Mark Plank, Ripplin's CRO: How to Build an Enterprise Sales Machine

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 hundreds of millions in ARR. Prior to Rippling, Matt was a Sales Director at Zenefits, where he helped the company scale to $70M in ARR.

In Today’s Show with Matt Plank, We Discuss:

• Challenges and strategies in outbound sales

• Building effective sales and marketing partnerships

• Segmenting and planning for sales growth

• Pricing strategies and customer success

• Discounting and urgency in sales

• Building relationships for successful deals

• Effective deal reviews: asking the right questions

• Pipeline reviews: frequency and participants

• Handling deal slippage: acceptable vs. non-acceptable reasons

• Maintaining morale in volatile times

• Outbound sales strategy: lessons learned

• Scaling sales teams: hiring and promoting

• Challenges and strategies in international markets

• Founders and sales playbooks: who should create them?

• Signs of scaling issues in sales leadership