The Physics of Startups
Rob Snyder
5 episodes
The Zen of sales calls (aka: stop feeling anxious)
- Rob Snyder says asking how to build sales confidence means you're thinking about sales wrong.
- He argues people buy when they are stuck and blocked, so sellers should look for pull, not push.
30 Oct · 24 min
How to grow the fastest startup possible (no speed limits): The Case Study Factory
- Rob Snyder's case study factory drew blank stares, including from Lenny, until one founder got it and started implementing.
- Snyder says startup growth is limited only by pull in the market and how well you capture it.
23 Oct · 38 min
AMA: Workday PULL, B2C, AI in outbound
- Rob Snyder says Workday's awful user experience is irrelevant because HR buyers choose on legal compliance and customization across jurisdictions.
- Snyder blames LinkedIn outreach going mainstream, not AI, for outbound pipeline bottlenecks and urges cold calling, events, and founder-led sales.
20 Oct · 21 min
PULL isn't a "rational argument" (in defense of "Me-search")
- Rob Snyder defends me-search, saying Hayek's The Counter-Revolution of Science shows the analytical approach to customers is wrong.
- Snyder says understanding the customer's mind is the one percent foundation under his case study factory, the only way to grow as fast as possible.
16 Oct · 24 min
Latent Demand: Do customers always "know" what they'll buy?
- Rob Snyder argues latent demand was already there and a new technology or category merely reveals it.
- Rob Snyder says finding actual demand is the hardest part because once demand is found everything downstream is basically a math equation.
9 Oct · 34 min