The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to determine whether the Technical Win has taken place?
For example, is your definition based on the opinion of one or more individuals in your organization, or specific metrics, or positive affirmation from the prospect, or something else?
Separately, how often do you achieve a Technical Win but fail to close the business (e.g., due to “No Decision”, loss to a competitor, or other negative outcome)?
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