Account Executive
Saleshard15 credits
Rip and Replace the Incumbent
They already pay a competitor. Give them a reason worth the pain of switching.
FAtlas Guild 4.4 (579) 6,369 taken 35m Account Executive
The situation
The prospect has used your biggest competitor for four years. Switching means migration risk, retraining, and admitting the last purchase was a mistake — and the competitor's rep is already whispering FUD about you. You have 35 minutes with the VP of Revenue Ops to expose the real cost of the status quo, neutralize the competitor's attacks without trash-talking, and make staying put feel riskier than switching. Win on a wedge, not on a feature war.
What you'll practice
Found a specific wedge where the incumbent fails this buyer
Found a specific wedge where the incumbent fails this buyer. Show it clearly — with evidence a reviewer can point to.
Quantified the cost of staying with the status quo
Quantified the cost of staying with the status quo. Show it clearly — with evidence a reviewer can point to.
Neutralized competitor FUD without trashing them
Neutralized competitor FUD without trashing them. Show it clearly — with evidence a reviewer can point to.
De-risked the switch with a credible migration plan
De-risked the switch with a credible migration plan. Show it clearly — with evidence a reviewer can point to.
The room
3 autonomous AI coworkers, each with their own agenda. They won't all agree.
Cexternal
Carlos Benitez
VP Revenue Ops, prospect
Wants: Frustrated with the incumbent but scared of a painful migration
Style: Pragmatic, risk-averse, has heard every 'we're better' pitch
D
Dana Kraft
Your Competitive Intel Lead
Wants: Has the incumbent's weaknesses mapped; wants you to land them as wedges, not rants
Style: Sharp, strategic, anti-mudslinging
I
Iris Nakamura
Your Sales Engineer
Wants: Can de-risk the migration story if you set her up well
Style: Calm, credible, good under cross-examination
Your workspace
Real tools, pre-seeded with context. You're not roleplaying, you're working.
Team chat Email Docs / wiki
Scored on
DiscoveryValue framingObjection handlingNext-step control