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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
Dec 20, 2024
Matt Plank, Rippling's Chief Revenue Officer with a rich background from Zenefits, shares his expert insights on sales strategies. He argues that founders should not create sales playbooks, emphasizing adaptability over rigidity. Plank challenges the practice of discounting, calling it detrimental to perceived value. He also discusses effective pricing strategies and how to create urgency in deals. Navigating the emotional terrain of sales, he highlights the importance of building relationships and maintaining morale during challenging times.
01:10:15
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Quick takeaways
- Hiring a sales leader early fosters a strong go-to-market strategy and aligns product development with market demands.
- Reevaluating pricing strategies during growth helps maximize revenue and validates product value, preventing the pitfalls of underpricing.
Deep dives
The Importance of Timely Sales Hiring
Founders often hesitate to hire a sales leader too early, mistakenly believing that they should wait until the company has traction. This delay can hinder growth as having a dedicated salesperson from the beginning can help establish a strong go-to-market strategy. By bringing in a sales leader early, founders can better align the product development with market demands. Hiring a sales expert who can guide the conversation and focus on customer needs can substantially improve the company’s trajectory.
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