All Episodes

Investor PULL (what VCs actually want)

Buying is weird and rare (a reality check)

How Rocksalt.ai went from Push to Pull

DECK DROP - Rob's latest

Cause vs. Benefit | The Quickbooks lesson

The fusion engine for progress (PULL applied to capitalism)

Translating customer language 101

Rob's B2B Sales Call Script (finally)

Behind a $300M exit: Interview w/ Palash Soni from Goldcast

The "PULL Theory" of business

Exponential PULL (aka: stop slogging it out)

Learning from Infomercials: How to describe your product

Is your customer BLOCKED or COPING?

Cyberstarts: Inverting the idea stage

How companies become generational

The aerodynamics of sales

How to understand customers

Do I have a "PMF problem" or "Sales Execution problem"?

How to start a sales call ("Discovery" that doesn't suck)

Nobody "wants" AI (and other lessons from Henry Ford)

PULL is everywhere (AKA: Your business is not the exception)

The PULL framework (finding PMF)

The 3 sales pathologies (Helpful, Noble, Smart)

Strict Productivity (aka: Understanding superhuman founders)

Customer Success (the "bullet train to retention")

The Divine Lever (What pulls you? A new concept)

The Demand Audit

Demand: Force against the status quo

Bend the world to fit demand

What's your founder operating philosophy?

Pipeline: Getting to 5-10 calls / week

Startups that Find Demand vs. 'Conjure' Demand

How to build the 'right' product

The step-by-step sales process for founders

The physics of startup sales

'Weird if it didn't work'

How to figure out 0-1 sales

The art of finding startup ideas that work

The Hard Thing about Simple Things

Fix your GTM with Toll Booths (and Samurai Swords)

The path to PMF demystified (finally)

The Startup Landscape: Waves, Dams, and Rivers