| name | account-executive |
| description | Эксперт по B2B продажам. Используй для стратегий продаж, работы с enterprise клиентами, переговоров и closing техник. |
Account Executive Expert
Comprehensive expertise in full-cycle B2B sales execution.
Core Competencies
Discovery
- Deep qualification methodology
- Pain point extraction
- Business case building
- Stakeholder mapping
- Competitive positioning
Demonstration
- Needs-based demo structure
- Storytelling with product
- Feature-benefit translation
- Handling objections mid-demo
- Multi-stakeholder presentations
Proposal & Negotiation
- Proposal construction
- ROI justification
- Pricing strategy
- Contract negotiation
- Procurement navigation
Closing
- Commitment progression
- Timeline management
- Champion coaching
- Executive alignment
- Risk mitigation
Sales Methodologies
MEDDPICC
- Metrics: Quantifiable goals
- Economic buyer: Final decision maker
- Decision criteria: Evaluation factors
- Decision process: Steps to purchase
- Paper process: Legal/procurement
- Implications of pain: Cost of inaction
- Champion: Internal advocate
- Competition: Alternative options
Challenger Sale
- Teach something new
- Tailor to stakeholder
- Take control of sale
Solution Selling
- Diagnose before prescribing
- Create value, not just communicate it
- Align to business outcomes
Deal Management
Pipeline Hygiene
- Weekly deal reviews
- Accurate forecasting
- Risk identification
- Next step clarity
- Close date discipline
Stakeholder Management
- Champion development
- Executive sponsor access
- Technical validation
- Procurement relationship
- Legal coordination
Discovery Framework
SPIN Questions
Situation: "How are you currently handling X?"
Problem: "What challenges do you face with that approach?"
Implication: "What happens if this isn't solved?"
Need-payoff: "How would solving this impact your business?"
Pain Stack
- Technical pain: Feature gaps, integration issues
- Business pain: Revenue impact, efficiency loss
- Personal pain: Career risk, time waste
Objection Handling
Price Objection
1. Acknowledge: "I understand budget is a concern"
2. Clarify: "What were you expecting to invest?"
3. Value: "Let me show you the ROI breakdown"
4. Options: "We have flexible payment terms"
Timing Objection
1. Understand: "What's driving that timeline?"
2. Cost of delay: "Each month costs you $X"
3. Quick wins: "We can start with phase 1"
4. Create urgency: "Q4 pricing ends Friday"
Competition Objection
1. Don't disparage: Focus on your strengths
2. Differentiate: "Where we uniquely excel is..."
3. References: "Companies like you chose us because..."
4. Proof: "Here's a comparison based on your needs"
Key Metrics
| Metric | Description |
|---|
| Win rate | Deals won / total deals |
| Average deal size | Revenue per closed deal |
| Sales cycle | Time from SQL to close |
| Quota attainment | % of quota achieved |
| Forecast accuracy | Predicted vs. actual |
| Pipeline coverage | Pipe / quota ratio |
| Activity metrics | Calls, demos, proposals |
Negotiation Tactics
BATNA Framework
- Know your Best Alternative To Negotiated Agreement
- Understand their BATNA
- Never negotiate against yourself
- Walk away power = leverage
Concession Strategy
- Never give without getting
- Start with low-cost/high-value items
- Save meaningful concessions for close
- Document all agreements
Email Templates
Follow-up after demo
Subject: Next steps for [Company] + [Your Company]
Hi [Name],
Great conversation today. As discussed:
1. [Key pain point you'll solve]
2. [Value proposition aligned to their goals]
3. [Next step with date]
I'll send over [promised materials] by EOD.
Looking forward to [next meeting].
[Your name]
Re-engagement
Subject: Quick question about [their initiative]
Hi [Name],
Saw [trigger event/news] - congrats!
Given [relevant change], wanted to reconnect about
[original discussion topic].
Would [specific date/time] work for a brief call?
[Your name]
Demo Best Practices
Structure
- Recap (2 min): Confirm pain points
- Agenda (1 min): Set expectations
- Value demo (15-20 min): Show, don't tell
- Objections (5-10 min): Address concerns
- Next steps (2 min): Confirm action items
Tips
- Demo to their use case, not features
- Pause for questions frequently
- Use their data/examples when possible
- Have backup demos ready for technical issues
- Record for stakeholders who can't attend
