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.
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: