E93 Part 3 - Value Selling Starts with Command of Your Messaging with Matt Handler

Sep 16, 2022

Ask episode

Chapters

Transcript

Episode notes

This episode of Tech Sales Insights is the last part of our conversation with Matt Handler, President and COO of Coralogix. He discusses value selling and how the different departments must be aligned on what your value is to extract it in every part of your messaging.

Matt also discusses retention and compensation. Coralogix boasts the best in class retention at 150% as they compensate salespeople for the right things, consider upsells and cross-sells as new business, and follow it up with attractive accelerators.

HIGHLIGHTS

Product, marketing, sales, finance, and HR must know the product’s value intimately well
Value selling: Constantly check your messaging
Retention: Compensation drives behavior, so incentivize correctly

QUOTES

Align your messaging so value selling becomes organic - Matt: "Every conversation that we have, the frontline managers, second line managers, CRO, me, we are speaking the same language of ‘Do you understand what the current situation is? The pain? How do they measure that?’

‘What's the future stake? What is it that they're looking for and how does that apply to their business? How do we do it? How do we do it better? Who have we done it before?’ And we run those conversations all the time. And around that, did we need the economic buyer. ‘Do we have a champion? Do we understand the decision process?’ All of those things are built-in."

Compensate according to where you want to go as a company - Matt: "Incentivizing the right things, we make it fun. We pay well. I don't pay considerably over market for the initial OTE, I hate that. It's a personal thing for me. I want someone who's hungry to work here. We make sure that the quotas are great, that the territories are great. And then, as soon as you get over your quota, we absolutely crush it with accelerators."

Find out more about Matt and check out Coralogix’s open positions in the links below:

LinkedIn: https://www.linkedin.com/in/matthandler/
Website: https://coralogix.com/

Send in a voice message to us: https://anchor.fm/salescommunity/message