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

In this podcast episode, Matt Plank, the Chief Revenue Officer at Rippling, shares insights into his sales philosophy and the development of Rippling's sales operations. He highlights the significance of outbound sales, countering popular myths. Plank underscores the vital partnership between marketing and sales, the finesse of strategic pricing to create the right balance, and the evolution of customer success and account management strategies. He also stresses the importance of hiring sales leaders early on, prioritizing growth potential over immediate experience. Throughout the conversation, Plank advocates for constant improvement in sales strategies and cultivating a culture of accountability and ownership within the sales team.