgency.
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Startups Exist To Find Pull
- Pull is the set of conditions that make a buyer effectively compelled to buy now.
- Startups exist to find repeatable pull, not to build products and hope people care.
AI Coach Founder Pivoted Into Healthcare
- A founder selling an AI executive coach failed until a healthcare exec described a pressing need.
- The founder built a manual report, got feedback, and landed $250k of revenue in months.
Ask What They'll Pay To Solve It
- Ask prospects directly, "What would you pay me to do?" to uncover real projects they need solved.
- Use simple manual deliverables (like a one-off report) to validate demand before building product.