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
Description
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
United States
