20Sales: Rippling's CRO on Why Founders Should Not Create Sales Playbooks | Why Discounting is BS and How to Create Urgency in Deals | The Biggest Lessons on Pricing and How to Win the Pricing Game with Matt Plank

1005.888 - 1023.489 Matt Plank

I mean, we sell the companies as small as three, four employee founders running payroll for the first time, right? And so on the very low end of that market, you know, we win 50, 60% of all the opportunities. And honestly, the majority of the ones we don't win, they're just like, you know, funding fell through or whatever. Like they don't need to run payroll anymore for some reason.