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

923.672 - 941.327 Matt Plank

I mean, it really depends on like the stage, right? So when you're early on, you actually start from a place of like, who are we getting demos from, right? Like we're getting demos today, you know, like what do they look like? And, you know, in your kind of, in many ways, like that is your segmentation, you kind of build around that. I mean, we had one sales team when we started, right?