How to Plan Your Territory as an Account Executive
AEs that successfully prioritize their accounts:
Spend their time where they are most likely going to make money
Never waste time wondering, “what account should I prospect today?”
First, let’s look at common mistakes:
How to Evaluate New Career Opportunities
This week we will look at the criteria I use to evaluate career opportunities.
While I will share my current weightings for each category, please consider how yours may be different. We are all in different times/seasons of our careers and priorities may differ.
Where applicable, I will call out categories that will change weighting as my career progresses to help you see how they may vary for you now.
Trap Setting in Discovery Calls
Let’s talk about trap-setting.
Effective trap-setting increases your win rate by disqualifying your competition. This is done by influencing your buyer’s required capabilities to include your differentiators.
Here’s how:
Why You Should Proactively Address Risk in Sales
My rule as a leader is that I’ll never be upset with a bad outcome as long as two things are true:
We had a good plan
We executed that plan
So, what makes a good plan? A good plan addresses two types of risk:
Framework for Account Executives to Measure an Effective Day
I’ve never seen a rep miss an annual quota when they consistently applied this framework.
Three Mistake that Lost a Deal (and how to avoid for yours)
This week we are examining how I screwed up a winnable deal so you can learn from my pain and avoid the same mistakes.
Mistake One: Failed to course-correct after significant misunderstanding
How to Guarantee an Account Executive Onboards Successfully
This week I’m sharing how I help new AEs hit the ground running. Here are the three coaching sessions I use to begin onboarding:
Session One: Ensure AE is working on the right accounts
How to Build Resilience as an Account Executive in Sales
Early in my career as an AE, I frequently lost sleep as I stressed about key deals.
Early in my career as a leader, I had anxiety attacks, culminating in an ER visit.
Two conversations that changed my career trajectory
This week we are looking at two conversations that played an outsized role in turning around two low points of my career.
The Best Prospecting Email I’ve Seen
I’ve taught that cold email outreach required personalization for years.
This week’s newsletter will look at the email that challenged my paradigm and a breakdown of why it was so effective, even without personalization.