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.
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
09:39
What moves the needle?
11:30
Identifying the success metrics
17:39
Humanizing the conversation to win trust
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