e Working with tion dina oor art 10 c f Account Executives P The importanco Quota-carrying Account Executives (AEs) are That’s why today’s Account Execs have expensive resources. The whole idea of sales increasingly become the quarterbacks of the development was designed to keep AEs focused ABE team. They care about these accounts on closing deals instead of chasing prospects. and they want to manage the relationships – while at the same time, getting the most value But in Tier 1 and Tier 2 accounts – the big deals from their sales development and marketing that will make or break their targets – Account team members. Execs don’t just appreciate being included, they insist on it (and for good reason). Yes, there are still old-school ‘sales animals’ Bringing in company executives that hate to collaborate or will resist new tools. If you want to reach an executive at But these are quickly giving way to enlightened a target company, you’ll always have sales professionals who understand the value the most success if it comes from an of an integrated, Account Based approach. executive at your company. This is a big card to play, so you can’t over-use it. But for key touches in Tier 1 Plays, “With cross-functional account it can be hugely effective. teams, you decide how often meetings happen and who attends which ones. There’s no need to overload the Account Exec.” Tom Scearce TOPO 90