One of the most important and critical steps toward completing a POC and landing the revenue is getting to technical win. Sales engineers are expected to fulfill the customer's requests but at the same time guide them through the complexities of the buying process.

David McCulley, SVP of Sales Engineering at Provarity shared his key insights and learnings on how to evaluate sales procedures, increase technical close ratios, and reduce the length of sales cycles in this interview with Ramzi Marjaba host of We the Sales Engineers. #presales #presalescollective #presalesengineer

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