4 Steps To A Seamless Lead Hand-Off Process

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1. Some questions to ask include: “Were the leads receptive to the account executive after the hand-off process?” Did the leads contribute to the achievement of goals for both the SDR and the AE?

   In Handoff feedback loop

2. 1. Lead Qualification “First, sales development reps (SDRs) need to hand off information about the prospect. They also need to provide an easy way to know where the information is held.” Below we have an email template example to an account executive for appointment hand-off. It has all the details the account executive needs before jumping in on a demo call:

   In Handoff readiness criteria

3. 3. Lead Qualification Criteria “The lead qualification criteria will depend on your go-to market strategy, target audience, and personas. Make sure you have these buttoned up and come up with a list of minimum criteria for lead qualification.” 4. Account/Persona Minimum Matrix

   In Qualification frameworks

4. Once Urgency is created through various questions, pricing is presented, and the budget is identified. “The account executives are responsible for the demo, allowing the prospect a window of ownership (if running late), follow-up Demos, meeting with additional members from the team, as well as coordinating the next steps.” If the lead doesn’t show up,  it is the Sales Executives’ responsibility to either continue to re-engage or pass it back to the SDR lead pool to prospect into.

   In SDR and AE operating model

5. 1. Lead Qualification “First, sales development reps (SDRs) need to hand off information about the prospect. They also need to provide an easy way to know where the information is held.” Below we have an email template example to an account executive for appointment hand-off. It has all the details the account executive needs before jumping in on a demo call:

   In Warm sales handoff

6. First, sales development reps (SDRs) need to hand off information about the prospect. They also need to provide an easy way to know where the information is held. “Below we have an email template example to an account executive for appointment hand-off. It has all the details the account executive needs before jumping in on a demo call:” Person name and title

   In Warm sales handoff

7. Below we have an email template example to an account executive for appointment hand-off. It has all the details the account executive needs before jumping in on a demo call: “Person name and title” Link to event in Salesforce where notes will be stored

   In Warm sales handoff