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

745.636 - 767.487 Matt Plank

First, it comes from like the culture of the org and generally from like the CEO, right? Like if I show up to a meeting with Parker and I'm like, hey, we're going to massively whiff revenue this month, but like it's all marketing's fault. They didn't generate the demos they said they were. I giggle at the idea of that. That would absolutely never fly. That conversation wouldn't be able to happen.