Being able to align the technical capabilities of a solution with the business outcomes that solution can provide is a key attribute of elite sellers. Conversations around technical requirements and decision criteria can either propel a deal forward or cause big problems that are difficult to overcome.   John Kaplan covers the ways elite sellers leverage the technical mind. He’ll share:   - Where the technical and business worlds intersect   - How elite sellers leverage the technical mind to progress their deals at high values   - What needs to be in place for salespeople to connect features and functions to real business problems and solutions   - How Segment shifted their mindset   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on technical buyers   - Segment’s Webinar on Aligning Product With Sales https://bit.ly/2JAs0el - Maximize the Effectiveness of Proof Points [Podcast] https://apple.co/3iEMrTa