---
title: "Get Confident Decisions as an Account Executive"
url: https://stacklist.com/card/b3fafd41-e56b-490e-bb74-66c2c2b5c065
source_url: "https://www.linkedin.com/posts/natenasralla_youre-1-job-as-an-ae-is-to-get-a-decision-share-7476048106032234496-PPkV/?utm_source=share&utm_medium=member_ios&rcm=ACoAAAI21ZsBNnZPaKuTab7nquKLCveUW7o-1DE"
stack: https://stacklist.com/stack/ebe7c82a-3c5d-43a2-a3e9-ce20328a0dfc
summary: "An AE's primary job is to drive confident yes/no decisions by running processes with champions that address buyer fears of moving too slow or committing to outdated solutions. The post provides three key deliverables—clear point of view, internal business case, and forwardable emails—to overcome analysis paralysis and move deals forward."
tags: "sales-strategy, decision-making, account-based-selling, champion-selling, deal-acceleration, buyer-psychology"
key_entities: "Nate Nasralla (person), Brian LaManna (person), Carla Harmon (person), Pete Sanidas (person), Krysten Conner (person), Andre Hausberger (person), account-based-selling (concept), champion-selling (concept), analysis-paralysis (concept), cost-of-inaction (concept), Google-Docs (technology)"
classification: "framework"
content_hash: "sha256:3219536f7dc83881fafc881f5ec8177ba4f40c3111dacb188955048dd37881c3"
acp_version: "0.2"
token_counts_approximate: 1338
visibility: public
agent_accessible: true
status: "final"
---

# Get Confident Decisions as an Account Executive

Nate Nasralla Nate Nasralla is an Influencer 8h Report this post You’re # 1 job as an AE is to get a decision. To run a process *with* your champion, that simplifies the path to *either* a “yes” or a clear “no.” But, there's a funny reality I'm seeing in deals right now: (1) Everyone's feeling speed wins the market, and is catching a ton of internal / board pressure for not moving fast enough. (2) Everyone's feeling stuck, like things are changing so fast that if they make a decision now, in 1 month, it'll be outdated, and they should have waited. Those two things work against the other, leading to a lot of "let's keep talking." So, here’s a shortlist of ways to get to a confident yay/nay decision. (They all take you directly to the editable Google Docs) 1/ Clear point of view: Do you understand what’s changing in their business? What’s creating a window in time where they need to act / change, right now — with something you enable — or things get worse? → https://lnkd.in/gTa7nWv2 2/ Internal business case: This blends your POV + discovery to map their priorities into your offering. Written in the customer’s language, in their branding. (Not a deck slathered in your branding, with a buncha product speak.) Simple, clear, easy to forward around. → https://lnkd.in/g2HSnbGk 3/ Forwardable emails: This is how you make your message travel, and cut the work you’re depending on your champions to do for you. → https://lnkd.in/gBsRqJHG If you want a way to tie all this together with the top plays in an “account-based” motion (with more frameworks, like account planning), go here: → https://lnkd.in/gE4Qs42w Then, if you really want to nerd out on selling with champions, read this: → https://lnkd.in/gPngrD_W And then, this: → https://lnkd.in/gJTZttic 87 14 Comments Like Comment Share Copy LinkedIn Facebook X Brian LaManna 8h Report this comment SO SO SO GOOD. thanks for sharing them all!! Like Reply 3 Reactions 4 Reactions Carla Harmon 8h Report this comment Definitely hearing the #2 option. If it's a tech decision, Fear of Messing Up is at all time high. It might be a good time to dust off that, "Jolt Effect" book we read years ago. Like Reply 1 Reaction 2 Reactions Pete Sanidas 58m Report this comment The "let's keep talking" stall is usually two different fears wearing the same sentence. One buyer is scared of moving too slow and getting passed. The other is scared of committing to something that's obsolete in a month. Same words, opposite root cause. Your shortlist works, but only if you pick the deliverable that answers the fear in the room. The POV doc lands hard on the buyer who's afraid of waiting ... it shows them the cost of standing still. The internal business case is for the one afraid of betting wrong ... it de-risks the decision in their own language. Hand the wrong one over and you've added work without moving the deal. The read on which fear you're actually dealing with is the part that doesn't come in a template. That's the rep's job, and it's the part AI still can't do for them. Like Reply 1 Reaction Krysten Conner 1h Report this comment AMEN to these. And i- especially with the current analysis paralysis you described that is so on point....if I can add a 1a.) Can you deepen the POV to show both short term and long term ROI / Cost of Inaction.... what's the carrot/stick for what they should do right now...AND how does that develop into something they're happy with and not regretting in 6-12mos Like Reply 1 Reaction Andre Hausberger Precision B2B outreach. Two clients, one account at a time. 7h Report this comment Nate, fellow sales-content guy here, so take this as shop talk. Your speed-vs-stuck framing is the good stuff. Sharp, true, stands alone. But the six links under it are doing the opposite of what the post argues for. You're telling AEs to make things simple and forwardable, and the post itself is a wall I had to work to get through. One link, or none, and that observation travels twice as far. Figured you'd rather hear it than not. Like Reply 1 Reaction Mukund K. 3h Report this comment The internal business case framed in customer language is the move most skip. They want to tell you about their product but people don't care what you built, they care if it fixes the specific thing choking their business right now. Show that clearly and the speed/stuck paradox dissolves. Like Reply 1 Reaction Manish Choudhary 6h Report this comment The "clear no" is as underrated as the yes on this list. Most AEs will do anything to avoid it. But a fast no is just a closed pipeline slot and a redirected week. How often do you see reps actually push hard enough to get one vs just letting it sit? Like Reply 1 Reaction Danielle Kovacs 3h Report this comment A lot of stalled deals aren’t lack of interest—they’re lack of a clear, shared path to a decision. Like Reply 1 Reaction Justin Mayle 8h Report this comment Great process to = Help the exec make sense of the world and their world + create a campaign of change in the org Like Reply 1 Reaction Kyle Asay 7h Report this comment can you PLEASE stop giving away so many free resources. let's throw a Sales Introverts logo on them, add a paywall, and split $$$. Like Reply 4 Reactions 5 Reactions See more comments To view or add a comment, sign in