How to Develop Product Knowledge as an Account Executive

08 November 2023

How to Develop Product Knowledge as an Account Executive

In the competitive world of sales, an account executive's knowledge of their product can make or break a deal. Understanding the ins and outs of what you're selling not only equips you with the necessary tools to answer any questions a potential client may have, but it also allows you to present your product in the most appealing way possible. This article will guide you through the process of developing comprehensive product knowledge.

Understanding the Importance of Product Knowledge

Before diving into the steps of acquiring product knowledge, it's crucial to understand why it's so important. Product knowledge is more than just knowing the features of what you're selling; it's about understanding how those features can benefit your clients and meet their needs.

With detailed product knowledge, you can confidently discuss the product's strengths and weaknesses, compare it with competitors, and tailor your sales pitch to highlight the features that are most relevant to each client. This level of understanding can significantly enhance your credibility and trustworthiness in the eyes of your clients.

The Role of Product Knowledge in Building Trust

Trust is a crucial element in any sales relationship. Clients need to trust that you understand their needs and that your product can meet them. By demonstrating comprehensive product knowledge, you show your clients that you are a reliable source of information, which can help to build trust.

Moreover, when you can discuss your product with confidence and authority, you can effectively counter any objections or concerns that a client may have. This can further strengthen the client's trust in you and your product.

Steps to Develop Product Knowledge

Now that we've established the importance of product knowledge, let's explore the steps you can take to develop it. This process involves more than just reading the product manual; it requires a deep dive into all aspects of the product and its market.

1. Study the Product

The first step in developing product knowledge is to study the product itself. This involves understanding its features, how it works, and what problems it solves. You should also familiarize yourself with the product's technical specifications and any related software or hardware.

Don't limit yourself to just the product manual. Use the product yourself to gain first-hand experience, and seek out additional resources like online tutorials, user forums, and expert reviews.

2. Understand the Market

Product knowledge also involves understanding the market in which the product operates. This includes knowing who the target customers are, what their needs and pain points are, and how the product can meet those needs.

Additionally, you should be aware of the competitive landscape. Know who your competitors are, what products they offer, and how your product compares to theirs. This knowledge can help you position your product effectively in the market.

The market and the needs of your customers can change over time, so it's important to stay updated on industry trends. Regularly read industry news, attend relevant conferences and webinars, and participate in industry forums and discussions.

Staying informed about the latest trends can help you anticipate changes in customer needs and adjust your sales strategies accordingly. It can also provide you with valuable insights that you can share with your clients, further enhancing your credibility.

Enhancing Your Product Knowledge

Developing product knowledge is not a one-time process; it's something that you should continually work on. Here are some strategies to enhance your product knowledge over time.

Attend Product Training Sessions

Many companies offer product training sessions for their sales teams. These sessions can provide you with in-depth information about the product and give you the opportunity to ask questions and clarify any doubts you may have.

Even if you think you know the product well, attending these sessions can be beneficial as they can provide you with new insights and perspectives. They can also keep you updated on any product updates or changes.

Seek Feedback from Clients

Your clients can be a valuable source of information about your product. They can provide you with feedback on what they like about the product, what they don't like, and what features they find most useful.

This feedback can help you understand how the product is used in real-world scenarios, which can enhance your product knowledge and help you tailor your sales pitches to better meet the needs of your clients.

Collaborate with Other Departments

Collaborating with other departments in your company can also enhance your product knowledge. For example, you can work with the product development team to understand the technical aspects of the product, or with the marketing team to understand the product's positioning and messaging.

This cross-departmental collaboration can provide you with a more holistic understanding of the product, which can help you sell it more effectively.


Developing product knowledge is a crucial part of being an effective account executive. It not only equips you with the tools to sell your product effectively but also helps you build trust with your clients. By following the steps outlined in this guide and continually seeking ways to enhance your product knowledge, you can become a more successful and confident sales professional.

About the author
Arnaud Belinga
Arnaud Belinga
Arnaud Belinga is the Co-Founder & CEO at Breakcold. He talks about Sales CRM use, marketing & sales. He loves Surfing 🏄‍♂️ & Skateboarding 🛹️.
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