Leveraging the Technical Mind w/ John Kaplan

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