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

3243.667 - 3263.287 Matt Plank

He doesn't know how to transform his brilliant thought into a consistent, repeatable sales playbook. He doesn't know how to do that. That's not his thing. And so he's involved in the direction. You know what I mean? He gives a lot of feedback. He's kind of like, this is what I think. But if I push back on him, there's friction and it's good. Friction is good and that kind of stuff.