The Physics of Startups with Rob Snyder

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

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.

Navigating product-market fit can be daunting, but it can be streamlined into three straightforward steps. Directly engaging with potential customers can reveal demand far quicker than elaborate discovery processes. Rob uses a barbell analogy to illustrate how founders often get caught in complex busywork to dodge critical tasks like selling. He emphasizes the importance of motivation and regular customer conversations to break through bottlenecks. Simplifying the journey may just be the key to startup success.