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Business

The Physics of Startups

by Rob Snyder
EntrepreneurshipBusiness
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Latest episodes

  • The Zen of sales calls (aka: stop feeling anxious)

    October 30, 2026 · 24 min

    Feel anxiety about sales calls? Dread? Or find that you’re on a sales “emotional roller coaster” talking with customers  (if so, we’ve all been there) Today we’re digging into the mindset behind feeling comfortable - even excited - about…

  • How to grow the fastest startup possible (no speed limits): The Case Study Factory

    October 23, 2026 · 38 min

    If you could only take *one action* that would cause the fastest growth possible for your startup, what would you do?  Cue: The Case Study Factory.   Rob breaks down why this is the mental model the fastest growing startups use to cause…

  • AMA: Workday PULL, B2C, AI in outbound

    October 20, 2026 · 21 min

    We're answering your questions in this bonus! These are all taken from comments in YouTube. Leave a comment on an episode or email me: rc@reframeb2b.com.   What changes about PULL in crowded markets w/ competition?Are "Mandatory to buy"…

  • PULL isn't a "rational argument" (in defense of "Me-search")

    October 16, 2026 · 24 min

    This one is for all the analytical founders in our audience. "Me-search" (the act of analyzing your own experience and projecting onto a group, like in marketing) is a villain in business schools, but Rob argues that it does hold an…

  • Latent Demand: Do customers always "know" what they'll buy?

    October 9, 2026 · 34 min

    There's a frequent question that Rob gets from founders who are developing new technologies - it takes forms like:  What if I'm creating a new category? What if the customer doesn't know they need our product? Today, we're digging into the…

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  • Choosing your ideal customer: Is buying optional?

    October 2, 2026 · 32 min

    There's a bug in a founder's brain (or at least mine) that likes to fantasize about all the benefits for customer (alleviating pain points, delivering value, helping differentiate, ...), while ignoring the more important question:  "Could…

  • How to run customer discovery (aka: surfacing PULL fast)

    September 25, 2026 · 41 min

    Customer discovery can be very intimidating. What do I ask? How do I build a connection? How do I improvise?  We're digging into how Rob thinks about discovery, common mistakes, and ways that Rob uses to uncover real customer PULL that…

  • The Product-Market Fit Map (where should you focus?)

    September 18, 2026 · 32 min

    Every founder has a million different things they could be doing, but where should they focus? What will actually move the needle and unlock their business to take off? In this episode, we get an inside view on how Rob works with a new…

  • When to make your first sales hire?

    September 11, 2026 · 32 min

    There's a lot going on with a first sales hire - When? Who? What to hire them for? It's a question that Rob sees from a few angles, often taking the form of: "I can't sell my product but I think someone with sales experience can" or "My…

  • No more PULL Hypotheses! (introducing the PULL Anecdote)

    September 4, 2026 · 29 min

    Sorry, folks. The PULL Hypothesis is out. Rob observed that founders and teams were holding too tightly onto the PULL Hypothesis and too tempted by abstractions, which prevented them from understanding and serving customer demand.  BUT…

  • What CAUSES startups to take off? (Because / Despite / Irrelevant)

    August 28, 2026 · 34 min

    Why does a startup with a great product, a strong team, and glowing pilot feedback still fail to sell? But others with rudimentary products, ugly sales materials, and first-time teams take off? Rob gives a way of understanding startup…

  • Cold Outbound (from Rob's a16z talk)

    August 21, 2026 · 35 min

    Everyone's favorite topic - outbound!  Think about your LInkedIn or email inbox - what makes most cold outbound so bad? Rob breaks down what actually causes someone to take a meeting from a cold message, and what you are probably doing…

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About the show

Most 0-to-1 and product-market fit advice is a pile of things that worked for someone, once. This show is built on causal relationships, not tactics.  Rob Snyder has helped 50+ startups go from $0 to $1M ARR. He's the creator of the PULL framework and author of "The Power of PULL" which explains why customers buy and why some startups scale and others stall.  For VC-backed and bootstrapping founders who are tired of advice that sounds smart but doesn't work.  More about Rob: https://www.robsnyder.org