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

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4.4 • 637 Ratings

🗓️ 20 December 2024

⏱️ 70 minutes

🔗️ Recording | iTunes | RSS

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Summary

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

Transcript

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0:00.0	Founders definitely should not create the playbook, but I think founders way too long to hire a
0:05.7	go-to-market. And I think they do that because they feel like they can't hire a good salesperson
0:10.6	potentially without a bunch of traction. The big mistake that people make as they transition
0:15.9	to the next phase is people don't increase price into a point where they find friction.
0:22.1	This is 20 sales with me, Harry Stebbington.
0:24.1	Now, 20 sales is the monthly show where we sit down with the best sales leaders in the world
0:28.6	to discuss how they built a sales machine.
0:31.2	And today, we're joined by one of the best, Ripling's CRO, Matt Plank.
0:35.5	Matt joined Parker Conrad, Ripling's founder, when Ripling was just a
0:40.0	V-1 idea in a basement and had zero dollars in revenue. Today, the company has hundreds of
0:45.8	millions of dollars in ARR and is a market leader. Prior to Ripling, Matt was a sales director
0:51.0	at Xenophis, where he helped scale the company to $70 million in
0:54.6	ARR. But before we dive into the show today, one of the easiest investment decisions I have made
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1:13.0	they're revolutionizing how work gets done. From prospecting to closing, 11x is the all-in-one
1:19.1	platform that allows you to reduce costs, increase pipeline and boost conversion rates.
1:24.4	And that's why companies like Plio, Handshakes, Sourcecroft and more are customers
1:29.3	and lovers of 11x. Check them out today at 11x.a.I, you will not regret it. And speaking of
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1:52.1	over half a billion dollars since 2010. Some of the biggest names in tech like Mailchimp, Zapier
	...

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