{"href":"https://api.simplecast.com/oembed?url=https%3A%2F%2Fmodern-saas.simplecast.com%2Fepisodes%2Fhow-to-win-competitive-deals-V6_gMQWR","width":444,"version":"1.0","type":"rich","title":"How to win competitive deals?","thumbnail_width":300,"thumbnail_url":"https://image.simplecastcdn.com/images/89e6c9f9-f041-4687-832b-19a72257be05/a8a0ad4f-b84a-4caa-a1d0-a94826c08a08/the-modern-saas-podcast.jpg","thumbnail_height":300,"provider_url":"https://simplecast.com","provider_name":"Simplecast","html":"<iframe src=\"https://player.simplecast.com/f571263e-4905-4098-979f-a962553a4f3f\" height=\"200\" width=\"100%\" title=\"How to win competitive deals?\" frameborder=\"0\" scrolling=\"no\"></iframe>","height":200,"description":"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.\n\n➡️ Key Points⁣ covered\n\n00:00 - Intro\n01:06 - How is discovery done differently in a competitive deal\n03:01 - Controlling the narrative\n05:19 - Understanding the rules of the competitive deal\n07:55 - Agreeing on the evaluation process\n9:39 - What moves the needle?\n11:30 - Identifying the success metrics\n17:39 - Humanizing the conversation to win trust\n20:25 - Key takeaways"}