The Physics of Startups with Rob Snyder

Rob and RC dig into what you should do when you have lukewarm demand or something isn't working quite like it should and you aren't sure why. Includes pragmatic discussion of how to do a Demand Audit, and the difference between several "Demand problems" and "Execution problems" (the tl;dr - your problem might not be that you don't have Demand). LinksFull post in Rob's Substack, "The Demand Audit": ⁠LINK⁠Miro Board with demand Audit instructions: ⁠LINK⁠ Info on working with Rob: ⁠LINK----Rob's website: www.robsnyder.orgConnect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://howtogrow.substack.com/

Full post on Rob's Substack: LINK (Post: "Force against the status quo")Info on working with Rob: LINKRob has sharpened his theory on what exactly is demand for startups. Rob and RC dive into this, exploring how Demand behaves like a "Force against the status quo" - which has both magnitude (how much the customer wants change) and direction (what shape they want). This theory builds on Rob's Demand, Supply and PULL frameworks - and is helpful especially for founders struggling with lukewarm demand, difficulty closing deals, mixed messages from customers, demos, outbound, etc.--Rob's website: https://www.robsnyder.orgRob's Substack: LINK

*Kind of hilarious retraction*: Rob's wife let him know they use Huggies, not Pampers. Substack post: Bend the world to fit demandMore about Rob's November bootcamp: GOOGLE DOCRob and RC dive into the concept of Supply today (mostly "product" focused), specifically taking the approach of where does supply originate? The conversation goes into how supply should take shape, how to understand demand before developing supply, what to do if you already have supply that you're trying to sell, and, of course, Pampers diapers. ---Connect on LinkedIn w/ Rob: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights w/ Rob: https://howtogrow.substack.com/ More about Rob / work with Rob: www.robsnyder.org#PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales

Explore the intriguing concept of a 'Founder Operating Philosophy' and how it shapes success. Discover the pitfalls of half-hearted sales efforts and the misconception that fundraising equals success. Rob shares his 'Unifying Theory of Startups,' emphasizing demand as the foundation for building a sustainable business. Learn how calendar choices reflect deeper beliefs and the importance of confronting uncomfortable truths. This discussion invites listeners to refine their operating philosophies for better outcomes.

Link to Rob's newsletter: https://howtogrow.substack.comThis week's newsletter: "Pipeline mega-post"Rob and RC dive into one of Rob's least favorite, but most in-demand topics: pipeline. Conversation covers how to get to 5-10 calls per week even before you have a product, how to craft outbound that people don't hate, and when to convert to a 'toll-booth' approach. ----Rob's website: www.robsnyder.orgConnect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1 Weekly founder insights: https://howtogrow.substack.com

Blog post on Rob's Substack: https://howtogrow.substack.com/ In this episode, Rob digs into the difference between Conjuring Demand (where a founder has an idea of how the world should work) vs. Finding Demand (where buyers are trying to accomplish something and pull products that help them solve that). He touches his perspective on startups like Clay and Drift, and how he takes a "Demand"-based perspective to think about startups from outside-in (or in pitch decks). ----Rob's website: www.robsnyder.orgConnect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://howtogrow.substack.com/

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----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

This week's newsletter "The Physics of Sales pt 2": LINKPrevious 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.----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 Journey01:04 Understanding Demand vs. Supply in Sales02:20 The Concept of Demand in Product Development06:04 Defining Demand and Supply07:42 Seller Push vs. Buyer Pull Dynamics14:36 The Power of Buyer Pull20:01 The Experience of Sales Conversations22:08 Self-Diagnostics for Sales Approaches25:56 Navigating Competitive Environments30:02 Key Takeaways from the DiscussionConnect 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

Explore the intriguing mindset of 'Weird if it didn't work' compared to 'could work' in startup success. Discover how understanding product-market fit is crucial for new segments and why real demand should be distinguished from mere interest. Learn why it's essential to create compelling narratives for investors and hire effectively for replicable success. The hosts dive into practical strategies for engaging customers, testing demand, and focusing on what truly matters in building a thriving startup.