Use case · Pipeline & Forecasting

Qualify every deal on real evidence

Avoma preps your discovery calls and captures decision-makers and business impact from conversations. Every deal gets scored against your qualification framework.

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Why deals get qualified on hope

Qualification lives in the rep's head

Criteria get marked as met in the CRM with no evidence from the buyer.

Decision-makers show up late

The economic buyer appears at the end, and the deal starts over.

Technical blockers surface after the demo

Hosting, security and integration needs come up once the deal is already in late stage.

What this looks like with Avoma

Every opportunity is scored against your framework with evidence from calls. Decision-makers, technical fit and business impact are confirmed before your team invests.

What Avoma can handle for you

Explore 6 ways Avoma helps you qualify every opportunity.

Browse all Revenue Execution

Prep for discovery calls

Walk into every discovery call knowing the account, past touchpoints and the questions still open.

Confirm technical fit

Confirm the technical requirements that can end a deal, like hosting, integrations and security, in the first calls.

Identify decision-makers

Find out who decides, how they decide and whether you've met them, before the deal rests on one champion.

Assess business impact

Capture the buyer's numbers on cost, risk and delay during discovery, so the case for change holds up later.

Score deal qualification

Score every opportunity against your qualification framework using evidence from calls.

Flag qualification gaps

See which open deals are missing key qualification criteria before the pipeline review starts.

The results speak for themselves, so do our customers.

“It’s ten vs one in terms of, ‘Hey, we prefer Avoma.’”

Luiz Cent

Head of Sales, Mailshake

“I can tell you that our top sales people couldn’t live without Avoma.”

Tim Powers

Director of Business Development, Zilliant

“We thought we had a decent solution until we got Avoma. That was pretty much the game changer for us.”

Rebecca Graves

VP of Client Services and Partner, Spot On

Discovery and qualification, answered

Still have a question about your framework?

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Can Avoma score deals against MEDDPICC or BANT?

Yes, Deal Methodology Intelligence scores deals against MEDDICC, MEDDPICC, BANT, SPICED or custom frameworks using evidence from buyer conversations. You see which criteria are met and what's missing.

How does Avoma help me prep for discovery calls?

Before the meeting, Avoma builds a brief with the prospect's background, past interactions, likely needs, suggested questions and talking points.

Can Avoma identify the decision-maker?

Deal Methodology Intelligence reviews buyer conversations for decision-makers, decision criteria and the buying process. It also shows what you still need to find out.

How do I capture the buyer's business impact?

Avoma reviews calls for evidence of business pain, measurable impact and expected outcomes. You can also ask Avoma to list the metrics the buyer gave and flag where impact has no number yet.

How do I find qualification gaps across open deals?

Use the RevOps Intelligence skill in Claude. It lists open deals with missing criteria, ranked by stage and amount, with next steps.