4 Essential Reports Account Executives Should Use to Work Smarter
Working smarter AND harder guaranteed my success as an Account Executive. Here are the reports I relied on to work smarter:
1) Priority Accounts
Never waste time wondering “what account should I work today?”
Stop Wasting Time Working Mediocre Accounts
When a new AE joins my group, priority number one is helping them understand how to organize, understand, and optimize their territory for sustained success.
The most common mistake I see is putting too much weight on CRM Data: revenue, employee count, and any “Account Score” calculated by sales operations.
How to Find Your ICP
The market downturn means deal cycles are longer and win rates are lower.
One way to reverse this trend is to only spend your time with your true ideal customer profile (ICP).
Here’s how to find the people that will buy like it’s still 2021:
How to bring up pricing + overcome sticker shock in sales
I’m frequently asked if you should bring up pricing early in a deal.
I think you should almost always bring it up – here’s why:
4 Traits the Best Account Executives (AEs) Have
The best AEs I’ve worked with exhibit these traits:
Coachable
High IQ
High EQ
Internal Locus of Control
This edition of Sales Introverts Weekly shares the questions I ask to evaluate these traits, and how AEs can show strength in these areas.
Why Meeting Solution Requirements is a Bad Sign
This week we are looking at why simply meeting your customer’s requirements usually leads to losing.
The situation:
Sellers become excited when their prospect lists their required features and knows their product checks all the boxes. Unfortunately, this is usually a red flag.
“Can you break out your proposal into line-items?”
Ok, I’m going to start this newsletter with a disclaimer: I’m going to get dangerously specific in my recommendation for handling an essential conversation that can arise in negotiations.
Here’s my disclaimer:
This example is built for a SaaS company that offers its product in different “bundled” tiers
This example is made for usage-driven pricing models
How to Identify a Strong Manager
I’m a big proponent of choosing career opportunities based on who your manager would be, especially early in your career. Working for a manager that coaches, retains, and promotes their people will significantly accelerate your career.
Here are the questions I’d ask in the interview process to assess a potential manager in those areas:
Key Leading Indicators Account Executives Should Use (and how to track them)
New AEs: stop comparing your revenue to your peers.
Here’s why:
Can Introverts Excel in Sales?
With the name “Sales Introverts,” you’d think I would have addressed introversion in sales by now. Better late than never, I suppose.
People talk about the “natural salesperson.” That stereotype is never an introvert. Many people think introverts are at a disadvantage in sales.