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Account executive (AE)

What means

Account executive (AE)

?

An Account Executive (AE) is a sales specialist who is responsible for existing customers.

An account executive (AE) is a sales specialist who is responsible for existing customers. Usually, an AE is in charge of several customer accounts and has the task of maintaining the customer relationship, avoiding cancellations or ideally expanding the contracts.

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AB Testing (or Split Testing)

AB Testing (or Split Testing) is an experiment to test different variants against each other.

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ABC (Always Be Closing)

"Always Be Clothing" is a motivational phrase/ sales strategy.

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Account

In CRM Systems, an account typically refers to a company.

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Account development representative (ADR)

ADR's are sales specialists focusing on generating new Leads/ Prospects.

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Account executive (AE)

An Account Executive (AE) is a sales specialist who is responsible for existing customers.

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Account-Based Marketing (ABM)

Account-based marketing is a Go-to-Market Strategy that focuses on a specific customer segment.

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Account-Based Selling (ABS)

Account-based Selling is a primarily B2B Sales Strategy that focuses on a specific customer segment.

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Adoption (Product Adoption)

Product Adoption is the process whereby users become aware of a product, understand its value, and begin to use it.

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Annual Recurring Revenue (ARR)

Annual Recurring Revenue (ARR) is the amount of contracted monthly revenue calculated on the basis of a calendar year.

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Application Program Interface (API)

Application Program Interface (API) is a technical interface for the exchange of data.

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Artificial Intelligence (AI)

Artificial Intelligence (AI) uses data from computers, machines and software to simulate the processes of human intelligence.

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B2B

B2B is short for "Business-to-Business"

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B2C

B2C is short for "Business-to-Consumer"

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B2C2B

B2C2B is short for "Business-to-Consumer-to-Business"

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BANT

"BANT" is short for Budget, Authority, Need, Timeline.

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BASHO Email

BASHO is a highly personalized sales email, mostly targeted at c-level executives.

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Best Case

Best Case is a forecast category.

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Booking

Booking is the total amount of a signed contract for the initial contract duration.

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Business Development Representative (BDR) or Sales Development Representative (SDR)

BDR's or SDR's are sales specialists focusing on generating new Leads/ Prospects.

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Buyer

A Buyer purchases and/or subscribes to a product/ service.

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Buying Center

The buying center consists of people who are involved in a specific purchasing decision.

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Buying Signal

A Buying Signal is a verbal or nonverbal indication of a prospect to make a purchase.

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C-Level or C-Suite Executives

The C-Level is the top management of a company.

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CRM (Customer Relationship Management)

Customer Relationship Management (CRM) is the management of interactions with potential and existing clients.

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Call for Proposal (Request for Proposal, RFP)

Call for Proposal is the process by which a company asks a vendor to offer them something.

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Churn (Churn Rate)

The churn rate is the percentage of customers who leave or terminate a license agreement.

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Client/ Customer

A Client is a person/company that has chosen a product or service.

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Closed Lost

A Closed Lost opportunity is when a deal is closed without converting the lead/prospect into a customer.

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Closed Opportunity/ Closed Opp

"Closed Opportunity" is a general term that describes both won and lost opportunities.

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Closed Won

A Closed Won opportunity means a deal that has been successfully closed with the lead/prospect who is now considered as a customer.

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Cold Call

A cold call is an attempt to address a potential customer by calling him personally, without letting him know the sales person or having had any previous contact with him.

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Cold Email

A Cold Mail is an attempt to address a potential customer by e-mail without having had any previous contact with the prospect before.

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Commission

Commission is a performance-related, variable component of a sales representative's salary.

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Committed

Committed is a forecast category where the probability of a Deal is at least 95%.

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Contact

A Contact is a CRM record that contains information about a specific contact person.

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Content

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Content Management System (CMS)

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Conversion

Conversion is the process of converting a Prospect into a paying customer.

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Cross-selling

Cross-selling is when a customer purchases a further product/service from the same supplier in addition to the product/service initially purchased.

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Customer Acquisition Cost (CAC)

Customer Acquisition Cost (CAC) is the amount a company has to spend to acquire a new paying customer for a product or service.

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Customer Relationship Management (CRM)

Customer Relationship Management (CRM) is the management of interactions with potential and existing clients.

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Customer Success

Customer Success is a department/strategy that is often used in B2B sales to optimize customer relationships.

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Customer/ Client

A Customer is a person/company that has chosen a product or service.

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Dark (Ghosting)

Dies ist eine Beschreibung für die Situation, dass ein Interessent nicht mehr auf Anrufe, Mails, Einladungen usw. reagiert.

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Days to Term Sheet (Sales Cycle)

Days to Term Sheet is the time from the first contact to a signed contract.

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Deal (Won Opportunity/ Signing)

A Deal means a closed won opportunity that has been successfully signed with the lead/prospect who is now considered as a customer.

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Deal Closing (or Closing a Deal)

Deal closing is the final process of completing a sale.

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Dealcode

Dealcode is the leading training and guidance software to boost productivity and drive efficiency in B2B sales.

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Decision Maker

A decision maker is someone who has the authority to finalize purchasing decisions on their own.

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Ghosting (Dark)

Ghosting is the situation where a prospect has become unresponsive to calls, mails, invitations and so on.

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Procurement Department (Purchase Department)

The procurement department supports the entire company, as central main buyer of goods and services.

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Product Adoption

Product Adoption is the process whereby users become aware of a product, understand its value, and begin to use it.

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Purchase Departement (Procurement Department)

The purchase department supports the entire company, as central main buyer of goods and services.

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Request for Proposal (RFP) / Call for Proposal

Request for Proposal is the process by which a company asks a vendor to offer them something.

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Sales

Sales is the process of selling a product/service for something in return, for instance money.

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Sales Cycle (Days to Term Sheet)

The Sales Cycle is the time from the first contact to a signed contract.

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Sales Development Representative (SDR) or Business Development Representative (BDR)

SDR's or BDR's are sales specialists focusing on generating new Leads/ Prospects.

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Sales Representative (Sales Rep)

A Sales Rep is someone whose job is to sell products/ services.

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Social Selling

Social selling is the deliberate use of social networks as potential sales channels.

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Upselling

Upselling is a selling technique where a seller tries to place an upgrade (e.g. new user) of an existing product/service to increase the average order value of a specific client.

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Warm Call

A Warm Call is a call to a potential customer who already has initial information about the product and/or the service offered through previous contacts

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