How to stop feeling nervous on sales calls
The Physics of Startups, 5:34: Rob compares the convincing idea of sales with his idea of why people buy.
The Physics of Startups
Rob Snyder on how startups find their first customers and product-market fit.
1,030 subscribers, 3 episodes on Skim. YouTube (opens youtube.com)
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23:43How to stop feeling nervous on sales calls
with Rob Snyder
More info
Rob Snyder used to hate his 50 cold calls a day, and now feels zero stress on sales calls.
- Rob Snyder coaches founders on go-to-market. Here he talks with a co-host who runs his own business.
- Most founders think sales means convincing people, so a lost deal feels like their fault.
- Rob thinks people buy only when they're stuck on something they're trying to do.
- He calls it pull, something inside them before they talk to you, which you can't put there.
- So in his view the job on a call is to look and listen without wanting a sale.
- Channel
- The Physics of Startups
- Guest
- Rob Snyder
- Published
- Length
- 24 min
- Views when added
- 402
- Channel subscribers
- 1,030
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38:15More info
Rob Snyder pictures a startup as a factory, and uses that to decide what to fix today.
- Rob Snyder coaches founders on growth. Co-host RC asks him about one of his newsletter posts.
- Rob's earlier idea is pull. People buy when they need something done now and their current options aren't good enough.
- Founders often think in revenue or a marketing funnel. He says neither shows where to focus right now.
- He sees a startup as a factory that turns strangers into happy customers, and fixes only its slowest step.
- He says almost nobody cared about this idea until he found a new way to explain it.
- Channel
- The Physics of Startups
- Guest
- Rob Snyder
- Published
- Length
- 38 min
- Views when added
- 479
- Channel subscribers
- 1,030
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20:48Answers to viewers' questions about when people have to buy
with Rob Snyder
More info
Why big companies keep Workday when everyone hates it, and what to do when cold outreach stops working.
- An AMA on Rob Snyder's own show. He and the host answer viewers' comments on past episodes.
- Rob works with startups on selling. One viewer says his advice got them to close 85% of sales calls.
- He calls real demand pull. The buyer has an urgent project and no good option, so not buying would be strange.
- Many people think pull means buyers in dire straits. Rob says premium products show that's wrong.
- Channel
- The Physics of Startups
- Guest
- Rob Snyder
- Published
- Length
- 21 min
- Views when added
- 350
- Channel subscribers
- 1,030
- Title on YouTube
- AMA: Workday PULL, B2C, AI in outbound (opens youtube.com)