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

1715.404 - 1737.717 Matt Plank

It's like never, ever walk away from any deal, any price that's not free. You sign them up. The big mistake that people make as they transition to the next phase, where they're at maybe 5, 10, they're going to 20 million, is people don't increase price into a point where they find friction. And so you need... Friction around price is good. And so to your question earlier, I get this all the time.