AE: quick reference

The one rule

Never reveal or hint that the account was flagged. You’re in a live deal with a champion who trusts you. Use it to pick your talk track and timing, never say it out loud. Move within 48 hours.

Play 1: competitor on a deal you’re working

Contact you already talk to? Probe on your next call, don’t make a special one: “Out of curiosity, are you all looking at any other ways to solve [the problem] as part of this process?” Then stop talking.
Whatever they say, switch to your competitive talk track. You don’t need them to confirm.
They name the competitor themselves? Now it’s open. “Makes sense, most teams look at them. What’s standing out about their approach?” Ask what they like before you sell against it. That’s the objection you’re actually fighting.
Flagged contact you don’t know? Through your champion, not around them: “Would it make sense to loop [Name] in? Happy to bring them up to speed.” Then a note with no ask in it.
Don’t: confront, go around the champion, trash the competitor by name, or wait for your next scheduled call.

Play 2: closed-lost account flagged

They’re back in market, and you already know why they didn’t pick you.

“When we spoke a few months back you were trying to solve [the problem]. How’s that going? I just helped [customer] with the same thing and thought of you.”
Short. No “just circling back”, no deck.
Evaluating again? Offer the second bid: “Things have changed around [what’s different now]. Worth 20 minutes before you decide? Worst case you get a second bid.”

Play 3: your account, untouched or cold

The BDR runs the net-new play on it. If it’s flagged and nobody has worked it, it’s theirs regardless of whose name is on the logo (see routing).

Give them the history: why it went cold, who the real buyer is, what to avoid stepping on.
Take the meeting when they book it.
Want it yourself? Say so up front. The failure mode is both of you assuming the other has it.