Account Intelligence
Account Executive Training
Your role: Maximize deal velocity through AI-powered account intelligence and efficient pipeline management.
Core Capabilities
| Capability | What It Does | Time Saved |
|---|---|---|
| Account Intelligence | 6-category deep dive on any account | 30-45 min/account |
| Copilot Chat | Natural language queries and actions | 15-20 min/interaction |
| Deal Pipeline | Stage-based tracking with velocity metrics | 10 min/day |
| Stakeholder Mapping | Contact enrichment with buying roles | 20 min/account |
| Meeting Transcripts | RAG-indexed conversation history | 15 min/meeting |
Week 1 Workflow: Account Research Mastery
Day 1: Account Intelligence Setup
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Run Account Intelligence
Navigate to Accounts tab, select target account, click Run Intelligence button. The 6-step workflow generates automatically.
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Review Intelligence Documents
Account detail page shows generated docs. Each category becomes a searchable document. Copilot can answer questions from this data.
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Map Stakeholders
Go to Contacts subtab within account. 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:
| Category | What It Contains |
|---|---|
| Website Scrape | Messaging, products, positioning |
| Company Enrichment | Firmographics, market position |
| Financial Intelligence | Revenue, funding, growth signals |
| Leadership Research | Executive team, decision makers |
| News & Events | Press releases, developments |
| Tech Stack | Tools, 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 [account 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 startersCopilot Queries for Pre-Call
| Information Needed | Copilot Command |
|---|---|
| Account 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
| Action | Copilot 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
- Update deal stage immediately — Keeps pipeline accurate
- Log key conversation points — Auto-indexed for future reference
- Add new stakeholders — Expand your contact map
- Set next step — Close date and follow-up tasks
Pipeline Management
Daily Pipeline View
- Navigate to Accounts → Deals tab
- Use My Deals toggle to filter to your accounts
- Review deals by stage:
- Discovery → Qualified → Proposal → Negotiation → Closed Won/Lost
Deal Velocity Metrics
| Metric | What It Shows |
|---|---|
| Days in Stage | How long deal has been in current stage |
| Stage Entry Date | When deal entered current stage |
| Total Deal Value | Sum of all deals for account |
Stakeholder Intelligence
Buying Role Definitions
| Role | Description | How to Identify |
|---|---|---|
| Champion | Internal advocate who wants you to win | Provides inside information, makes introductions |
| Decision Maker | Has authority to sign | Controls budget, final say on vendor |
| Influencer | Shapes the decision | Technical evaluator, end user representative |
| Blocker | Actively opposes | Incumbent 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
| Metric | Description |
|---|---|
| Pipeline Coverage | Total deal value / Quota |
| Deal Velocity | Average days in each stage |
| Win Rate | Closed Won / Total Closed |
| Average Deal Size | Total value / Deal count |
Account Health
| Metric | Description |
|---|---|
| Intelligence Completeness | 6/6 categories generated |
| Stakeholder Coverage | Contacts mapped across buying roles |
| Engagement Trend | Rising or falling engagement_score |
Troubleshooting
| Issue | Solution |
|---|---|
| Account Intelligence stuck | Verify website URL is correct; retry workflow |
| Missing stakeholder data | Import contacts via CSV or add manually |
| Deal stage not updating | Check you have edit permissions on the deal |
| Copilot not finding account | Use exact account name; check org filter |
Best Practices
- Run intelligence before first call — Never go in blind
- Update deals in real-time — Stale pipeline = wrong forecast
- Map all stakeholders early — Identify champions and blockers
- Use Copilot for speed — Natural language is faster than forms
- Review days_in_stage weekly — Catch stuck deals early