Account Executive
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What is a Fractional Account Executive?
A Fractional Account Executive is a part time sales professional who is hired by a company on a part-time or project basis to manage and close sales opportunities. This is a part time version of hiring an account executive. They typically work with companies that need experienced Account Executives but may not have the resources or need for a full-time Account Executive. They are responsible for managing the sales pipeline, building relationships with key decision-makers, and closing deals.
Your Fractional Account Executive Can Help With
Prospecting
- Cold outreach
- Cold emails
- Cold calling
Sales Process
- Qualifying opportunities
- Managing a pipeline
- Product Demos
- Discovery
- Relationship building
- Answering customer questions
- Closing new business
Main Benefits
- Close more business and manage sales pipeline
Other names for Fractional Account Executive
- Fractional AE
- Salesperson
- Sales Representative
- Mid-Market Account Executive
- Enterprise Account Executive
- Sales Executive
The easiest way to make a Fractional Account Executive hire
Connect with your Fractional Account Executive in as little as 48 hours
TABLE OF CONTENTS
Fractional Account Executives are responsible for generating new sales and managing the sales pipeline in order to achieve revenue growth targets. Here’s how they do it:
Prospecting: Fractional Account Executives identify and target potential customers through various channels such as social media, cold email, and cold calling. They use their knowledge of the market and industry to identify potential leads and build relationships with decision-makers.
Lead Qualification: Fractional Account Executives evaluate the quality of leads and determine whether they are a good fit for their company’s product or service. They gather information about the prospect’s needs, budget, and timeline to determine whether the lead is worth pursuing.
Sales Presentations and Demonstrations: Fractional Account Executives are responsible for presenting their company’s product or service to potential customers. They conduct product demonstrations, create sales presentations, and provide solutions to prospects to help them solve their problems and meet their business needs.
Sales Pipeline Management: Fractional Account Executives manage the sales pipeline by tracking leads, prospects, and opportunities. They prioritize leads based on the likelihood of closing a sale and their potential value to the company. They also maintain regular contact with prospects, follow up on leads, and update the CRM system to ensure accurate forecasting and reporting.
Closing Sales: Fractional Account Executives negotiate contracts, pricing, and terms of service with customers. They work with the legal team to draft contracts and agreements, and ensure that all parties are satisfied with the final terms. They also provide post-sales support to ensure customer satisfaction and retention.
In summary, Fractional Account Executives are responsible for generating new sales and managing the sales pipeline to achieve revenue growth targets. They use their sales expertise and knowledge of the market to identify potential leads, build relationships with decision-makers, and close deals. They also manage the sales pipeline, prioritize leads, and provide post-sales support to ensure customer satisfaction and retention.
Fractional Account Executives are responsible for generating new sales and managing the sales pipeline in order to achieve revenue growth targets. Here’s how they do it:
Prospecting: Fractional Account Executives identify and target potential customers through various channels such as social media, cold email, and cold calling. They use their knowledge of the market and industry to identify potential leads and build relationships with decision-makers.
Lead Qualification: Fractional Account Executives evaluate the quality of leads and determine whether they are a good fit for their company’s product or service. They gather information about the prospect’s needs, budget, and timeline to determine whether the lead is worth pursuing.
Sales Presentations and Demonstrations: Fractional Account Executives are responsible for presenting their company’s product or service to potential customers. They conduct product demonstrations, create sales presentations, and provide solutions to prospects to help them solve their problems and meet their business needs.
Sales Pipeline Management: Fractional Account Executives manage the sales pipeline by tracking leads, prospects, and opportunities. They prioritize leads based on the likelihood of closing a sale and their potential value to the company. They also maintain regular contact with prospects, follow up on leads, and update the CRM system to ensure accurate forecasting and reporting.
Closing Sales: Fractional Account Executives negotiate contracts, pricing, and terms of service with customers. They work with the legal team to draft contracts and agreements, and ensure that all parties are satisfied with the final terms. They also provide post-sales support to ensure customer satisfaction and retention.
In summary, Fractional Account Executives are responsible for generating new sales and managing the sales pipeline to achieve revenue growth targets. They use their sales expertise and knowledge of the market to identify potential leads, build relationships with decision-makers, and close deals. They also manage the sales pipeline, prioritize leads, and provide post-sales support to ensure customer satisfaction and retention.
Fractional Account Executives are responsible for generating new sales and managing the sales pipeline in order to achieve revenue growth targets. Here’s how they do it:
Prospecting: Fractional Account Executives identify and target potential customers through various channels such as social media, cold email, and cold calling. They use their knowledge of the market and industry to identify potential leads and build relationships with decision-makers.
Lead Qualification: Fractional Account Executives evaluate the quality of leads and determine whether they are a good fit for their company’s product or service. They gather information about the prospect’s needs, budget, and timeline to determine whether the lead is worth pursuing.
Sales Presentations and Demonstrations: Fractional Account Executives are responsible for presenting their company’s product or service to potential customers. They conduct product demonstrations, create sales presentations, and provide solutions to prospects to help them solve their problems and meet their business needs.
Sales Pipeline Management: Fractional Account Executives manage the sales pipeline by tracking leads, prospects, and opportunities. They prioritize leads based on the likelihood of closing a sale and their potential value to the company. They also maintain regular contact with prospects, follow up on leads, and update the CRM system to ensure accurate forecasting and reporting.
Closing Sales: Fractional Account Executives negotiate contracts, pricing, and terms of service with customers. They work with the legal team to draft contracts and agreements, and ensure that all parties are satisfied with the final terms. They also provide post-sales support to ensure customer satisfaction and retention.
In summary, Fractional Account Executives are responsible for generating new sales and managing the sales pipeline to achieve revenue growth targets. They use their sales expertise and knowledge of the market to identify potential leads, build relationships with decision-makers, and close deals. They also manage the sales pipeline, prioritize leads, and provide post-sales support to ensure customer satisfaction and retention.
Fractional Account Executives need a combination of soft skills, sales skills, and business skills to be successful in their role. Here are some of the key skills that a Fractional Account Executive should possess:
Communication Skills: Fractional Account Executives must be excellent communicators, both verbal and written. They need to be able to communicate effectively with customers, colleagues, and senior management.
Sales Skills: Fractional Account Executives must be skilled in sales techniques such as prospecting, qualifying leads, presenting solutions, and closing deals. They need to be able to identify the customer’s needs, offer solutions, and handle objections.
Relationship Building: Fractional Account Executives need to be able to build and maintain strong relationships with customers. This involves developing trust, demonstrating credibility, and providing exceptional customer service.
Strategic Thinking: Fractional Account Executives need to be able to think strategically and develop sales strategies that align with the company’s goals and objectives.
Business Acumen: Fractional Account Executives need to have a good understanding of the industry and market they are selling to, as well as the products and services they are selling. They need to be able to understand the customer’s business and how their company’s solutions can help them achieve their goals.
Time Management: Fractional Account Executives need to be able to manage their time effectively, prioritize their workload, and meet deadlines.
Teamwork: Fractional Account Executives need to be able to work effectively as part of a team, collaborating with colleagues from different departments such as marketing, product development, and customer success.
Adaptability: Fractional Account Executives need to be able to adapt to changes in the market, customer needs, and company priorities. They need to be able to adjust their sales strategies and tactics as needed to achieve their goals.
There are three main types of Fractional Account Executives. They are Fractional SMB AE, Fractional Mid-Market AE, and Fractional Enterprise AE.
The primary difference between Fractional SMB (Small and Medium-sized Business), Fractional Mid-Market, and Fractional Enterprise Account Executives is the size and complexity of the accounts they manage. Here’s a breakdown of each type of Fractional Account Executive and their key differences:
Fractional SMB Account Executive: Fractional SMB Account Executives are responsible for managing relationships with small and medium-sized businesses. These companies typically have less than 500 employees and may have less complex needs and lower budgets. Fractional SMB Account Executives tend to work with a higher volume of accounts and focus on generating a large number of transactions.
Fractional Mid-Market Account Executive: Fractional Mid-Market Account Executives are responsible for managing relationships with mid-sized businesses. These companies typically have between 500 and 5,000 employees and may have more complex needs and larger budgets. Fractional Mid-Market Account Executives tend to work with fewer accounts than Fractional SMB Account Executives, but the accounts they manage are typically larger and require more time and attention.
Enterprise Account Executive: Fractional Enterprise Account Executives are responsible for managing relationships with large, complex enterprise accounts. These companies typically have over 5,000 employees and may have very complex needs and large budgets. Fractional Enterprise Account Executives work with a smaller number of accounts than both SMB and Mid-Market Account Executives, but the accounts they manage are much larger and require a high degree of strategic planning, relationship-building, and collaboration with internal teams.
Overall, the primary difference between these types of Fractional Account Executives is the size and complexity of the accounts they manage, as well as the level of strategic planning, relationship-building, and collaboration required to be successful.
Hiring a fractional account executive has several benefits for businesses, including:
Cost Savings: Fractional account executives work on a part-time or project basis, allowing businesses to save on the cost of a full-time hire. This can be particularly beneficial for smaller businesses or startups with limited budgets.
Flexibility: Fractional account executives offer flexibility in terms of their availability and the scope of their work. Businesses can engage a fractional account executive on a project basis or for a specific time period, allowing them to adjust their resources based on their changing needs.
Experience: Fractional account executives typically have a wealth of experience working with various companies and industries, giving them a broad perspective on sales and marketing strategies. This can be particularly beneficial for businesses that are looking to expand into new markets or industries.
Specialization: Fractional account executives may have specific areas of expertise that make them an immediate asset to a company. This allows businesses to tap into specialized knowledge and skills that they may not have in-house.
Results-Oriented: Fractional account executives are typically focused on delivering results for their clients, whether that’s generating leads, closing sales, or building long-term customer relationships. This results-oriented approach can help businesses achieve their sales and revenue goals more quickly and efficiently.
Overall, hiring a fractional account executive can be a cost-effective and flexible way for businesses to access specialized sales expertise and achieve their sales and revenue goals.
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