The Power of Pull

“Filled with myriad case studies and practical solutions, this will resonate with aspiring startup founders.”

“If you don’t know why people buy things, you don’t know how to sell . . . but you also don’t know what to build. The Power of Pull gives you a theory that solves this.”—Bob Moesta, author of Demand-Side Sales 101

“This is how we built CloudLock from zero to a $293M acquisition in a few years. Now as VCs, it’s how the teams we invest in go from ideas to millions in revenue in months.”—Ron Zalkind, founding general partner, Lama Partners

“A bracing, essential corrective to startup mythology—Rob Snyder replaces wishful thinking with the blunt mechanics of what actually makes customers buy, told with hard-won clarity.”—Tom Eisenmann, professor of entrepreneurship, Harvard Business School

“Rob’s ideas have given our founders an unfair advantage as they navigate from idea to scale. Every early-stage founder should read this book.”—Gaurav Jain, cofounder and managing partner, Afore Capital

“Before they can get to repeatable sales, founders need to find a repeated, intense need. The Power of Pull is your guide to finding that intense need and fitting a product to it. After that, you’re off to the races.”—Peter Kazanjy, author of Founding Sales

“Startup entrepreneurs’ passion for their ‘killer app’ is often only matched by disappointment and failure. Any ‘great idea’ will only fly if it is met with customer enthusiasm. The Power of Pull provides a road map for resolving this conundrum, explaining why the few succeed and showing how to engage customers to turn disappointment into opportunity.”—John Seddon, managing director, Vanguard Consulting