salespal

Account Executive

Account Manager Mock Call this week!

I have a final interview this week for an Account Manager position.

Prompt Details:

Your BDR set a meeting with a customer that has been unresponsive for the past 6 months. TCV is 50k. Meeting with new VP and Director.

The slide deck they gave me is very new business focused not current customer focused. So I am wondering how I should spin it to reestablish the value for the "new" VP.

Any advice?

Thanks folks!

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8 comments

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Gyro25

Notorious Answer

Account Executive

1) Try and find any usage they've had of your product/service from when they first became a customer. This is key in the value of an upsell/having a reason to re-establish the connection.

2)Think of the ICP of the VP with regard to what their role is and how reestablishing connection can help him with whatever his bottom line is.

3) If I'd had 0 contact, i'd frame it something like this:

"Hey VP+Director name,

As a current client, I wanted to personally introduce myself to learn more about some of the initiatives you have Based off usage(Insert whatever usage metrics you think are relevant).

By the end of our call, I'm hoping we can:

*Insert pain points that your service/platform is helping them with*

and uncover a way for us to continue helping you achieve your relevant business goals"

Cheers"

Like Kosta, usage metrics are key. if you can understand their use case from a current AM, I think you'd get a much better understanding of these convos go.

salespal

Good Citizen

Account Executive

Super helpful thank you!

Kosta_Konfucius

Politicker

Sales Rep

Any other info they are giving you? In real life, I would review usage and get feedback on the tool with where/how they use. Then do a discovery to see if there is a need for another product/upgrade to X product.

For the Mock, I would say stuff like I noticed headcount went up by X amount, in these situations I typically recommend adding/upgrading to XYZ product

salespal

Good Citizen

Account Executive

Just details on their current subscription stack, TCV, 6 months into current contract. company notes says they're growing.

My thoughts are dive into usage, understand why we are meeting today/discovery, and then reestablish value and set next steps

Kosta_Konfucius

Politicker

Sales Rep

I would back-channel to talk to a current AM and get their thoughts if you have time.

salespal

Good Citizen

Account Executive

I sent an email to the hiring manager asking for some additional context since the HR rep is OOO. So I hope he reaches back out. I sent some Linkedin sessages to folks who are fairly new to the team. No one has gotten back to me. Appreciate the advice!

CuriousFox

WR Officer

🦊

Good luck friend!

salespal

Good Citizen

Account Executive

Update: Went well, but they basically said we had some amazing candidates with more specific industry (hr tech) experience than you. Learned a lot! Back to the drawing board for the next one!

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salespal

Account Manager Mock Call this week!

8 comments

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