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Account Executive Training

Your role: Maximize deal velocity through AI-powered company intelligence and efficient pipeline management.

Core Capabilities

CapabilityWhat It DoesTime Saved
Company Intelligence6-category deep dive on any company30-45 min/company
Copilot ChatNatural language queries and actions15-20 min/interaction
Deal PipelineStage-based tracking with velocity metrics10 min/day
Stakeholder MappingContact enrichment with buying roles20 min/company
Meeting TranscriptsRAG-indexed conversation history15 min/meeting

Week 1 Workflow: Company Research Mastery

Day 1: Company Intelligence Setup

  1. Run Company Intelligence

    Navigate to Companies tab, select target company, click Run Intelligence button. The 6-step workflow generates automatically.

  2. Review Intelligence Documents

    Company detail page shows generated docs. Each category becomes a searchable document. Copilot can answer questions from this data.

  3. Map Stakeholders

    Go to Contacts subtab within company. Add key stakeholders manually or via import. Assign buying_role: champion, decision_maker, influencer, or blocker. Set engagement_score based on interaction level.

Generated intelligence categories:

CategoryWhat It Contains
Website ScrapeMessaging, products, positioning
Company EnrichmentFirmographics, market position
Financial IntelligenceRevenue, funding, growth signals
Leadership ResearchExecutive team, decision makers
News & EventsPress releases, developments
Tech StackTools, integration opportunities

Pre-Call Prep Workflow

Time: 5 minutes per call

Use this workflow before every prospect call:

Pre-Call Checklist
├── 1. Copilot: "What do we know about [company name]?"
├── 2. Review 6 intelligence categories
├── 3. Check stakeholder buying roles
├── 4. Review meeting transcript summaries (if any)
└── 5. Note recent news/events for conversation starters

Copilot Queries for Pre-Call

Information NeededCopilot Command
Company overview”Summarize what we know about Acme Corp”
Decision makers”Who are the key decision makers at Acme?”
Pain points”What challenges is Acme Corp facing?”
Recent news”Any recent news about Acme Corp?”
Tech stack”What tools does Acme Corp use?”
Competitors”Who are Acme Corp’s main competitors?”

During/After Call Workflow

Live Updates via Copilot

ActionCopilot Command
Update deal stage”Move the Acme deal to Proposal stage”
Add contact”Add John Smith as a decision maker at Acme”
Log notes”Add note to Acme: Discussed pricing, follow up next week”
Update deal value”Set Acme deal value to $75,000”

Post-Call Best Practices

  1. Update deal stage immediately — Keeps pipeline accurate
  2. Log key conversation points — Auto-indexed for future reference
  3. Add new stakeholders — Expand your contact map
  4. Set next step — Close date and follow-up tasks

Pipeline Management

Daily Pipeline View

  1. Navigate to Companies → Deals tab
  2. Use My Deals toggle to filter to your companies
  3. Review deals by stage:
    • Discovery → Qualified → Proposal → Negotiation → Closed Won/Lost

Deal Velocity Metrics

MetricWhat It Shows
Days in StageHow long deal has been in current stage
Stage Entry DateWhen deal entered current stage
Total Deal ValueSum of all deals for company

Stakeholder Intelligence

Buying Role Definitions

RoleDescriptionHow to Identify
ChampionInternal advocate who wants you to winProvides inside information, makes introductions
Decision MakerHas authority to signControls budget, final say on vendor
InfluencerShapes the decisionTechnical evaluator, end user representative
BlockerActively opposesIncumbent vendor relationship, status quo preference

Engagement Scoring

Contact engagement_score (0-100) based on:

  • Meeting attendance
  • Email responsiveness
  • Document views
  • Champion behaviors

Key Metrics to Track

Personal Performance

MetricDescription
Pipeline CoverageTotal deal value / Quota
Deal VelocityAverage days in each stage
Win RateClosed Won / Total Closed
Average Deal SizeTotal value / Deal count

Company Health

MetricDescription
Intelligence Completeness6/6 categories generated
Stakeholder CoverageContacts mapped across buying roles
Engagement TrendRising or falling engagement_score

Troubleshooting

IssueSolution
Company Intelligence stuckVerify website URL is correct; retry workflow
Missing stakeholder dataImport contacts via CSV or add manually
Deal stage not updatingCheck you have edit permissions on the deal
Copilot not finding companyUse exact company name; check org filter

Best Practices

  1. Run intelligence before first call — Never go in blind
  2. Update deals in real-time — Stale pipeline = wrong forecast
  3. Map all stakeholders early — Identify champions and blockers
  4. Use Copilot for speed — Natural language is faster than forms
  5. Review days_in_stage weekly — Catch stuck deals early

What’s Next?