Waves, dams, and rivers
Why it's so hard to "see" demand
How Loom Found PULL
The Physics of Startups
How Plaid Found Pull
The Ideal Client Profile: A Reframe
Find your prompt
Seeing the substrate
The process doesn't matter
The PULL framework
How Harvard's I-Lab Teaches 0-1 Sales
Finding "good" demand
Be weird
Finding your attack vector
Four ingredients of hypergrowth
What demand *looks* like
Becoming superhuman
Sales isn't hunting
The demand hairball
How to run a pre-PMF sales call
Demand is *invisible*
Become the "Sales Founder"
The customer's path
The Bottoms-Up Method
Winning the mental game
"Contrast creates meaning"
Snyder's Law
