Account executives are a unique class of salespeople. Right after-sales development reps, as members of the sales team, account executives are the first to interact with potential consumers.
An account executive in India often does a dozen product demos on Zoom each day, follows up with prospects through email, updates the CRM, collaborates with other departments such as customer success, marketing, and product teams, and—most importantly—achieves the sales goals that have been set for them.
In many respects, account executives are in charge of a deal from beginning to end—from qualifying leads to conducting discovery calls to finalizing a sale. They cannot afford to slack off on their work because it directly affects the income of their firm.
For them to be successful in their area of work, account executives must have a high level of discipline, pragmatic thinking, and innovative negotiation abilities. Additionally, there are a few actions taken by high-flying account executives that distinguish them from their normal counterparts.
This blog focuses on the top 7 things that account executives in India do consistently to remain on top of the game and maximize the value of their sales meetings.
The top 7 practices of a good account executive in India
They excel in time management.
Account executives schedule their time as if their lives depended on it in order to avoid letting transactions fall through the cracks. The time set aside for a sales meeting is valuable (and non-recoverable), not just for the account executive but also for the prospects. A skilled account executive has a talent for declining appointments that add little value to their calendar.
A defined agenda for a sales call ensures that everyone is on the same page, gives the discussion a focus, and reduces the chance that the conversation will veer off course. To ensure that each sales conversation is outcome-driven, companies often have a clever approach to creating meeting agenda templates.
Top account executives work in close partnership with others.
A good account executive is aware that the current sales process is not a one-player game. In a multiplayer setting, cooperation is essential for reaching the next stage of development. Great account executives are aware of the serious error of blaming the sales team alone for the success of deals.
Account executives understand that maintaining a customer account’s loyalty to their brand is just as important as winning a contract. They go above and beyond to create a seamless hand-off between sales and customer success.
They make thorough discovery calls.
Account executives put more emphasis on achieving the perfect customer-product match than the outdated idea of always closing. Smart account execs know that in SaaS, the ball seldom stops at sales conversions. When consumers choose to support a brand, the true magic unfolds.
Expert account executives are responsible for ensuring that the people they sell genuinely value the products they buy. When they find a fit, they provide a high-touch client experience, and they don’t think twice about rejecting changes that aren’t a fit.
Exceptional account executives are masters at handling opposition.
The majority of account executives are empathic listeners; by paying close attention to what customers are saying or not saying directly, they can gauge their mood. Good Account executive keeps their ears open so they may address consumer concerns before they become outright rejections. Smart Account executives exploit the objections they raise to peel back several layers of their psyche.
Sales and marketing executives (ASEs) use conversation intelligence to proactively get ready for the typical objections that arise in sales discussions throughout the whole enterprise. Account executives also prepare for objection handling as part of their demonstration.
The most effective account executives listen much more often than they speak.
An account executive’s job is like that of a therapist—both professions need a lot of patience, courage, and training to listen with an open mind rather than listening to respond. In sales, listening well to prospects is almost like a growth hack that helps account executives build trust with customers, open interesting conversation loops, and engage in meaningful conversations.
They employ a consultative sales strategy.
Sales to established B2B clients require a significant amount of professional knowledge and the capacity to properly assess each circumstance. Many salespeople assume charge of a sales conversation right away and educate the prospects as if they are in the dark about what they want. Even while, when done effectively, education is fantastic, not every consumer will respond positively to it.
They are proactive in asking for guidance and feedback.
Sales executives are independent thinkers who will make the effort to study and incorporate fresh approaches to selling. Good account executives are aware that sales coaching may aid in their craft improvement and revenue target achievement. Research reveals that B2B sales representatives that meet their quota 75% of the time have more effective sales coaching programs in their firms than the competition.
Ending Thoughts
Account executives are responsible for managing a company’s finances, meeting its sales goals, and advancing in their professions.
If you are aiming for a good account executive job in Noida, then you must have a long-term perspective on your work performance and the industry you work in.
You must continually upgrade your skills in order to do the job well and support the firm in achieving its revenue goals.