Success in this role isn't just about closing deals—it’s about building relationships, managing complex sales cycles, and continuously improving your strategy.
According to HubSpot, top-performing sales reps close 30% more deals by mastering key B2B sales skills like relationship-building, objection handling, and strategic negotiation.
In this guide, we’ll break down the must-have skills, proven sales strategies, and growth opportunities for AEs who want to crush their quota and advance their careers.
As an AE, you’re responsible for:
✔ Managing the entire sales cycle—from initial outreach to deal closure.
✔ Handling high-value leads and nurturing relationships with key decision-makers.
✔ Negotiating contracts and ensuring long-term client success.
✔ Collaborating with SDRs (Sales Development Representatives) to convert leads into customers.
Unlike SDRs who focus on prospecting and booking meetings, AEs close the deals and generate revenue.
Successful AEs don’t sell—they solve problems. Instead of pushing a product, they ask insightful questions to uncover real pain points.
Pro Tip: Use the SPIN Selling Framework to guide conversations:
�Example: Instead of saying, “Our software improves team productivity,” ask, “How much time does your team spend on manual reporting?”—then position your product as the solution to that inefficiency.
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Tech sales is about trust. 88% of buyers say they choose vendors they trust over the competition (Forbes).
How to Build Stronger Relationships:
Example: Instead of saying, “I’d love to schedule a demo,” try, “I saw your company just raised funding—how are you planning to scale your sales team?”
Bonus: Want to sharpen your LinkedIn networking skills? Jaron Erickson, Sales Dojo’s Founder, has a FREE mini-course on optimizing your LinkedIn profile for sales success. Get access here.
Most deals don’t close on the first call. AEs who master objection handling increase their close rates by 40% (Gartner).
How to Handle Common Objections:
❌ “We don’t have the budget.” → ✅ “I understand—many clients felt the same way before seeing how this solution helped them cut costs by 20%.”
❌ “We’re happy with our current provider.” → ✅ “That makes sense! What do you like most about your current solution? Are there any areas where you feel it could be improved?”
Negotiation Tip: Don’t just lower the price—add more value. Offer a case study, an extended trial, or a consultation call to keep the conversation moving.
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High-performing AEs don’t rely on gut instinct—they use data to drive decisions.
Example: If deals stall at the proposal stage, analyze past conversations—did you address all decision-makers? Did the pricing structure create hesitation? Adjust your approach accordingly.
The best AEs never stop learning. Whether it’s through mentorship, sales books, or industry conferences, investing in your development will keep you ahead.
Top Sales Books to Read:
📖 “The Challenger Sale” – Teaches you how to control sales conversations.
📖 “Fanatical Prospecting” – Helps you stay consistent with outreach.
📖 “Never Split the Difference” – Essential for mastering negotiation.
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Want to accelerate your growth? Join Sales Dojo and connect with top-performing AEs who share insider strategies! Apply here!
If you're looking to become an Account Executive, here’s your roadmap:
1. Start as an SDR: Gain experience in prospecting and cold outreach.
2. Build a strong personal brand on LinkedIn: Share insights and engage with industry leaders.
3. Develop key AE skills: Work on objection handling, closing techniques, and product demos.
4. Apply strategically: Target SaaS companies with strong training programs.
5. Get mentorship: Learn from experienced AEs and sales leaders.
Tech sales is evolving, and the best AEs don’t just sell—they educate, build trust, and provide value. Whether you’re new to the role or looking to level up, mastering these skills will set you apart.
Ready to take your AE career to the next level? Join Sales Dojo for expert insights, mentorship, and cutting-edge sales training.