Account Executive
Salesmedium12 creditsInterview mode
The Buyer Who Gives You Nothing
30-minute discovery with someone who's been burned by vendors before
FFrontier Labs 4.8 (241) 964 taken 30m Account Executive
The situation
Your discovery call is with a VP of Engineering who agreed to the meeting reluctantly and answers everything in five words or fewer. The deal is real — their CFO is pushing them to modernize — but this VP has been sold vaporware twice and won't open up. You have 30 minutes to find the actual pain behind the polite wall, quantify it, and earn enough trust to get a second meeting with the people who hold the budget.
What you'll practice
Got the buyer talking with open, specific, non-generic questions
Got the buyer talking with open, specific, non-generic questions. Show it clearly — with evidence a reviewer can point to.
Surfaced and quantified the real business pain
Surfaced and quantified the real business pain. Show it clearly — with evidence a reviewer can point to.
Controlled the SE so the call stayed buyer-led
Controlled the SE so the call stayed buyer-led. Show it clearly — with evidence a reviewer can point to.
Secured a concrete next step with at least one new stakeholder
Secured a concrete next step with at least one new stakeholder. 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.
Dexternal
Daniel Osei
VP Engineering, prospect
Wants: Protecting his team's time; secretly drowning in a brittle in-house tool
Style: Terse, skeptical, warms only to specific and competent questions
L
Lena Vargas
Sales Engineer
Wants: On the call to go technical, but will overwhelm the room if you let her
Style: Brilliant, eager, talks 40% too much
T
Tom Briggs
Your Sales Director
Wants: Wants a quantified pain and a multi-threaded next step out of this call
Style: Calm, coaching, reviews your notes after
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