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

1782.867 - 1805.753 Matt Plank

First of all, I think the main thing here is you should continue to inch it up over time until that friction of like, hey, this is more expensive than I thought it would be. This is outside of our budget. This is 100% more than our competitor, 2x the price of a competitor or whatever. Until you get people that are walking away, then you haven't found the right amount of friction.