Account Executive Playbook

Help me prepare for a discovery call.

PROSPECT:
- Name: [NAME]
- Role: [ROLE]
- Company: [COMPANY]
- Industry: [INDUSTRY]
- Size: [EMPLOYEES/REVENUE]

INTEL FROM SDR:
[Paste any notes from the SDR handoff]

MY PRODUCT:
- What we sell: [PRODUCT]
- Key value props: [LIST]

Generate:

1. COMPANY RESEARCH BRIEF
- Key things to know about this company
- Recent news or events
- Likely priorities

2. PERSONA INSIGHTS
- What someone in this role cares about
- How they're measured
- Common pain points

3. HYPOTHESIS
- Problems they likely have
- How we might help
- Questions to validate

4. DISCOVERY QUESTIONS
- 10 questions to ask
- Organized by topic (situation, problem, impact, timeline)

5. POTENTIAL OBJECTIONS
- What might come up
- How to handle

6. MEETING FLOW
- Suggested structure for the call
- Time allocation

Help me qualify this deal using MEDDPICC.

DEAL CONTEXT:
- Company: [COMPANY]
- Opportunity: [WHAT THEY'RE BUYING]
- Deal size: [AMOUNT]
- Current stage: [STAGE]

WHAT I KNOW SO FAR:
[Paste any notes from calls/emails]

For each MEDDPICC element:

**Metrics**
- What we know
- Questions to ask
- Risk level (Green/Yellow/Red)

**Economic Buyer**
- Who we think it is
- Access level
- Next steps to engage

**Decision Criteria**
- Known criteria
- Questions to uncover more
- How we stack up

**Decision Process**
- What we know
- Gaps in understanding
- Questions to clarify

**Paper Process**
- What we know about procurement
- Potential blockers
- How to accelerate

**Identify Pain**
- Pains identified
- Depth of pain
- Questions to quantify

**Champion**
- Who is our champion
- Champion strength assessment
- How to enable them

**Competition**
- Who else they're talking to
- Our positioning
- Landmines to set

Provide an overall deal score and recommended next steps.

Create a custom demo script for this prospect.

PROSPECT CONTEXT:
- Company: [COMPANY]
- Attendees: [LIST NAMES AND ROLES]
- Pains uncovered: [FROM DISCOVERY]
- Success metrics: [WHAT THEY WANT TO ACHIEVE]
- Current solution: [WHAT THEY USE TODAY]

OUR PRODUCT:
- Product: [PRODUCT]
- Key features for this prospect: [LIST]

DEMO LOGISTICS:
- Time available: [MINUTES]
- Format: [VIDEO CALL, IN-PERSON]

Create:

1. DEMO FLOW
- Minute-by-minute breakdown
- What to show when

2. OPENING
- How to start (not with product)
- Confirm priorities

3. FEATURE MAPPING
- Connect each feature to their stated pain
- "You mentioned X, let me show you how..."

4. PROOF POINTS
- Where to insert case studies
- Relevant customer references

5. INTERACTION POINTS
- Questions to ask during demo
- How to keep it conversational

6. CLOSE
- Summary of value
- Clear next steps
- How to handle "looks great, we'll be in touch"

Help me prepare an executive presentation.

AUDIENCE:
- Executive(s): [NAME(S) AND ROLE(S)]
- Company: [COMPANY]
- Industry: [INDUSTRY]

DEAL CONTEXT:
- What we're proposing: [SOLUTION]
- Deal size: [AMOUNT]
- Champion: [WHO BROUGHT US IN]

WHAT EXECUTIVES CARE ABOUT:
- Known priorities: [ANY INTEL]
- Business challenges: [IF KNOWN]

Create:

1. EXECUTIVE SUMMARY (2 min)
- Problem, solution, result
- No product features

2. BUSINESS CASE
- ROI framework
- Risk of inaction
- Competitive timing

3. PROOF POINTS
- Similar company results
- Relevant metrics

4. OBJECTION PREP
- Likely executive concerns
- Crisp responses

5. THE ASK
- What we need from them
- Clear decision request

6. PRESENTATION TIPS
- How executives think
- Common mistakes to avoid
- Pacing and energy

Help me create a winning proposal strategy.

DEAL CONTEXT:
- Company: [COMPANY]
- Champion: [NAME]
- Economic Buyer: [NAME]
- Deal size: [AMOUNT]
- Competition: [WHO ELSE THEY'RE EVALUATING]

WHAT THEY VALUE:
- Top priorities: [LIST]
- Decision criteria: [LIST]
- Timeline: [WHEN THEY WANT TO DECIDE]

OUR OFFERING:
- Product/Solution: [WHAT WE'RE PROPOSING]
- List price: [AMOUNT]
- Discounting flexibility: [IF ANY]

Create:

1. PROPOSAL STRUCTURE
- What to include
- Order of sections

2. VALUE SUMMARY
- ROI calculations
- Payback period
- Risk mitigation

3. PRICING PRESENTATION
- How to present the price
- Anchoring strategy
- Payment terms options

4. COMPETITIVE DIFFERENTIATION
- What to emphasize vs. competition
- What NOT to say

5. RISK REVERSAL
- Guarantees or pilots
- Implementation support
- Success commitment

6. CLOSE STRATEGY
- Timeline pressure
- Next steps
- Contingency if they stall

Help me prepare for a pricing negotiation.

DEAL CONTEXT:
- Company: [COMPANY]
- Deal value: [AMOUNT]
- Their ask: [WHAT DISCOUNT/TERMS THEY WANT]
- Our flexibility: [WHAT WE CAN OFFER]

RELATIONSHIP:
- Strategic importance: [LOW/MEDIUM/HIGH]
- Champion relationship: [STRENGTH]
- Competitive threat: [ARE THEY USING COMPETITION AS LEVERAGE]

Generate:

1. NEGOTIATION STRATEGY
- What to give vs. hold firm on
- Trade-offs to offer

2. SCRIPTS
- How to respond to "your price is too high"
- How to justify value
- How to counter-offer

3. CONCESSION LADDER
- What to offer first
- What to save for later
- What never to give

4. CREATIVE ALTERNATIVES
- Terms vs. price trades
- Multi-year considerations
- Payment timing

5. WALK-AWAY POINT
- When to walk
- How to walk (leave door open)
- Alternatives to consider