Rob Snyder is the author of The Power of Pull and writes the newsletter The Physics of Startups. He has advised more than 50 startups on growing from zero to $1 million in ARR, drawing on his own experience as a founder who spent two years pushing a product the market didn’t want before accidentally stumbling onto what actually works. In this episode, we walk step by step through his framework for finding product-market fit, from coming up with an idea to closing your first handful of deals. *We discuss:* 1. The PULL framework: Project, Unavoidable, List of options, Limitations 2. Where the best startup ideas come from 3. Tactics for cold outreach and running your first sales call 4. Why Rob advises against design partners 5. Goblin mode: what to do when nothing is working 6. How to apply the PULL framework inside larger companies *Brought to you by:* https://www.lennysnewsletter.com/p/an-86-minute-guide-to-finding-pmf WorkOS—Make your app enterprise-ready, with SSO, SCIM, RBAC, and more: https://workos.com/lenny DX—Engineering intelligence for the AI era: https://getdx.com/?utm_source=lenny&utm_medium=sponsorship&utm_campaign=q42026 *Episode transcript:* https://www.lennysnewsletter.com/p/an-86-minute-guide-to-finding-pmf *Archive of all Lenny's Podcast transcripts:* https://www.dropbox.com/scl/fo/yxi4s2w998p1gvtpu4193/AMdNPR8AOw0lMklwtnC0TrQ?rlkey=j06x0nipoti519e0xgm23zsn9&st=ahz0fj11&dl=0 *Highlights:* https://lennyspodcast.com/mostreplayedmoments *Where to find Rob Snyder:* • LinkedIn: https://www.linkedin.com/in/rsnyder1 • Newsletter: https://thephysicsofstartups.substack.com • Podcast: https://open.spotify.com/show/4Cic56E1UEbU25P3v14Vkq • Website: https://robsnyder.org *Where to find Lenny:* • Newsletter: https://www.lennysnewsletter.com • X: https://twitter.com/lennysan • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/ *In this episode, we cover:* *Referenced:* • The PULL framework: https://thephysicsofstartups.substack.com/p/the-pull-framework • The ultimate guide to JTBD | Bob Moesta (co-creator of the framework): https://www.lennysnewsletter.com/p/the-ultimate-guide-to-jtbd-bob-moesta • How to find work you love | Bob Moesta (Jobs-to-be-Done co-creator, author of “Job Moves”): https://www.lennysnewsletter.com/p/how-to-find-work-you-love-bob-moesta • Jump: https://jump.ai • Linear’s secret to building beloved B2B products | Nan Yu (Head of Product): https://www.lennysnewsletter.com/p/linears-secret-to-building-beloved-b2b-products-nan-yu • Josh Woodward on LinkedIn: https://www.linkedin.com/in/joshwoodward/ • Clearly AI: https://clearly-ai.com • Emily Choi-Greene on LinkedIn: https://www.linkedin.com/in/emilycg • Spanx: https://spanx.com • Floodgate: https://www.floodgate.com • Snoop Dogg on X: https://x.com/SnoopDogg • Jira: https://www.atlassian.com/software/jira • Linear: https://linear.app • “Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel: https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr • How to close $100K+ enterprise deals, step by step | Jen Abel: https://www.lennysnewsletter.com/p/how-to-close-100k-1m-deals-step-by • Teero: https://www.teero.com ...References continued at: https://www.lennysnewsletter.com/p/an-86-minute-guide-to-finding-pmf _Production and marketing by https://penname.co/._ _For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com._ Lenny may be an investor in the companies discussed.