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icsofstartups.substack.com/p/there-is-no-such-thing-as-a-sales</loc><lastmod>2024-10-04</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/killing-wishful-thinking</loc><lastmod>2024-09-27</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/when-should-i-pivot</loc><lastmod>2024-09-20</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/nice-to-have-vs-need-to-have-4b9</loc><lastmod>2024-09-13</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/demand-people-who-want-to-buy-your</loc><lastmod>2024-09-06</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/how-i-analyze-my-sales-calls</loc><lastmod>2024-08-30</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/startup-physics</loc><lastmod>2024-08-23</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/houston-we-have-a-problem-with-problems</loc><lastmod>2024-08-16</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/unlearning-sales</loc><lastmod>2024-08-09</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/infinity-to-one</loc><lastmod>2024-08-02</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/the-product-market-fit-score-v1</loc><lastmod>2024-07-26</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/when-not-what</loc><lastmod>2024-07-19</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/metrics-dont-matter</loc><lastmod>2024-07-12</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/milestones-that-matter-on-your-0</loc><lastmod>2024-07-05</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/pivot-hell-is-avoidable</loc><lastmod>2024-06-28</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/how-do-you-frame-demand</loc><lastmod>2024-06-21</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/interview-how-jump-learned-by-selling</loc><lastmod>2024-06-18</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/founder-led-sales</loc><lastmod>2024-06-14</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/designing-around-demand</loc><lastmod>2024-06-07</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/interview-atomics-path-to-10-customers</loc><lastmod>2024-06-04</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/the-two-foundational-models</loc><lastmod>2024-05-31</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/how-im-approaching-pmf-for-my-new</loc><lastmod>2024-05-24</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/a-simple-unfolding-story</loc><lastmod>2024-05-17</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/fooled-by-scalability</loc><lastmod>2024-05-10</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/unfolding-part-deux</loc><lastmod>2024-05-03</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/vcs-are-a-special-kind-of-stupid</loc><lastmod>2024-04-26</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/startups-unfold</loc><lastmod>2024-04-19</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/why-your-value-prop-sucks</loc><lastmod>2024-04-12</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/simple-by-necessity</loc><lastmod>2024-04-05</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/experimentation-the-fatal-conceit</loc><lastmod>2024-03-29</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/let-reality-do-the-heavy-lifting</loc><lastmod>2024-03-22</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/how-to-build-something-people-want</loc><lastmod>2024-03-15</lastmod><changefreq>monthly</changefreq></url><url><loc>https://thephysicsofstartups.substack.com/p/production-systems-vs-demand-response</loc><lastmod>2024-03-08</lastmod><changefre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