I Stopped Pitching on Calls. Here’s the Framework That Replaced It.

Founder Unfiltered - What Founders Think But Never Say · Oct 8, 2026 · 15m

I stopped pitching on my calls, sales calls included, and now I ask questions to find out whether someone has a project they cannot avoid. The framework comes from Rob Snyder's founder bootcamp and his book The Power of Pull, which I picked up while digging into product market fit and why people buy.

Customers buy when a project is sitting on their to do list, and a problem on its own is not enough, since people live with plenty of problems they never pay to solve. I walk through the four parts of the framework: the project to be done, why it is unavoidable, the other options they have…