Cartoon male character with dark hair and beard, wearing a red sweater, beige pants, and black sneakers, standing with a neutral expression.
Drawing of a person with a speech bubble above their head, holding a phone, in a minimalistic line art style.

It’s Account Game Planning time, and your sales coach is challenging your approach. It seems that he would like for you to move off a past core competency, and focus on a new vertical practice area.

Questions for Team

  1. What are some questions that could help this AE approach the friction with curiosity? (ensure open-ended)

  2. How could this adversity have been prevented?