The four skills every sales engineering leader needs | Tech World Human Skills

This episode is about the business side of leading a technical pre-sales team, the part that gets far less attention than managing people. Malcolm Murphy returns for a second conversation to break down what that actually looks like day to day, from how you partner with sales to how you spend your time when everything feels urgent. • Why treating your sales counterpart as a partner, not a supplier, changes how a team performs • The difference between a sales process and a sales framework, and when it is safe to deviate from it • Why buying decisions inside a company are rarely made by one person, and what that means for your strategy • How cross functional relationships get deals unblocked when something goes wrong • A simple way to protect time for important work when everything feels urgent About the guest: Malcolm Murphy is in sales leadership at Mimecast after years as a sales engineering leader, solution consultant, and individual contributor. Connect with him on LinkedIn:   / malcolmmurphy   CHAPTERS 00:00 Intro 00:56 The three leadership buckets recap 04:56 Why pre-sales metrics are different 07:33 Partnering with your sales leader 15:52 Knowing your sales process 25:42 How buying actually works inside a company 36:13 Being cross functional without losing focus 44:09 Balancing urgent tasks with important work 48:14 Key takeaways and where to find Malcolm YouTube footer: Subscribe for new episodes every week. Newsletter and full archive: https://www.techworldhumanskills.com Connect with Ben on LinkedIn:   / benpthoughts   Elevated You program: https://www.elevatedyou.live