how to analyze your sales calls to find PMF - by Rob Snyder

Sales is research; we learn what & how to sell by selling. (Then, we learn by delivering - PMF is about retention, not just acquisition; that’s for another post.) How do we do this? My patent-pending 3-step process: Schedule a bunch of sales calls Have those calls *and record them* (I use Fathom, it’s free) Review each sales call and dissect it After reviewing hundreds of my sales calls and watching 100+ other founders’ sales calls… it’s pretty straightforward how to review your sales calls. Here’s what product-market fit should feel like in a sales call: They are supposed to buy, more than we sell It should be a no-brainer for them, and simple for us How do we get there? Well, we find all the places where the OPPOSITE is happening. I look for two main kinds of bugs: Places where I feel like I’m pitching, persuading, or trying to convince them (aka: I’m pushing, they’re not pulling) Places where they have questions and objections These signal to me that something is wrong. One of my fa

Sales is research; we learn what & how to sell by selling. (Then, we learn by delivering - PMF is about retention, not just acquisition; that’s for another post.) How do we do this? My patent-pending 3-step process: Schedule a bunch of sales calls Have those calls *and record them* (I use Fathom, it’s free) Review each sales call and dissect it After reviewing hundreds of my sales calls and watching 100+ other founders’ sales calls… it’s pretty straightforward how to review your sales calls. Here’s what product-market fit should feel like in a sales call: They are supposed to buy, more than we