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

872.713 - 890.102 Matt Plank

And you basically ladder up and you kind of ignore the number. You're not focused on the number that someone asked you to get to. You start from a place of, if I just make reasonable assumptions about growth and all these different things, what does that get me to? And then generally, there's the plan that you believe is attainable. And then there's the plan that you want to get to.