Latest / What is Business Development? / Episode 152: "The Power of Pull" with Rob Snyder

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Episode 152: "The Power of Pull" with Rob Snyder · What is Business Development?

• 0:04
  Speaker 1: Welcome to the Business Development Podcast, brought to you by
• 0:07
  Speaker 1: the Global Business Development Association, delivering the strategies and tactics
• 0:12
  Speaker 1: to boost your career and corporate growth.
• 0:15
  Speaker 2: Hello, BD pros, and welcome to the BD Podcast from
• 0:26
  Speaker 2: the Global Business Development Association. And today we're here with
• 0:30
  Speaker 2: our guest author, Rob Snyder. Now, Rob followed all the
• 0:35
  Speaker 2: traditional advice for launching a startup.
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  Speaker 3: He did his research. He ran experiments.
• 0:40
  Speaker 2: He raised millions in venture capital, but his company struggled
• 0:45
  Speaker 2: to get off the ground. It wasn't until he left
• 0:48
  Speaker 2: the standard playbooks behind that he was able to quickly
• 0:51
  Speaker 2: scale to millions of dollars in revenue. And now he's
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  Speaker 2: a successful serial entrepreneur whose advice has helped us hundreds
• 0:58
  Speaker 2: of founders get unstuck and start scaling. And today, He's
• 1:03
  Speaker 2: here with us on the show. But before we get
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  Speaker 2: to our discussion with Rob, let's jump into a little
• 1:08
  Speaker 2: quick discussion about the Business Development Body of Knowledge. You've
• 1:12
  Speaker 2: listened to the show before. You've heard all about the
• 1:15
  Speaker 2: Business Development Body of Knowledge, the universal guide to our
• 1:19
  Speaker 2: profession of business development. It's the official guide from the
• 1:23
  Speaker 2: Global Business Development Association. You can get the copy of
• 1:26
  Speaker 2: the book on Amazon. Once you read the book, you
• 1:29
  Speaker 2: can then go to the association website at gbdassociation.org to
• 1:37
  Speaker 2: learn how you can get your business development professional certification
• 1:41
  Speaker 2: and boost your career forward in the exciting field of
• 1:44
  Speaker 2: business development. Well, we're going to talk about an exciting
• 1:47
  Speaker 2: book today with our guest author, Rob Snyder. And this
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  Speaker 2: book is a really powerful book for business developers to
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  Speaker 2: understand how startups work and how businesses function. And, you know,
• 2:06
  Speaker 2: in business development, we serve as not just business developers,
• 2:11
  Speaker 2: but a lot of business developers end up becoming entrepreneurs
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  Speaker 2: and starting their own businesses. So I'm really excited to
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  Speaker 2: have Rob on the show today. And, you know, Rob
• 2:25
  Speaker 2: has a really interesting background. He's developing the physics of startups.
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  Speaker 2: He's a former McKinsey, Harvard Business School grad, and he's
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  Speaker 2: helped 50 plus B2B products go from zero to a
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  Speaker 2: million dollars in annual recurring revenue. He serves as an
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  Speaker 2: advisor involved with venture funds, and he even has a
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  Speaker 2: new AI product that hopefully we'll get a chance to
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  Speaker 2: talk about here on the show today. So, no further ado,
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  Speaker 2: let's welcome Rob Schneider to the show.
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  Speaker 3: Rob, welcome.
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  Speaker 4: Thanks for having me, Tony.
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  Speaker 3: Rob, it's great to have you. I'm so excited.
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  Speaker 2: Somebody with your experience and expertise, the trials and tribulations,
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  Speaker 2: the great success that you've had, not just with your
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  Speaker 2: own business, but with so many other businesses, that just
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  Speaker 2: is a testament to the skills, your tenacity, and the
• 3:26
  Speaker 2: real talent that you have So I'm excited to have
• 3:29
  Speaker 2: you share your wisdom with us and share a lot
• 3:32
  Speaker 2: about your book. And again, folks, we're talking about Rob's
• 3:36
  Speaker 2: new book. It's called The Power of Pool. The Power
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  Speaker 2: of Pool. It's available on Amazon. So Rob, tell us
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  Speaker 2: a little bit. How did you get into business development
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  Speaker 2: and why did you write the book?
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  Speaker 4: So I was dragged into business development, kicking and screaming.
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  Speaker 4: I was... You know, I worked at McKinsey. I was
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  Speaker 4: consulting in boardrooms. I went to Harvard Business School where
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  Speaker 4: I got to pontificate about business strategy. And then I
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  Speaker 4: go into a startup and I want to be building product.
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  Speaker 4: I want to be envisioning the future. I want to
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  Speaker 4: be raising money. And then it turns out that all
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  Speaker 4: that matters is sales in startups. And so I learned
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  Speaker 4: that the hard way after trying kind of everything else that, yeah, okay.
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  Speaker 4: Everything else about your business can work in theory, but
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  Speaker 4: it only works in practice when you start selling. And
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  Speaker 4: so that realization took a little while to sink in.
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  Speaker 4: And when it did, then I had to figure out
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  Speaker 4: how to sell. And business development was obviously, how do
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  Speaker 4: you get people to meet with you? How do you
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  Speaker 4: get people to care? And all those questions were really
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  Speaker 4: hard to answer.
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  Speaker 2: Yeah, they are hard to answer and we struggle with them.
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  Speaker 2: every day as business developers, but to your point, no revenue,
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  Speaker 2: no business. So let's get into the business of your book. Again, folks,
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  Speaker 2: we're talking about the power of pull with Rob Snyder. Rob,
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  Speaker 2: let's talk about the first key tactic from your book.
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  Speaker 4: Yeah, tactic one is, it sounds kind of obvious, but
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  Speaker 4: it's to focus on your hell yes customer, which is
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  Speaker 4: to say, wait a minute, we tend to focus on
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  Speaker 4: people we would like to sell to, who it would
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  Speaker 4: be great if they bought our product. It'd be awesome
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  Speaker 4: for us if they bought our product, but we can
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  Speaker 4: provide a lot of value to. And what I find
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  Speaker 4: is that those people are generally okay not buying our product.
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  Speaker 4: They're people we have to kind of push and convince
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  Speaker 4: to buy. But startups that take off, Focus on the
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  Speaker 4: people who are a hell yes, who pull the product
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  Speaker 4: out of your hands versus it feeling like you have
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  Speaker 4: to push it into theirs. And so it's the way
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  Speaker 4: people typically do that. If you already have some customers
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  Speaker 4: is you compare and contrast the ones that are hell
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  Speaker 4: yes versus the ones who aren't. Figure out, okay, what
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  Speaker 4: makes someone a hell yes customer or not?
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  Speaker 3: Yeah, I like that. Finding your hell yes customers.
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  Speaker 2: And I've used, This reference many times in the past
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  Speaker 2: and on the show where I say, look, business developers,
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  Speaker 2: we're like lifeguards, okay? We don't run around the beach
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  Speaker 2: where everybody's sitting, laying out and enjoying a picnic and
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  Speaker 2: relaxing and going, I need to save your life. No, no,
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  Speaker 2: you're scanning the horizon. You're looking for the people that
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  Speaker 2: are in distress in the water. And those are the
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  Speaker 2: people who are yelling out, hell yes, I want your help.
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  Speaker 2: Get out of here and help me. But I tell people, look,
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  Speaker 2: we're not the cops, okay? I can't force you to.
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  Speaker 3: Come with me. I'm going to swim out to you.
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  Speaker 3: I mean, I'm going to offer to save your life.
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  Speaker 3: Come with me. Don't come with me. It's up to you.
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  Speaker 2: OK, but those hell yes, customers are going to be
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  Speaker 2: doing everything to hold on to you nice and tight.
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  Speaker 2: And finding those really makes the whole process easier and
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  Speaker 2: a lot more enjoyable, rewarding, I would say, to find
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  Speaker 2: that tribe of folks that are out there that become
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  Speaker 2: ultimately your biggest champions because you saved them. They had
• 7:01
  Speaker 2: the biggest pain ever. But I also look at the
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  Speaker 2: traditional bell curve. And you're an HBS grad. OK, we're
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  Speaker 2: talking about the typical adoption curve of products. And you
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  Speaker 2: have those early adopters. And then you move into kind
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  Speaker 2: of the mainstream. And then you have the laggards at
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  Speaker 2: the back end and whatnot.
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  Speaker 3: There could be a trap.
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  Speaker 2: If you find those early adopters, you know, these are
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  Speaker 2: the people, they'll buy anything. They just love to be
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  Speaker 2: the one with the newest gizmo or, you know, I
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  Speaker 2: don't know why. Maybe, you know, they're just excited. But
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  Speaker 2: are they the hell yes customers?
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  Speaker 3: I don't know.
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  Speaker 2: Could that be a trap when you find those early adopters?
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  Speaker 2: How do you kind of help your clients navigate through that?
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  Speaker 4: I love that question. Yeah, that is a very common trap.
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  Speaker 4: I don't even like that curve because it implies that
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  Speaker 4: you should just be out there evangelizing your technology and
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  Speaker 4: finding people who like it for the technology. And those things, yeah,
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  Speaker 4: you can get customers that way, but you're basically building
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  Speaker 4: a new business at each stage in the curve. And
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  Speaker 4: the part where you're building a real business is the
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  Speaker 4: part where you're finding a use case, like somebody who
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  Speaker 4: actually needs it. And so the way that I often
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  Speaker 4: talk about this is just pretend your product doesn't exist.
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  Speaker 4: Even like zoom out, look as if you and your
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  Speaker 4: product do not exist and you're just looking out at
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  Speaker 4: the world, almost like a Sin City-like view where you
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  Speaker 4: could kind of like looking down on everything. And what
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  Speaker 4: you're looking for is somebody in that world who is
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  Speaker 4: stuck and needs help. It's like your lifeguard example. They're
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  Speaker 4: stuck and they need help before and independent of you existing.
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  Speaker 4: And if not that, oh, I want new technology, that's irrelevant.
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  Speaker 4: It's I'm trying to do something and I'm stuck. I'm
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  Speaker 4: unable to do the thing I'm trying to do. And
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  Speaker 4: if you figure that out, again, in this imaginary world
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  Speaker 4: where you and your product don't exist, then you avoid
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  Speaker 4: that adoption curve. That's like you don't have to kind
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  Speaker 4: of rebuild a business at each step along the way.
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  Speaker 4: You just focus on people who actually need your help. Great. Yeah.
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  Speaker 2: Well, I bet you after tactic number one, Rob, you
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  Speaker 2: probably already have some hands being raised, some hell yes
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  Speaker 2: customers for your book.
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  Speaker 3: Folks, we're talking.
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  Speaker 2: About the power of pull with our guest author today,
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  Speaker 2: Rob Snyder. And I can't wait to jump into tactic
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  Speaker 2: number two with you. Rob, what do you have for us?
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  Speaker 4: Yeah. So one of my favorite ones is if you're
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  Speaker 4: doing outbound, it's to send a weird message. Send a
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  Speaker 4: message that is just weird. And so the theory here,
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  Speaker 4: whenever you send an outbound message, there is a theory
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  Speaker 4: underneath that message. It's a theory of, I believe you're
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  Speaker 4: going to meet with me because like. And when I
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  Speaker 4: see most founders outreach messages, the theory is, uh, I
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  Speaker 4: want you to meet with me or you're going to
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  Speaker 4: meet with me because I want you to meet with me. Right.
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  Speaker 4: And it's, it's, you know, it's, it's all about me
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  Speaker 4: and what I want. And Oh, do you have these
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  Speaker 4: problems and pain points and like all this kind of
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  Speaker 4: stuff in there? I've seen really good outbound messages be
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  Speaker 4: sent that, um, perform insanely well. One example is, uh, hey,
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  Speaker 4: Snoop Dogg invested in my company and I thought you'd
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  Speaker 4: find it interesting too. Would you be open to chat?
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  Speaker 4: And people responded to that because obviously they will. So
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  Speaker 4: there's a weird creative element to outbound messaging that I've seen,
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  Speaker 4: especially for founders, works way better than just taking a
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  Speaker 4: kind of like templated message.
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  Speaker 3: All right. Yeah. Keep it weird, business developers.
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  Speaker 2: We've had folks on the podcast before And they've talked
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  Speaker 2: about this concept of a pattern interrupt, being different and
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  Speaker 2: being different, not just in the product. You know, we
• 10:55
  Speaker 2: learn as business developers and entrepreneurs, you have to differentiate
• 10:59
  Speaker 2: your product. But we're also talking about differentiate your content,
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  Speaker 2: differentiate how you communicate. And weird people in business development, hey,
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  Speaker 2: that's actually a good thing. you know, and that allows,
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  Speaker 2: I think, a lot of entrepreneurs and business developers, it
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  Speaker 2: encourages them to be authentic, to be unique, to be
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  Speaker 2: their real selves and just have fun with it and
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  Speaker 2: really catch the curiosity of folks.
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  Speaker 3: And I'm guilty of that too.
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  Speaker 2: You know, we want to fall into the kind of
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  Speaker 2: the traditional templates. You know, we kind of hyperanalyze things
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  Speaker 2: and And even in the age of AI, we're kind
• 11:36
  Speaker 2: of tempted to maybe ask the AI to give us.
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  Speaker 3: Whatever that cold outbound email is or whatnot.
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  Speaker 2: But you know what that AI can't do is it
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  Speaker 2: can't convey Rob. It can't convey Tony. And I think
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  Speaker 2: more and more as humans, I just want to.
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  Speaker 3: Deal with the human.
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  Speaker 2: I don't want to deal with an AI. I want
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  Speaker 2: to talk to a human. And I think this is
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  Speaker 2: really powerful. I like the Snoop Dogg thing. I think
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  Speaker 2: if we could all be so lucky to have Snoop
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  Speaker 2: Dogg buy our product and help endorse it, that would
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  Speaker 2: be fantastic.
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  Speaker 3: But that's great.
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  Speaker 2: I guess you had one company that you're helping grow
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  Speaker 2: do that.
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  Speaker 3: That's really neat.
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  Speaker 2: But for those that don't have an endorsement from a
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  Speaker 2: superstar like that, how do you coach and encourage people
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  Speaker 2: to come up with something kind of weird?
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  Speaker 4: Yeah, so there's a bunch of versions of weird that
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  Speaker 4: don't work, by the way. To be clear, I knew
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  Speaker 4: somebody who was a professional skydiver. Put that in a message,
• 12:37
  Speaker 4: guess what? Doesn't work. I don't know why it doesn't work,
• 12:40
  Speaker 4: but I guess you have to start from a theory
• 12:43
  Speaker 4: of what is most interesting to our target customer. And
• 12:48
  Speaker 4: professional skydiver for this particular audience was not very high
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  Speaker 4: on their list of things that are actually interesting. It
• 12:55
  Speaker 4: could be, oh, we're working with the coolest company in
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  Speaker 4: your space. It could be we were backed by Snoop Dogg.
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  Speaker 4: It could be I was a plumber one summer. Like
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  Speaker 4: it could be a variety of different things. And so
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  Speaker 4: there's a way I think of it is you come
• 13:08
  Speaker 4: up with a list of things about you, about your product,
• 13:12
  Speaker 4: about your potential customer and put those in like a stack,
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  Speaker 4: rank them based on what you think is going to
• 13:18
  Speaker 4: be most interesting to that person that will cause them
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  Speaker 4: to meet with And then draft a message that embodies
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  Speaker 4: that weird thing.
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  Speaker 3: Yeah, I like that.
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  Speaker 2: And this is really groundbreaking because nobody on the show
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  Speaker 2: has really come up with this methodology, this tactic of
• 13:37
  Speaker 2: kind of laying out in one column, who are you?
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  Speaker 2: And then the other column is who's your ICP? Who's
• 13:43
  Speaker 2: your ideal customer profile? Otherwise you're hell yes, customer or prospect.
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  Speaker 2: And then what's unique about your product and kind of,
• 13:54
  Speaker 2: If you can visualize it, maybe these three columns is
• 13:56
  Speaker 2: kind of trying to connect the dots between all three
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  Speaker 2: columns to figure out what would land the most.
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  Speaker 3: I think that would be fun.
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  Speaker 2: And maybe that's a situation where you can have AI
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  Speaker 2: kind of role play with you and look at that
• 14:10
  Speaker 2: list and come up with a connect the dots. But
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  Speaker 2: really going through that self-exploration. is really neat. That first
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  Speaker 2: column there is brand new that nobody's mentioned before that.
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  Speaker 3: You know, talk about you.
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  Speaker 2: What's unique about you that would catch the most attention
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  Speaker 2: of your prospect's interest?
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  Speaker 3: Okay.
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  Speaker 2: I love tactic number two. Let's move on to tactic
• 14:36
  Speaker 2: number three. And folks, we're talking to Rob Snyder and
• 14:39
  Speaker 2: his new book, The Power of Pull. We're coming in
• 14:43
  Speaker 2: at number three tactic.
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  Speaker 3: Rob, what do you have?
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  Speaker 4: Okay, this one's the inverse of a tactic, which is
• 14:49
  Speaker 4: don't convince people to buy. That feels like a crazy,
• 14:55
  Speaker 4: crazy thing to say. But what I found is if
• 14:58
  Speaker 4: you approach sales as convincing people to buy, you do
• 15:05
  Speaker 4: things that prevent them from buying. Basically, you structure your sales,
• 15:10
  Speaker 4: especially founders. So if you think I need to convince
• 15:14
  Speaker 4: them to buy, You basically poke and prod at their
• 15:17
  Speaker 4: pain points. And then you try to show them how
• 15:20
  Speaker 4: awesome and big and cool and impressive your product is.
• 15:24
  Speaker 4: And if you think about it, somebody who is trying
• 15:28
  Speaker 4: to do something and stuck doesn't need all of that.
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  Speaker 4: And in fact, the more product you show them, the
• 15:36
  Speaker 4: more you try to convince them, the less likely they
• 15:39
  Speaker 4: are to buy. Because if I'm trying to do something
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  Speaker 4: and I'm stuck, I don't need to be convinced. I
• 15:46
  Speaker 4: showed up convinced and all you're doing is persuading me
• 15:50
  Speaker 4: not to buy. And so what I see at the
• 15:52
  Speaker 4: fastest growing startups is that there's basically no convincing in
• 15:56
  Speaker 4: their sales process at all. There's very, very little. It's just,
• 16:00
  Speaker 4: what are you trying to do? Why are your existing
• 16:02
  Speaker 4: options not good enough? Okay. Sounds like you're looking for this.
• 16:06
  Speaker 4: Is that right?
• 16:07
  Speaker 3: Cool.
• 16:08
  Speaker 4: That's what we offer. What do you need to know
• 16:10
  Speaker 4: to make a decision is essentially the sales process and
• 16:13
  Speaker 4: And it is very much leaning back, feels like we're
• 16:16
  Speaker 4: both on the same side of the table, not convincing
• 16:20
  Speaker 4: you to buy.
• 16:21
  Speaker 3: Okay.
• 16:22
  Speaker 2: So for folks listening, you could not see my facial
• 16:25
  Speaker 2: expression when Rob said, don't try and sell anything to anybody.
• 16:30
  Speaker 3: That is so counterintuitive.
• 16:33
  Speaker 2: We all think we need to sell, which I have
• 16:36
  Speaker 2: to try and convert them as quickly as possible, which
• 16:39
  Speaker 2: you're advocating, Rob, is to take a different approach. And Now,
• 16:43
  Speaker 2: we have had other folks on the podcast come on
• 16:46
  Speaker 2: and say that, first of all, when you come across
• 16:52
  Speaker 2: in that mindset of, I have to make a sale,
• 16:55
  Speaker 2: first of all, whether you directly or indirectly convey it,
• 17:00
  Speaker 2: it comes across as a transaction and not you legitimately
• 17:05
  Speaker 2: being what we define as true business development, which is
• 17:10
  Speaker 2: advocating for your customers and your community in order to
• 17:15
  Speaker 2: achieve corporate growth. So there isn't the forcing. It's the simple,
• 17:20
  Speaker 2: I'm here to deliver value to you. I'm here to
• 17:22
  Speaker 2: guide you to what the next right decision may be.
• 17:26
  Speaker 3: Maybe it's me. Maybe it's not. Maybe it's one of
• 17:28
  Speaker 3: my competitors.
• 17:29
  Speaker 2: Maybe I'll point you to them because at the end
• 17:32
  Speaker 2: of the day, I'm here to help you. I'm not
• 17:34
  Speaker 2: here to help myself. And that's a real important distinction
• 17:38
  Speaker 2: between business developers and salespeople. Not to say that salespeople
• 17:42
  Speaker 2: are bad. That's a, That's a very needed skill. It's
• 17:45
  Speaker 2: a very worthwhile profession. And it's barely, it takes a
• 17:49
  Speaker 2: lot of time to understand how to do it right.
• 17:51
  Speaker 2: And salespeople are, sales is the most efficient and effective
• 17:56
  Speaker 2: means to conversion. That's what salespeople do. But before that,
• 18:00
  Speaker 2: you have the business developers. And we're there as, almost
• 18:04
  Speaker 2: as consultants, if you will. We're advocating for our prospects
• 18:09
  Speaker 2: and then we advocate for our customers when the salespeople
• 18:12
  Speaker 2: convert them. But at the end of the day, what
• 18:15
  Speaker 2: you're saying is really lean into that business development role.
• 18:19
  Speaker 2: You know, the other thing too, people have said is,
• 18:21
  Speaker 2: you know, when you kind of focus on the conversion,
• 18:27
  Speaker 2: you're coming across as desperate. And for whatever reason, humans
• 18:30
  Speaker 2: can sense that from a mile away. But, you know,
• 18:36
  Speaker 2: how do you coach your founders You know, you've done
• 18:41
  Speaker 2: some pretty impressive, 50 plus startups going from zero to
• 18:44
  Speaker 2: a million ARR. That's really impressive, especially in the B2B space,
• 18:49
  Speaker 2: because you can't necessarily leverage advertising like you can in
• 18:52
  Speaker 2: retail and all these social ads and whatnot. So that's impressive.
• 18:58
  Speaker 2: And it's easy for an entrepreneur to say, that sounds great, Rob,
• 19:01
  Speaker 2: but I need revenue.
• 19:03
  Speaker 3: I need to grow my business. So how do you
• 19:06
  Speaker 3: make that magic happen?
• 19:08
  Speaker 2: What compels somebody? to really lean into that. Yeah.
• 19:14
  Speaker 4: If you basically listen to the first part of a
• 19:16
  Speaker 4: startup sales call or a company's sales call, the potential
• 19:19
  Speaker 4: customer tends to show up and explain why they're there,
• 19:22
  Speaker 4: why they're having this conversation. And if you actually listen
• 19:26
  Speaker 4: to what they are saying, it is clear what they need.
• 19:31
  Speaker 4: But if you don't listen to that, or if you
• 19:33
  Speaker 4: hear the wrong things in that, then you're going to think, oh,
• 19:37
  Speaker 4: I need to push, I need to convince, I need
• 19:39
  Speaker 4: to tell them about our theory of the future or
• 19:42
  Speaker 4: whatever it is. And the process of doing that latter
• 19:45
  Speaker 4: part convinces the person not to buy, even if they
• 19:50
  Speaker 4: show up ready to buy. And so I've seen that
• 19:53
  Speaker 4: happen far too many times. It's just, we don't listen
• 19:57
  Speaker 4: to what are they trying to do and in what
• 19:59
  Speaker 4: way are they stuck? Because if we just hear that,
• 20:03
  Speaker 4: we can offer them something they will buy almost immediately
• 20:06
  Speaker 4: and everything else we do gets in the way of that.
• 20:11
  Speaker 3: Yeah. Learning to be that active listener.
• 20:14
  Speaker 2: And if you're actively listening to this podcast, get yourself
• 20:18
  Speaker 2: a copy of Rob's book.
• 20:20
  Speaker 3: Again, it's The Power of Pull. It's available on Amazon.
• 20:25
  Speaker 2: And Rob, if it's okay with you, I'll summarize the
• 20:27
  Speaker 2: top three tactics that we talked about. The tactic number
• 20:30
  Speaker 2: one is find your hell yes prospects that are out
• 20:33
  Speaker 2: there and help them solve their problem and They may
• 20:40
  Speaker 2: become raving fans for you. The second thing is you
• 20:46
  Speaker 2: want to engage with them. That first initial touch point,
• 20:50
  Speaker 2: that first connect, surprise them. Surprise them with something authentic,
• 20:55
  Speaker 2: truly about you that makes you different, what makes your
• 20:58
  Speaker 2: product different, and what really solves one of their problems.
• 21:02
  Speaker 2: That's a magic combo that has worked for Rob and
• 21:06
  Speaker 2: his clients that he's advised. And then the final key
• 21:10
  Speaker 2: takeaway is don't try and sell. Be there as a solver. Listen,
• 21:17
  Speaker 2: pay attention, help them solve their problem, deliver that authentic
• 21:22
  Speaker 2: advocacy to help them get to their goals. And Rob,
• 21:29
  Speaker 2: I'm so excited that you've had the chance to share
• 21:31
  Speaker 2: your wisdom with us. If somebody's goal is to engage
• 21:36
  Speaker 2: with you How can they connect with you, follow your
• 21:39
  Speaker 2: work and, uh, have access to some of the services
• 21:43
  Speaker 2: you provide and your AI tool. Maybe you can give
• 21:45
  Speaker 2: us a teaser on your AI tool and we can
• 21:47
  Speaker 2: have you back on the show to demo it.
• 21:49
  Speaker 4: Love it. Yeah. So robsnyder.org has links to everything. The
• 21:53
  Speaker 4: AI tool is basically people who've read my book implement,
• 21:56
  Speaker 4: trying to implement stuff, but feel like they're going crazy
• 21:59
  Speaker 4: when it's like, I sound so good in the book,
• 22:01
  Speaker 4: but I'm struggling to put it into practice. AI Rob
• 22:04
  Speaker 4: will help you for outbound sales call, all those things.
• 22:08
  Speaker 2: Okay. Well, we have authentic Rob with us today, but
• 22:11
  Speaker 2: in the future, hopefully we'll have AI Rob. But if
• 22:14
  Speaker 2: you want to read Rob's new book, A Powerful Pull,
• 22:17
  Speaker 2: get your copy on Amazon. Rob Snyder, it's been so
• 22:21
  Speaker 2: wonderful having you on the show. Can't wait to have
• 22:23
  Speaker 2: AI Rob back.
• 22:25
  Speaker 3: On the show with us sometime in the future.
• 22:27
  Speaker 4: Love it. Thanks, Tony.
• 22:36
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• 22:41
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• 22:45
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• 22:50
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