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

1737.757 - 1755.898 Matt Plank

I'll talk to an early stage founder who's often a technical founder, who's a referral from one of our VCs or something. And they're like, hey, we have win rates that are like 60, 70%. We have an incredible go-to-market fit. It's so great. My first thing I always tell them is I'm like, that's not good. You don't want win rates that are 60, 70%. You're either not in enough deals- right?