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

1597.367 - 1616.45 Matt Plank

Yeah. Well, I think a couple of things. So one is we have an extremely consistent and firm discount policy. So it's not like a rep can just make up whatever they want to do. And so we'll tell a customer when they come in, like, hey, here's what pricing looks like on a one-year deal versus a three-year deal, or depending on your timeline, or depending on the amount of products that you buy.