Best Practices for The Perfect Sales Handoff

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Often times, we see the SDR merely send out a calendar invite to the sales rep and prospect that includes dialing instructions.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.

   In Handoff feedback loop

2. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Then the SDR moves to the next prospect.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.

   In Handoff feedback loop

3. “The SDR’s primary responsibility is to make sure that anyone who talks to a sales rep is actually worth everyone’s time, both the potential buyer and the seller.” We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE).

   In Agency lead qualification and handoff

4. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Often times, we see the SDR merely send out a calendar invite to the sales rep and prospect that includes dialing instructions.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.

   In Agency lead qualification and handoff

5. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Then the SDR moves to the next prospect.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.

   In Agency lead qualification and handoff

6. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Here is what usually happens: The prospect and sales rep make the call and all is well or the prospect misses the call and tells nobody.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.

   In Agency lead qualification and handoff

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.