The Physics of Enterprise Sales

Does selling to a Fortune 100 company need a different playbook than selling to a small business? 

Rob's take: enterprise sales runs on the same physics as other deals - you're still looking for one person with PULL. We discuss why procurement isn't actually your buyer, how to spot the person inside a big org who can buy, and why the "project plan to purchase" is where deals quietly stretch from one month to six or twelve.

Bonus: Rob's conversation with Newt Gingrich: YouTube | Apple Podcasts 

Links

• Rob's Substack: The Physics of Startups 
• Sept 2026 PMF Camp: Information
• AI Rob waitlist: https://robsnyder.org/ai-rob
• Work with Rob 1:1: https://www.robsnyder.org 
• Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
• Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
• Rob's Substack: https://thephysicsofstartups.substack.com/