Account Executive

Create a discovery call framework for this opportunity.

Context:
- Prospect: [NAME, TITLE at COMPANY]
- Company size: [EMPLOYEES / REVENUE]
- How they found us: [INBOUND / OUTBOUND / REFERRAL]
- What they said they need: [THEIR STATED NEED]
- My product: [WHAT YOU SELL]

Generate:
1. Opening (build rapport, set agenda, get permission)
2. Current state questions (how they do it today)
3. Pain quantification questions (cost of the problem)
4. Future state questions (what good looks like)
5. Decision process questions (who, what, when)
6. Next steps framework

For each question, include:
- The question itself
- Why you're asking it
- Follow-up questions based on likely answers

Create a demo script based on what I learned in discovery.

Discovery findings:
- Main pain point: [THEIR #1 PROBLEM]
- Secondary pain: [THEIR #2 PROBLEM]
- Current solution: [WHAT THEY USE TODAY]
- Why they're looking: [TRIGGER EVENT]
- Success metrics: [HOW THEY'LL MEASURE SUCCESS]
- Key stakeholders: [WHO'S INVOLVED]
- Timeline: [WHEN THEY NEED TO DECIDE]

My product: [YOUR PRODUCT]

Create a demo flow that:
1. Recaps their situation (show you listened)
2. Shows the 3 most relevant features (tied to their pain)
3. Includes a "wow moment" that differentiates
4. Handles likely objections preemptively
5. Ends with clear next steps

Time limit: 20 minutes of demo + 10 minutes Q&A

Write an email to send with my proposal.

Deal context:
- Prospect: [NAME, TITLE at COMPANY]
- What we're proposing: [SOLUTION SUMMARY]
- Price: [DEAL VALUE]
- Their timeline: [WHEN THEY SAID THEY NEED TO DECIDE]
- Champion: [WHO'S PUSHING FOR YOU]
- Blocker: [WHO MIGHT SAY NO]
- Competitor: [WHO ELSE THEY'RE EVALUATING]

Email should:
1. Reference specific things they said they needed
2. Summarize the proposal (they'll skim before opening)
3. Highlight the ROI case
4. Create urgency without being pushy
5. Make next steps crystal clear
6. Give them language to sell internally

Under 200 words. No attachments - embed key points in the email.

Help me prepare for a negotiation on this deal.

Deal context:
- Prospect: [COMPANY NAME]
- Our price: [YOUR ASKING PRICE]
- Their budget: [WHAT THEY SAID / YOUR GUESS]
- Deal size: [ACV]
- What they've pushed back on: [PRICE / TERMS / TIMELINE]
- Their alternatives: [COMPETITORS / STATUS QUO]
- Our leverage: [WHY THEY NEED US]
- Their leverage: [WHY WE NEED THEM]

Help me with:
1. BATNA analysis (theirs and mine)
2. Concessions I can offer (and what to get in return)
3. Anchoring strategy
4. "If... then" trade-offs
5. Walk-away point
6. Red lines I shouldn't cross

Also give me:
- 3 responses to "Can you do better on price?"
- How to handle "Competitor X is cheaper"
- Language for multi-year discount trades

Create a champion enablement package for my internal sponsor.

Context:
- Champion: [NAME, TITLE]
- Economic buyer: [NAME, TITLE]
- Other stakeholders: [WHO ELSE NEEDS TO APPROVE]
- Champion's motivation: [WHY THEY WANT THIS]
- What they need to prove: [BUSINESS CASE REQUIREMENTS]
- Objections they'll face: [LIKELY INTERNAL PUSHBACK]

Create:
1. One-pager they can share with their boss
2. Email they can forward to stakeholders
3. Talk track for their internal meeting
4. Responses to likely internal objections
5. ROI calculation framework
6. Competitive comparison talking points

Make it easy for them to copy-paste and look good internally.

Create a Mutual Action Plan (MAP) for this deal.

Deal context:
- Prospect: [COMPANY NAME]
- Target close date: [DATE]
- Key stakeholders: [NAMES AND ROLES]
- Deal value: [ACV]
- Current stage: [STAGE]
- Known requirements: [SECURITY / LEGAL / TECHNICAL / PROCUREMENT]

Build a reverse-engineered timeline that includes:
1. All steps needed from both sides
2. Who owns each step
3. Dependencies between steps
4. Buffer time for delays
5. Go-live planning (not just contract signing)

Categories to include:
- Technical evaluation (POC, security review, integration)
- Business validation (ROI, stakeholder buy-in)
- Procurement (legal, finance, contract)
- Implementation (timeline, resources, training)

Format as a shareable document they can edit with me.

Create an executive briefing document for this deal.

Context:
- Company: [PROSPECT COMPANY]
- Executive reader: [C-LEVEL TITLE]
- Champion: [WHO'S SPONSORING]
- Initiative: [WHAT THEY'RE TRYING TO DO]
- Our solution: [YOUR PRODUCT]
- Investment: [DEAL SIZE]

Executive's likely questions:
- Why now? (timing/urgency)
- Why this? (vs alternatives)
- What's the risk? (downside mitigation)
- What's the return? (ROI timeline)
- Who's done this? (references)

Create a 1-page brief that:
1. Leads with their strategic priority (not your product)
2. Frames the problem in financial terms
3. Summarizes the recommendation
4. Provides clear ROI projection
5. Outlines next steps with timeline
6. Addresses the "why not" objections

Write in executive voice—no jargon, bullets over paragraphs.

Help me position against [COMPETITOR] in this deal.

Situation:
- Prospect: [COMPANY]
- Competitor: [COMPETITOR NAME]
- How we know they're involved: [SOURCE]
- Prospect's evaluation criteria: [WHAT MATTERS TO THEM]
- Where competitor is strong: [THEIR ADVANTAGES]
- Where we're strong: [OUR ADVANTAGES]

Create:
1. Competitive landmines to plant early
2. Differentiating questions to ask prospect
3. Responses to "why not [competitor]?"
4. Head-to-head feature comparison (honest)
5. Customer proof points vs. competitor
6. When to walk away (bad fit indicators)

Rules:
- Never trash competitor directly
- Focus on what's best for the customer
- Acknowledge where competitor wins
- Lead with differentiation, not FUD

Create a trial-to-paid conversion plan.

Trial context:
- Company: [COMPANY NAME]
- Trial length: [DAYS]
- Days remaining: [DAYS LEFT]
- Users active: [NUMBER]
- Usage metrics: [KEY ACTIVITY DATA]
- Success criteria: [WHAT THEY DEFINED AS SUCCESS]
- Champion: [NAME, TITLE]
- Blocker/skeptic: [IF ANY]

Build a conversion plan that includes:
1. Usage milestones to hit each week
2. Check-in cadence and talk tracks
3. Success metrics to highlight
4. Expansion signals to identify
5. Objections to preempt
6. Transition call structure
7. Urgency creation (without being pushy)

Include:
- Email templates for each phase
- Questions to ask in check-ins
- Red flags that trial is going poorly
- Save plays for struggling trials

Help me unstick this stalled deal.

Deal context:
- Company: [PROSPECT]
- Deal value: [ACV]
- Stage: [CURRENT STAGE]
- Days in stage: [NUMBER]
- Last meaningful contact: [DATE AND WHAT HAPPENED]
- Stated next step that didn't happen: [WHAT WAS SUPPOSED TO HAPPEN]
- Champion status: [ENGAGED / GONE DARK / LEFT COMPANY]
- Competition: [KNOWN ALTERNATIVES]

Diagnose the stall:
1. Priority dropped (something else became urgent)
2. Champion lost influence
3. Evaluating competitor
4. Budget disappeared
5. Internal politics
6. We didn't earn the next step

For each diagnosis, provide:
- How to confirm this is the issue
- Specific re-engagement strategy
- Multi-channel outreach sequence
- When to cut losses

Help me navigate this security review process.

Context:
- Prospect: [COMPANY]
- Their industry: [INDUSTRY - affects compliance needs]
- Security contact: [NAME, TITLE]
- Questionnaire type: [SIG / CAIQ / CUSTOM / VSAQ]
- Questions I'm stuck on: [LIST SPECIFIC QUESTIONS]
- Our certifications: [SOC2 / ISO27001 / GDPR / HIPAA / etc.]
- Our security page: [URL IF EXISTS]

Help me with:
1. Understanding what they're really asking
2. Drafting responses that are accurate and reassuring
3. Identifying gaps we need to address honestly
4. Red flags that could slow us down
5. How to position security as a differentiator
6. Questions to ask their security team

Format responses as copy-paste ready with appropriate caveats.

Help me navigate procurement on this deal.

Context:
- Company: [PROSPECT]
- Deal size: [ACV]
- Procurement contact: [NAME, TITLE]
- Legal contact: [NAME, TITLE]
- Contract issues raised: [SPECIFIC REDLINES]
- Timeline pressure: [WHEN THEY NEED TO GO LIVE]
- Our leverage: [WHY THEY NEED US]

Common blockers and how to handle:
1. Indemnification clauses
2. Liability caps
3. Data processing terms
4. SLA requirements
5. Termination terms
6. Auto-renewal concerns

For this specific deal:
- What to push back on vs. concede
- How to keep champion engaged during legal
- Escalation strategy if stuck
- Creative deal structures (if needed)
- Language I can propose for each redline

Create a QBR presentation for this customer.

Customer context:
- Company: [CUSTOMER NAME]
- Current ARR: [VALUE]
- Contract renewal: [DATE]
- Primary contact: [NAME, TITLE]
- Executive sponsor: [NAME, TITLE]
- Products they use: [CURRENT PRODUCTS]
- Usage metrics: [KEY STATS]
- Value delivered: [OUTCOMES ACHIEVED]

Expansion opportunity:
- Additional product: [WHAT YOU WANT TO UPSELL]
- Additional users/seats: [IF APPLICABLE]
- New department: [IF EXPANDING USE CASE]

Create a QBR deck that:
1. Celebrates their wins (metrics + stories)
2. Shows ROI vs. original business case
3. Benchmarks vs. similar customers
4. Identifies expansion opportunities naturally
5. Previews product roadmap (relevant items)
6. Aligns on next quarter goals

Include talking points and anticipated questions.