The Case against the Technical Win

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“Pre-sales professionals and leaders often talk of aiming for the “”Technical Win””. Not me: I hate the idea with a passion.

It seems like a reasonable thing to aim for, but it is actually harming your sales campaigns, your customers, and your organisation.

In this session, I’ll explain exactly how and why aiming for the Technical Win is harmful, and what you should be doing instead.”

About the Presenter

Malcolm Murphy

Director, Sales Engineering, Mimecast

Malcolm has worked at very small (VC and privately held) and very large (10k+ employees public) and a couple in between. He has been on the receiving end of some excruciatingly poor quality sales calls, and he’s determined that his teams don’t subject anyone to that kind of experience.