Rob Snyder

Rob Snyder, a founder coach and writer focused on product-market fit, dives deep into the PULL framework. He explains that PULL is when customers "rip a product out of your hands" and details its four key aspects. Discover how to navigate sales calls by understanding customer priorities and the difference between actual demand and mere desire for products. Rob debunks common misconceptions about pain points and emphasizes that customers care about their own goals. This discussion is a must-listen for founders and salespeople seeking true demand!

Rob Snyder, a three-time founder and Harvard Innovation Lab fellow, dives into the often-misunderstood art of sales discovery. He explains why many calls fail and introduces his PULL framework to identify buyer demand effectively. Listeners learn to ask the critical question, "Why did you take this call?" and how to listen for key signals within customer monologues. Rob shares strategies to avoid irrelevant pitches and demonstrates the importance of being concise, ensuring that founders maximize their chances of making a genuine connection.