The Account Executive Playbook

Pickle’s obsessed with leveling up fellow account executives.

We’ve built a learning hub to help you master the art of full-cycle sales. Pick your favorite topic below!

'Full Cycle' Account Executive
When Account Research is overwhelming
Account Research
You can’t prospect who you don't know. Target ideal accounts in half the time.
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Email prospect asking to be taken off your list
Prospecting
Stand out in prospects’ inboxes.
How to personalize outreach at scale.
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When you skip to the demo during a discovery meeting
Discovery
No pain = no sale.
Run problem-focused discovery meetings.
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Understanding the prospects problem & providing a solution
Demo
Don’t be a product tour guide.
Show only high-impact solutions.
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When you can't overcome the objection
Barriers & Objections
‘No’ is a buyer's favorite word.
Turn barriers into opportunities.
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Last second deal barriers in sales
Proposal & Closing
Prospects can’t buy if you don’t ask them. Always be closing.
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Sales rep not letting customer success interrupt when a prospect asks for specific features
Customer Success Handoff
Closing the deal is just the start.
Time to deliver on those promises.
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If it's not in Salesforce, it simply does not exist
Sales Tech Stack
What’s an artist without a paintbrush, a builder without a hammer, a sales pro without their software?
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How I Deal Podcast
How I Deal Podcast
Sales = storytelling.
In How I Deal, AE's re-live a past deal, start-to-finish.
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