Account Executive, B2B
Outreach &
Cold calling
Ability to pick up the phone.
Ability to present your solution in a clear and consise manner.
Capable of working your way around gatekeepers.
Ability to write compelling emails.
Ability to create a multiple touchpoints sequence.
Leverage existing channels at your disposal, between cold calling, emailing, social selling and more.
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Qualification
Ability to ask questions to understand your prospect.
Define relevant qualification questions.
Estimate your opportunities based on estimated revenue, timeframe and likelihood to close.
Identify key stakeholders involved in the process.
Identify potential roadblocks preventing your contacts to move forward.
Ability to address decision-makers and key stakeholders accordingly.
Opportunity assessment based on a clear set of criteria, enhanced with a quantitative scoring.
Solution
Selling
Research industry buying process and key pain points.
Conduct research on competition.
Understand industry trends and their impact on your company’s value proposition.
Understand your prospect’s business cycles and buying process.
Articulate your pitch and tailor your approach leveraging your research.
Identify and collaborate with internal champions.
Closing
Ability to communicate on the next steps.
Ability to validate your prospect's timeline and budget.
Challenge prospect timeline and initial agreement.
Ability to communicate on the cost of inaction, fear of missing out and messing up.
Overcome customer indecision.
Pipeline Management
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Ability to identify new prospects by leveraging tools, internet, face-to-face events and your network.
Build your prospecting lists and define your priorities.
Define your action plan and implement weekly/monthly objectives.
Leverage your network to get referrals.
Forecast your business and landed achievement.
Sales Presentation
Understand customer requests.
Understanding of buying trends.
Unwrap customer true pain points and reformulate to meet their goals.
Understanding of customer behaviour.
Understand their main objectives.
Ability to challenge customer pain points and help them navigate throughout their business.
Understanding of customer buying and decision-making process.
Identify the key stakeholders.
Negotiation
Clearly explain your company's products and demonstrate the added value. Ability to give product / platform trainings.
Match customer needs with the right products and features. Ability to help customers navigate throughout the product / platform to answer complex requests.
Anticipate customer needs and raise awareness, then providing custom solutions that fit their business goals.
Understand client departments and various secondary goals to articulate your offer for each.
Relationship Building
Sufficient product knowledge and business acumen to solve customer problems.
Ability to analyse, leverage existing tools and judgment to identify new solutions.
Anticipate future potential risks, project pitfalls, inter-dependencies.
Lead others (internal or external) into solving complex problems.
Actively listen to feedbacks and seek guidance for implementation.
Ask for feedbacks, internally and externally, and put them into practice.
Self-awareness and ability to autonomously implement new practices. Ability to come-up with your development plan and engage in a conversation with your manager and/or a mentor.
Resiliency
Ability to understand the reasons behind disputes and seek for internal guidance.
Ability to solve minor disputes leveraging negotiation, compromise and collaboration techniques.
Ability to come-up with solutions and look for internal perspectives.
Ability to handle complex, high-stakes conflicts, involving multiple parties.
Implement new strategies to prevent disputes and escalation.
Ability to act as a role model for junior account managers and provide effective support.
