276 - Go Hug Your Hell Yes Customers
Rob Snyder is founder and advisor to b2b startups, Fellow at Harvard Innovation Labs, and Operating Partner at Grix VC. He wrote a book called The Power of PULL which I recommend to folks that are building 0 to 1 (and beyond).
We discuss:
Quick explanation of PULL;
Anything less than "Hell Yes!" is a no, but this is not what we learn in sales;
The Rule of One and focus on one person when you’re creating your PULL hypothesis;
Are aesthetics even meaningful;
Why selling and delivering needs to be a startups primary form of research (wait what about customers);
What happens when you had PULL, scaled it, and now growth is stalling;
One thing you're working on that you don't fully know how to solve yet.
Jump in:
02:14 Understanding the Concept of PULL
08:58 The Importance of Hell Yes Customers
12:38 The Rule of One in Customer Understanding
17:07 Aesthetic Differentiation: Meaningless or Meaningful?
22:49 Customer Conversations
28:44 Navigating Sales Challenges and Growth Stalls
33:05 Understanding Demand vs. Supply in Startups
39:42 Current Challenges
Subscribe to Building With Buyers on Apple or Spotify or wherever you like to listen, and don't forget to leave a review if you're lovin' the show.
Rob on LinkedIn: www.linkedin.com/in/rsnyder1
Rob's website: robsnyder.org
Anna on LinkedIn: linkedin.com/in/annafurmanov
Website: furmanovmarketing.com
Newsletter: One Insight
