In this episode, Nathan Hymas (VP Sales, Avoma) and Yaag discuss how to win competitive deals by truly understanding the rules of the game. Nate shares some brilliant perspectives on how the discovery works differently in a competitive deal, the evaluation process and roles, success metrics and a lot more.

➡️ Key Points⁣ covered

00:00 - Intro

01:06 - How is discovery done differently in a competitive deal

03:01 - Controlling the narrative

05:19 - Understanding the rules of the competitive deal

07:55 - Agreeing on the evaluation process

9:39 - What moves the needle?

11:30 - Identifying the success metrics

17:39 - Humanizing the conversation to win trust

20:25 - Key takeaways