SaaStr 760: CRO Confidential: Rippling’s Top 3 Growth Tactics for Driving Revenue at Scale with Rippling CRO Matt Plank and Former CRO at Brex Sam Blond

The Official SaaStr Podcast: SaaS | Founders | Investors

This podcast episode delves into the enduring relevance of outbound sales strategies in a dynamic business landscape, highlighting Rippling's successful approach to blending human creativity and hustle with the scalability of structured sales teams. The discussion illustrates how Rippling adapted its sales organization to manage a multi-product environment effectively, transitioning from generalist sales representatives to specialized teams streamlined for growth and revenue generation. Additionally, it explores the pivot from Customer Success Managers to revenue-focused account managers, emphasizing the importance of a well-defined customer service structure that aligns with sales goals, ultimately proving that a human touch, coupled with strategic planning, is crucial for sustainable success.

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