From the course: Technical Sales: The Role of the Sales Engineer
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The technical win
From the course: Technical Sales: The Role of the Sales Engineer
The technical win
- So, what is the technical win? How do you define it, and is it even important? Back in the '90s, when I was a sales engineer director, my team was onsite at a large financial services company here in the US. So was our competition. We were going head to head for two weeks. At the end of the fortnight, we'd outperformed our competition and won an 11 to zero vote from the evaluation committee. That's a technical win. But, no purchase order appeared. A month later, we discovered our competitor had won the business with inferior technology by promising to move all of their employee retirement assets over to that financial company. The technical win was worthless. Has the technical win become redundant in the modern world of solution selling? Ask any group of sales engineers to define their job, and the phrase "We're responsible for winning "the technical sale" is mentioned. Many SE organizations measure and publish their technical win rates for various tasks, like requests for…
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