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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. \n\nMatt 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.\n\n\n\nHIGHLIGHTS\n\nProduct, marketing, sales, finance, and HR must know the product\u2019s value intimately well\nValue selling: Constantly check your messaging\nRetention: Compensation drives behavior, so incentivize correctly\n\n\n\nQUOTES\n\nAlign 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 \u2018Do you understand what the current situation is? The pain? How do they measure that?\u2019 \n\n\u2018What'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?\u2019 And we run those conversations all the time. And around that, did we need the economic buyer. \u2018Do we have a champion? Do we understand the decision process?\u2019 All of those things are built-in."\n\nCompensate 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."\n\n\n\nFind out more about Matt and check out Coralogix\u2019s open positions in the links below:\n\nLinkedIn: https://www.linkedin.com/in/matthandler/\nWebsite: https://coralogix.com/\n\nSend in a voice message to us: https://anchor.fm/salescommunity/message