The Physics of Startups with Rob Snyder

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

Link to blog post "Could work vs. Weird if it didn't work": LINKRob 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 Fit08:54 Minimizing Failure in Startups11:45 The 'Could Work' vs. 'Would Be Weird If It Didn't' Approach13:41 Practical Applications of the Framework17:24 Identifying Ideal Customers19:04 Hiring and Fundraising Strategies21:45 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

Discover the four elements of a 'Sales Sprint' for startups! Learn how to execute sales calls effectively and refine your approach based on real-world examples. The importance of identifying your ideal customer base is highlighted, ensuring sales strategies are rooted in genuine demand. Engaging in meaningful conversations transforms sales tactics from being product-focused to client-centered. Plus, analyze post-call insights to iteratively enhance your sales strategy. It's a practical guide to navigating the world of startup sales!

Explore the art of identifying startup ideas that truly resonate with customer needs. Learn how to navigate the complexities of demand and avoid common pitfalls. Discover the importance of robust customer engagement, including discovery interviews to validate your hypothesis. Understand the dynamic relationship between product development and customer priorities, and shift towards meaningful, experience-based retention. Enjoy real-life examples that highlight the essential criteria for successful startups in today's evolving market.

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