Being a top-performing Account Executive (AE) isn’t just about hitting quota—it’s about consistently executing the right habits that drive long-term success. The best AEs don’t just rely on luck or talent; they follow a structured daily routine that helps them build stronger relationships, close more deals, and continuously refine their skills.
Whether you’re an SDR transitioning into an AE role or an experienced AE looking to sharpen your edge, these seven habits will set you apart from the competition.
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Successful AEs don’t just react to their inbox; they start their day proactively planning their pipeline. Instead of getting lost in emails, they spend the first 15-30 minutes reviewing their open deals, prioritizing high-value opportunities, and setting clear objectives for the day.
They ask themselves:
✅ Which deals are at risk of stalling?
✅ Who do I need to follow up with today?
✅ What actions will move my top deals forward?
This strategic approach ensures they spend time on revenue-driving activities instead of just checking off tasks.
Even with SDR support, elite AEs own their pipeline. They dedicate at least 30-60 minutes daily to prospecting high-value leads. But they don’t just blast cold emails—they leverage LinkedIn, industry news, and buyer intent data to craft highly personalized outreach.
🔹 They reference recent funding rounds, executive hires, or company initiatives.
🔹 They use video messages, voice notes, or creative subject lines to stand out.
🔹 They focus on providing value rather than pitching right away.
By treating prospecting as a daily discipline, top AEs ensure their pipeline remains healthy, reducing reliance on inbound leads.
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Discovery calls separate good AEs from great ones. Instead of rushing to demo their product, top AEs ask high-impact questions that uncover a prospect’s true challenges and goals.
Elite AEs ask:
✅ What’s the biggest challenge you're facing right now?
✅ What has prevented you from solving this problem before?
✅ How does this issue impact your team or revenue?
Rather than following a rigid script, they actively listen, take notes, and tailor their pitch to the prospect’s specific pain points. This approach builds trust and sets the stage for a smooth close.
Objections are inevitable—but top AEs don’t just react to them; they anticipate and embrace them.
Instead of saying, "Let me check on that," they confidently respond with:
✔️ "I hear that pricing is a concern. Let’s break down the ROI together."
✔️ "Other clients had the same concern—here’s how we addressed it."
They also master negotiation, avoiding instant discounts by instead:
This proactive mindset turns objections into opportunities and accelerates deal velocity.
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Sales success isn’t just about intuition—it’s about analyzing the numbers. The best AEs:
By understanding their own sales data, they continuously refine their approach and improve efficiency, closing more deals with less effort.
Stay Aligned with SDRs, Marketing & Customer Success
Sales isn’t a one-person game. Top AEs work closely with other teams to ensure smooth handoffs and a seamless buyer journey.
They regularly sync with:
This cross-functional collaboration helps them increase deal size, reduce churn, and provide a better overall experience for prospects.
Before wrapping up, elite AEs don’t just shut their laptops—they reflect on their day.
This habit keeps them ahead of the competition, constantly learning, and improving every single day.
Top-performing Account Executives don’t just rely on talent—they develop repeatable, daily habits that drive success. From strategic pipeline management to confident objection handling, these habits separate elite closers from the rest.
Thinking about becoming an AE? Apply now to level up your career.