The Physics of Startups The aerodynamics of sales
8 snips
Jan 23, 2026 Explore the evolution of sales calls from clunky beginnings to streamlined processes that cut down on friction. Discover how misaligned demand creates drag and learn strategies to refine targeting and improve buyer engagement. Rob highlights the importance of compressing pitches and demos to deliver clear value quickly. Delve into the nuances of identifying buyer triggers and adjusting the sales pipeline for better efficiency. This practical discussion is a treasure trove for founders looking to enhance their sales strategies.
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Sales Friction Is Demand Mismatch
- Demand is the force a customer applies to move from their status quo toward a goal.
- Any part of your sales process that doesn't align with that demand adds drag and reduces purchases.
Finding Dory Discovery And Long Pitches
- Founders commonly run an interrogation-style discovery then a long pitch that impresses but doesn't connect.
- That sequence leaves prospects confused and unsure if the product fits their needs.
Disqualify Early Using Poll Discovery
- Ask a few poll-style discovery questions that surface the specific trigger events that produce demand.
- Disqualify prospects early when they lack that demand and save time for higher-probability buyers.
