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

2534.585 - 2558.389 Matt Plank

Up until literally 18 months ago, I'd say up until two years ago, up until two years ago, like the sales org, myself and like everyone that reported to me, literally never once thought about generating an outbound demo or like even like it was 100% like demos pop up on your calendar, like marketing does a bunch of stuff, inbound SDR schedule them and like you just sit on, you know, go show up and you do four or five calls a day and like that's all you do.