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

2082.904 - 2104.331 Matt Plank

They might be true, but they don't sometimes ask like the second, third layer question to figure out if it is true. And so for me, deal reviews are all about asking your rep Who are we talking to? Who does that person report to? Were they there when they bought this system? A bunch of questions around who are they talking to? How do these decisions get made? What do they think the timeline is?