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The Case against the Technical Win

Malcolm Murphy

Director, Sales Engineering, Mimecast

Malcolm Murphy DEMOFEST 2022 Speaker

“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.”