Most founders don’t fail because their product is bad. They fail because they misunderstand sales.

In this episode of FOMO Sapiens, Patrick McGinnis welcomes Rob Snyder, a serial B2B entrepreneur, Harvard Business School alum, and venture partner, for a deep dive into the real mechanics of demand, sales, and zero-to-one growth.

Rob explains why sales is not about persuasion, pitch decks, or clever narratives — but about discovering people who are already trying to make progress and are blocked by their current options. When demand exists, customers don’t need to be convinced — they pull solutions out of your hands.

The conversation covers:

• Why founders overestimate product and underestimate demand
  
• How to test a business idea without building anything
  
• The difference between “wanting a product” and real demand
  
• How to identify your true “hell yes” customer
  
• Why most sales decks actively hurt growth
  
• The psychology of the “pain cave” in early-stage startups
  
• Where FOMO actually shows up in buying decisions
  

This episode is a practical, mindset-shifting guide for founders, operators, and anyone trying to turn an idea into a sustainable business.

Meet Rob Snyder:

Rob Snyder is a serial startup founder and a fellow at Harvard Innovation Labs. He graduated from Harvard Business School and previously worked at McKinsey & Company. He is also an entrepreneur-in-residence and venture partner for early-stage venture capital funds. Snyder lives with his wife and daughter in New Hampshire.