The Science of Scaling The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling)
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Aug 23, 2023 Matt Plank, CRO at Rippling, joins Mark Roberge to discuss setting sales quotas, demand generation, balance between inbound and outbound, 5x quota on reps' OTE, and the role of SDRs in the sales process.
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Rippling's Early Days
- Matt Plank joined Rippling when it had only five employees, having previously worked with the co-founder at Zenefits.
- Initially, they focused heavily on email marketing, a channel that had become more challenging since their Zenefits days.
Email Marketing Evolution
- Email marketing's effectiveness changes over time as more companies adopt it, making it harder to stand out.
- Marketing requires constant creativity to find new, effective channels as existing ones become saturated.
Improving Email Marketing
- To improve email marketing, buy high-quality leads to enhance deliverability and long-term success.
- Continuously iterate and experiment to discover what works best for your specific situation.