The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
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
Matt Plank
Over time, we got to this, I mentioned this pinnacle point two years ago where AKA Ashley Kelly, we were like, oh my God, we have to do outbound. We hired her. We grew it from zero to 100, whatever. And we started to weave into the culture like, hey, as a sales rep, you should care about where your pipeline comes from, but they still don't own it. Outbound SDRs own the quota.
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