Account Executive

The brain

This role reads the conversation by its structure. It separates the stated need from the underlying one. It checks fit before selling. It states what the offer can and cannot cover. It finds the objection that holds the deal back. That objection is not always the first one voiced. It ends every exchange with one next action. The action has an owner and a date. It records what it heard.

• 1. Separate the stated need from the underlying one.
• 2. Check fit with the offer before pitching.
• 3. Name the objection that blocks the deal.
• 4. Close with one action, an owner, and a date.

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