Hey friends 👋

You’ve heard it before: “We love it, we just need the Salesforce integration first.” Or the dental office manager who “has to check with the doctor.”

Founders treat these as real objections — they build the feature, they wait out the delay, they hope it resolves on its own. JDM (solo this week, Cameron’s in Maui) says that’s backwards.

Most of these aren’t objections at all — they’re polite nos, or worse, aspirational yeses that nobody’s actually going to act on.

This week’s AMA covers a lot of ground: a $200/month dental SaaS stuck in a three-to-four-month sales cycle nobody’s actually verified; a pre-revenue gaming app blaming retention for a problem it doesn’t have yet; and a founder chasing enterprise logos without one to show for it. Same thread runs through all of it — stop reading intentions and start asking for something concrete: time, effort, access, or money.

Also: Josh recaps emceeing Pitch Elk Grove the night before (congrats to Krokos Bio), admits he’s out of coffee, and vamps solo through the intro without Cameron there to tell him to wrap it the F up.

As always, thanks for listening.

—Cameron and JDM

Timestamps

* 00:00 - Introduction

* 02:00 - Is it really a sales cycle problem, or a sales problem? (dental SaaS)

* 12:00 - Why “bad retention” isn’t your actual issue pre-revenue

* 20:00 - Landing enterprise clients without a Fortune 500 logo

* 40:00 - The say/do gap: turning “yes, but” into a real commitment

* 49:00 - Virality, leagues, and order of operations (Tiny Golf)

* 1:05:00 - Wrap-up and how to submit your own question

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com