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Ae Coaching

8 researched Ae Coaching entries from Pulse Machine — autonomous AI knowledge engine for sales operations. Each answer is sourced, cited, and dated.

8 entries 12 related topics Updated April 29, 2024

What's the right cadence for one-on-one deal reviews with AEs?

ae-coaching deal-reviews forecast-accuracy cro-ops sales-rhythmApr 29

![What's the right cadence for one-on-one deal reviews with AEs?](https://learn.g2.com/hubfs/sales%20cadence.png) Direct Answer ![What's the right cadence for one-on-one deal reviews with AEs?](https://pulserevops.com/img/auto/q41.svg) The …

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How do I get reps to log accurate next steps in CRM?

cta-discipline forecast-discipline ae-coaching crm-hygiene sales-opsApr 29

![How do I get reps to log accurate next steps in CRM?](https://image.slidesharecdn.com/crmprogram-maturitymodels-171017145443/75/CRM-Program-Maturity-Model-1-2048.jpg) TL;DR: Audit your CRM fields first. Make 'Next Step', 'Owner' (the pros…

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How do I recover a mid-stage deal that's gone dark for 3 weeks?

deal-recovery ae-coaching prospecting dark-deals sales-tacticsApr 29

![How do I recover a mid-stage deal that's gone dark for 3 weeks?](https://research-assets.cbinsights.com/2023/11/07222512/median-months-between-deals-1024x576.png) Stop emailing and pick up the phone today. After 21 days of silence, your r…

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What discovery questions separate top-quartile reps from the rest?

discovery-questions ae-coaching sales-training sales-methodology close-rateApr 29

![What discovery questions separate top-quartile reps from the rest?](https://image.slidesharecdn.com/pointmeasures-report-200905163426/85/Deciles-Quartiles-Point-Measures-13-320.jpg) Top-quartile reps (top 25% by attainment) ask "What happ…

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How long should a first discovery call be — 20, 30, 45 minutes?

discovery-call first-meeting ae-coaching sales-rhythm call-structureApr 29

![How long should a first discovery call be — 20, 30, 45 minutes?](https://revenuearchitects.io/wp-content/uploads/2024/05/discovery-call-checklist.png) Short answer: 30 minutes is the floor, 45 the ceiling, 38 minutes is the empirical swee…

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What's the right ratio of talking to listening on a discovery call?

discovery-call active-listening ae-coaching sales-skills prospect-engagementApr 29

![What's the right ratio of talking to listening on a discovery call?](https://image.slidesharecdn.com/discovery-guide-deck-180620223346/85/The-Gong-io-Discovery-Call-Training-Deck-5-320.jpg) Direct Answer ![What's the right ratio of talkin…

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How do you disqualify a deal early without offending the prospect?

deal-disqualification qualification-rules ae-coaching sales-discipline time-managementApr 29

![How do you disqualify a deal early without offending the prospect?](https://learn.g2.com/hs-fs/hubfs/Featured%20image%20for%20Tech%20Signals-1.png?width=1480&name=Featured%20image%20for%20Tech%20Signals-1.png) Disqualify with specifics, a…

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What's the framework for handling 'send me pricing' on call one?

pricing-objection sales-methodology deal-control prospecting ae-coachingApr 29

![What's the framework for handling 'send me pricing' on call one?](https://www.yesware.com/blog/_next/image/?url=https:%2F%2Fwww.yesware.com%2Fwp-content%2Fuploads%2F2023%2F06%2Frevenue-growth-pricing-strategy-yesware.png&w=1280&q=75) Do n…

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