The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
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
Matt Plank
You also have to do both. So when we first launched account managers, they only had a new revenue quota. So the 100% of their focus in Complant was tied to selling new products. They cared about retention, but they didn't own a retention number. And when you're high velocity, a little bit more down market, there was just a belief that like,
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