# Account Executive Training

> Maximize deal velocity through AI-powered company intelligence

Source: https://docs.graph8.com/training/account-executives/

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

> **Tip: Time Savings**
> **45+ minutes per company** saved on research and prep

## Core Capabilities

| Capability | What It Does | Time Saved |
|------------|--------------|------------|
| Company Intelligence | 6-category deep dive on any company | 30-45 min/company |
| 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/company |
| Meeting Transcripts | RAG-indexed conversation history | 15 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:**

| 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 [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 Needed | Copilot 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

| 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

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

| 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 company |

> **Caution: Warning Signs**
> - Deal in same stage >14 days without activity
> - Multiple deals stuck at same stage
> - No stakeholder engagement movement

---

## 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 |

### Company 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 |
|-------|----------|
| Company 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 company | Use 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?

**Company Intelligence**

    [Deep dive on company research](https://docs.graph8.com/studio/accounts/)

**Deals**

    [Managing your pipeline](https://docs.graph8.com/studio/accounts/)

**Global Context**

    [Studio setup and intelligence](https://docs.graph8.com/studio/global/)