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February 23 Executive Brief: Close More Deals

Introduction: With an ever-changing marketplace in 2023, it should come as no surprise that a successful B2B account executive’s (AE) job description will continue to evolve.

This brief will cover three key actions and methods B2B AEs can close more deals, even during a challenging economic or competitive market. Continue reading to learn how leading with value, leveraging sales technologies, and pipeline ownership can set AEs up for success.

Today’s buyer needs to know that the proposed solution is going to drive value quickly. Gone are the days of planning 90 days or a year into the future with prospects. In today’s market,

AEs need to be able to demonstrate how they’re going to improve a prospect’s life on day 1, 10, and 30. In other words, today’s buyer needs to know that the proposed solution is going to drive value quickly. Not only that, but they need to be prepared to demonstrate and convince their internal team and stakeholders of said value.

Now the question is, how can AEs work alongside prospects to demonstrate that value and close the deal?

At M. Allen, we recommend collaborating with your prospects to build their unique value framework to rally mutual understanding around:

  • What key performance indicators (KPIs) are your prospects measuring?

  • What outcomes are your prospects trying to achieve?

  • What would immediate value look like to your prospects within the first 30 days?

Check out our additional insights via or contact us for a free consult at

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