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

767.507 - 786.896 Matt Plank

And so you can't blame marketing when you miss the plan because it's like, so what? We have a plan. What are you going to do about it? And you can't take all the credit for yourself when you build an outbound org and all of a sudden the pipeline splits and you've got 50-50 or whatever. You have to acknowledge and give marketing credit. And while they're not incentivized from a comp perspective...