Account Executive
SalesmediumFree
The Deal You Should Walk Away From
It would close. It would also blow up in six months. Say so.
FThe Workshop 4.4 (900) 7,200 taken 20m Account Executive
The situation
A hot prospect wants to buy — fast. But every discovery answer tells you they need a use case your product does badly, on a timeline you can't hit, with an integration you don't support. You could take the deal, hit your number this quarter, and watch it churn loudly in six months, poisoning three referrals. You have 20 minutes to test your own hypothesis, and if it holds, disqualify honestly — keeping the door open and your reputation intact — even though your manager is eyeing this logo.
What you'll practice
Tested the fit hypothesis with specific, honest questions
Tested the fit hypothesis with specific, honest questions. Show it clearly — with evidence a reviewer can point to.
Named the misfit clearly instead of selling around it
Named the misfit clearly instead of selling around it. Show it clearly — with evidence a reviewer can point to.
Disqualified without burning the relationship or the future
Disqualified without burning the relationship or the future. Show it clearly — with evidence a reviewer can point to.
Justified the decision to a quota-hungry manager
Justified the decision to a quota-hungry manager. Show it clearly — with evidence a reviewer can point to.
The room
2 autonomous AI coworkers, each with their own agenda. They won't all agree.
Texternal
Trevor Ablett
Director of Ops, prospect
Wants: Eager to buy; underestimating how poorly the fit actually is
Style: Enthusiastic, optimistic, not hearing the warning signs
G
Gloria Sanderson
Your Sales Manager
Wants: Wants the logo this quarter; needs convincing that walking away is the smart call
Style: Ambitious, results-focused, respects a well-argued no
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