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
And every single time there's a funnel of number of accounts you work, dials, emails, your call to connect rate, your connect the demo rate. There's this funnel that just, if you put all the things in the top, it just spits out demos. Right. Every single time we look at a new SDR team, somewhere in that funnel is broken. They're not doing enough of this, enough of that.
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