The Physics of Startups
Episodes
Rob's B2B Sales Call Script (finally)
20 Mar 2026
Contributed by Lukas
Rob's B2B Sales Call Script: LINKYou asked, Rob answered. Rob is open-sourcing his sales call script that he uses with founders and heads of sales...
Behind a $300M exit: Interview w/ Palash Soni from Goldcast
13 Mar 2026
Contributed by Lukas
Palash Soni founded Goldcast, a video-first B2B event marketing platform which was acquired by CVent in December 2025 reportedly for $300M. Palash and...
The "PULL Theory" of business
06 Mar 2026
Contributed by Lukas
A startup is not many things - it's "one thing" - and it obeys laws of evolution. The best way to understand how the evolution works is ...
Exponential PULL (aka: stop slogging it out)
27 Feb 2026
Contributed by Lukas
Why do some startups take off ($25M ARR within 2 years) while others - with equally talented founder teams, with equally unique tech, with equally att...
Learning from Infomercials: How to describe your product
20 Feb 2026
Contributed by Lukas
Today we’re learning from true masters of their craft - the heroes behind infomercials and “As seen on TV” product - who understand PULL more in...
Is your customer BLOCKED or COPING?
13 Feb 2026
Contributed by Lukas
There are two types of PULL out there. If a customer has either of them - and if your Supply fits - they will rip a product out of your hands. Here is...
Cyberstarts: Inverting the idea stage
06 Feb 2026
Contributed by Lukas
Cyberstarts (VC focused on cybersecurity) has an insane hit rate - its first fun turned $50M into $2B within 3 years investing in 9 founders. Founded ...
How companies become generational
30 Jan 2026
Contributed by Lukas
A frequent critique Rob hears of "Sell then build" is that it's fine for a 'lifestyle business' but can't possibly result in...
The aerodynamics of sales
23 Jan 2026
Contributed by Lukas
Rob discusses the evolution of sales calls from the first version (often awkward, typically clunky and uncomfortable for the prospect, and not effecti...
How to understand customers
16 Jan 2026
Contributed by Lukas
A lot of the advice around "understanding / empathizing with customers" or "being customer centric" advises interviews or maybe ev...
Do I have a "PMF problem" or "Sales Execution problem"?
09 Jan 2026
Contributed by Lukas
Among the hardest parts of early sales calls is figuring out what isn't working - "Do I have PMF but I'm screwing up the sale, or do I ju...
How to start a sales call ("Discovery" that doesn't suck)
19 Dec 2025
Contributed by Lukas
Discovery is very important - but it's poorly understood what exactly you should be looking for in the first moments of a sales call and founders ...
Nobody "wants" AI (and other lessons from Henry Ford)
12 Dec 2025
Contributed by Lukas
Highly recommend reading this week's Substacak as the language around supply and demand is precise: LINKRob Snyder dives into how to think about D...
PULL is everywhere (AKA: Your business is not the exception)
05 Dec 2025
Contributed by Lukas
If you wonder if "PULL" is relevant for your business ("But I sell into enterprise!" "I'm in B2C!" "I sell hard...
The PULL framework (finding PMF)
21 Nov 2025
Contributed by Lukas
PULL (Project-Unavoidable-Looking for options-encountering Limitation) is the key concept that founders need to understand to sell and find PMF. Rob h...
The 3 sales pathologies (Helpful, Noble, Smart)
14 Nov 2025
Contributed by Lukas
Rob and RC dive into three common (and self destructive) sales pathologies that Rob sees in founders: The "Helpful" founder who thinks s/he ...
Strict Productivity (aka: Understanding superhuman founders)
07 Nov 2025
Contributed by Lukas
Blog post: "Strict Productivity" on https://howtogrow.substack.com/Work with Rob: www.robsnyder.orgRob and RC discuss productivity based on ...
Customer Success (the "bullet train to retention")
31 Oct 2025
Contributed by Lukas
Full Substack post "Customer Success": https://howtogrow.substack.com/Work with Rob: InfoRob's Miro: https://bit.ly/4q9JiP3Rob and RC fo...
The Divine Lever (What pulls you? A new concept)
24 Oct 2025
Contributed by Lukas
Read "The Divine Lever" in Rob's newsletter: https://howtogrow.substack.com November Bootcamp info: LINKRob and RC explore one of Rob...
The Demand Audit
17 Oct 2025
Contributed by Lukas
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. ...
Demand: Force against the status quo
10 Oct 2025
Contributed by Lukas
Full post on Rob's Substack: LINK (Post: "Force against the status quo")Info on working with Rob: LINKRob has sharpened his theory on wh...
Bend the world to fit demand
03 Oct 2025
Contributed by Lukas
*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&#...
What's your founder operating philosophy?
26 Sep 2025
Contributed by Lukas
This week's newsletter: "What is your operating philosophy?" Rob's Substack: https://howtogrow.substack.com/ Rob's "Unifyin...
Pipeline: Getting to 5-10 calls / week
19 Sep 2025
Contributed by Lukas
Link to Rob's newsletter: https://howtogrow.substack.comThis week's newsletter: "Pipeline mega-post"Rob and RC dive into one of Rob&...
Startups that Find Demand vs. 'Conjure' Demand
12 Sep 2025
Contributed by Lukas
Blog post on Rob's Substack: https://howtogrow.substack.com/ In this episode, Rob digs into the difference between Conjuring Demand (where a found...
How to build the 'right' product
05 Sep 2025
Contributed by Lukas
Basecamp video (highly recommend) - LINK This newsletter, "How to build the 'right' product": https://howtogrow.substack.com/ Rob and RC dig into feat...
The step-by-step sales process for founders
29 Aug 2025
Contributed by Lukas
This week's newsletter "The Physics of Sales pt 2": LINKPrevious newsletter: "The Physics of Sales": LINK This week, RC and Ro...
The physics of startup sales
22 Aug 2025
Contributed by Lukas
Newsletter post: The Physics of Sales Rob and RC explore the fundamental differences between the "seller-push" approach to sales and the &qu...
'Weird if it didn't work'
15 Aug 2025
Contributed by Lukas
Link to blog post "Could work vs. Weird if it didn't work": LINKRob and RC dive into the difference between a 'could work' minds...
How to figure out 0-1 sales
08 Aug 2025
Contributed by Lukas
Link to blog post: https://bit.ly/3Hn3rPZ Rob Snyder discusses the 4 parts to a "Sales Sprint", including how to execute each element (PULL ...
The art of finding startup ideas that work
01 Aug 2025
Contributed by Lukas
Link to blog postSummary: Rob Snyder delves into the complexities of startup fundamentals, exploring how founders can effectively identify demand, nav...
The Hard Thing about Simple Things
24 Jul 2025
Contributed by Lukas
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 m...
Fix your GTM with Toll Booths (and Samurai Swords)
24 Jul 2025
Contributed by Lukas
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 o...
The path to PMF demystified (finally)
24 Jul 2025
Contributed by Lukas
Full blog post: Rob Snyder discusses how startups find product-market fit (PMF) , including the *case study* and the *factory*, which are essential...
The Startup Landscape: Waves, Dams, and Rivers
24 Jul 2025
Contributed by Lukas
Full blog post: In this conversation, Rob Snyder and RC explore how individual demand scales into market momentum ("demand aggregation"), and introduc...