23 min
How to win competitive deals? The Modern SaaS Podcast
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- Entrepreneurship
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
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
23 min