The Physics of Startups Rob's B2B Sales Call Script (finally)
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Mar 20, 2026 
Rob Snyder, 3x founder and Harvard Innovation Lab fellow who advised startups and McKinsey alum, shares his open B2B sales call script. He explains how tiny wording shifts change outcomes. He focuses on finding customer PULL before pitching, structuring calls from discovery to supply, and keeping demos minimal to reduce friction.
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Big Sales Decks Often Kill Deals
- Long, feature-heavy sales decks often sabotage deals because they assume you must convince buyers.
- Rob argues many decks actually give prospects reasons to object and distance themselves from purchase.
Pull Versus Push Explains Why Customers Buy
- Sales succeed when customers have an existing, urgent job-to-be-done not because your product convinces them to buy.
- Rob contrasts push theory (you convince buyers) with pull theory (buyers are blocked and will grab a fitting solution).
Use A Two‑Part Demand Then Supply Call Structure
- Structure every sales call into intro, discovery (demand), transition, supply (concept then how), and next steps.
- Use the flow to first surface pull, then offer the smallest supply that directly fits that pull to reduce objections.