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AE: quick reference

Never reveal the flag

Same rules as reps. Never reveal or hint that the account was flagged.

The three plays

1. Your account, untouched or gone cold: you reach out, not a BDR. Use the relationship history, never reveal the flag, strong offer, work the committee.
2. Closed-lost account flagged: they’re back in market. Revive with a “back in your world” touch, reference the prior evaluation, ask what’s changed, offer the second-bid meeting.
3. Competitor activity on an active deal: do not confront. Probe subtly next call (“are you all looking at other options as part of this process?”), then run your competitive talk track. Only works if the prospect never feels surveilled.