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

2024-12-20 · 70 min · 15 entities

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Asserted relationships

→ appeared on The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch podcast

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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
→ hosted by Harry Stebbings person

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Feed author/publisher: Harry Stebbings
→ works at Rippling company

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joined Rippling
→ works at Rippling company

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joined Rippling
→ discusses Business concept

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Feed category: Business
→ discusses Investing concept

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Feed category: Investing
→ discusses News concept

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Feed category: News
→ discusses Tech News concept

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Feed category: Tech News

Entities found in this episode

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mentioned Business concept

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Feed category: Business
mentioned Investing concept

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Feed category: Investing
mentioned Tech News concept

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Feed category: Tech News
discusses Business concept

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Feed category: Business
discusses Investing concept

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Feed category: Investing
discusses News concept

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Feed category: News
discusses Tech News concept

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Feed category: Tech News
mentioned CRO concept

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CRO

persons 3

mentioned Matt Plank person

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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
mentioned Harry Stebbings person

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Feed author/publisher: Harry Stebbings
hosted by Harry Stebbings person

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Feed author/publisher: Harry Stebbings

companys 3

mentioned Rippling company

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joined Rippling
works at Rippling company

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joined Rippling
works at Rippling company

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joined Rippling

podcasts 1

appeared on The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch podcast

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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

Episode description as stored

Matt Plank is Rippling's Chief Revenue Officer where he oversees all Sales and Account Management functions in the US and Internationally. Matt joined Rippling in the very early days when Parker Conrad (founder) was building V1 in a basement with $0 in revenue. Today the company is a market leader with 100s of $Ms in ARR. Prior to Rippling, Matt was a Sales Director @ Zenefits where he helped the company scale to $70M in ARR. In Today's Show with Matt Plank We Discuss: 08:25 Challenges and Strategies in Outbound Sales 10:29 Building Effective Sales and Marketing Partnerships 13:37 Founders and Sales Playbooks: Who Should Create Them? 20:45 Pricing Strategies and Customer Success 24:43 Discounting and Urgency in Sales 33:57 Building Relationships for Successful Deals 34:22 Effective Deal Reviews: Asking the Right Questions 35:30 Pipeline Reviews: Frequency and Participants 35:59 Handling Deal Slippage: Acceptable vs. Non-Acceptable Reasons 39:17 Maintaining Morale in Volatile Times 42:14 Outbound Sales Strategy: Lessons Learned 46:03 Scaling Sales Teams: Hiring and Promoting 47:15 Challenges and Strategies in International Markets 01:00:45 Signs of Scaling Issues in Sales Leadership