You're probably wondering what Nick Fury has to do with an Account Executive... I think a lot.
An Account Executive (AE) is a very objective person, who knows how to persuade and, above all, uses everything in his hands to solve and help in any circumstance.
It's true that it's a bit of a geeky metaphor (hehe!), but throughout bulk sms thailand this post you'll see how much truth there is, since I'll focus on letting you know what exactly this role does, what its main qualities are, and I'll share with you some sales tactics that our AEs currently use so that you can implement it in your business. Let's go!
What is an Account Executive and what qualities should they have?
Previously we referred to them as Farmers, now with the new structure we call them Account Executives.
They are in charge of maintaining a relationship between future and current clients in order to provide them with all the value and help possible in a certain product or service.
They depend on the SDRs (Sales Development Reps), as they are in charge of passing qualified leads to the AEs, so that they are only responsible for effectively following up and closing each sales opportunity. They work closely with the Customer Success department and are very versatile because they are in charge of implementing various negotiation techniques to achieve their objectives.
In this post I showed you what the new structure is, where Fernando and Jorge become Account Executives at efficy and Alfredo and Laurent become Field Account Executives at efficy. The difference between both roles is that AEs are in charge of carrying out the entire sales process remotely, while efficy's FAEs are dedicated to visiting clients . Well, do you remember what I mentioned at the beginning about Nick Fury's qualities? Well, they weren't that far from our reality. After researching, listening to different podcasts and asking several people in the sector, I came to the conclusion that every Account Executive must have the following characteristics:
According to the Bureau of Labor Statistics, AEs are projected to grow by an average of 5% between 2014 and 2024, which represents an additional 19,000 commercial jobs.
How our Account Executives work to close any deal
For example: let's say that your company needs a CRM because using only Excel is becoming a bit unsustainable. You go to Google, find efficy and sign up to learn about the tool .
Minutes later, my colleague Javi (SDR at efficy) calls you to learn a little more about your business and see how the CRM can be very useful to you.
Between the two of them, they arrange a day and time for you to receive a tour and this is where our AEs come into play.
