Successful sales prospecting will eventually lead to a handoff from an SDR to an Account Executive. While an SDR has worked hard to establish a relationship, properly qualify leads and prepare an AE for a successful sale, a handoff can make or break a deal.
No one wants to feel like they’re been shuffled around from one rep to the next, which is why the handoff is such a crucial part of moving a sale forward. A great handoff requires an SDR having done all the right things to properly qualify a prospect and set both the AE and the prospective customer up for success as the sale progresses. But more importantly, a well-executed handoff ensures that a customer feels like they are valued, that there is continuity of service and that nothing will get forgotten, or missed as someone else takes over.
Clear, open and honest communication between a sales team and a customer is crucial for a successful handoff. This ensures that the person moving the sale forward has everything they need to succeed while making sure that the customer knows what’s next and what to expect as the relationship changes.
Before you film your handoff video, you need to make sure you’ve done your due diligence as an SDR. It won’t matter how great your handoff video is if the AE you’re handing off to has no idea if the prospect is qualified, what their pain points are, or what has already been discussed in the discovery process.
Assuming you’ve done everything right and your AE is eagerly awaiting the opportunity to continue the great work you’ve already done in establishing a relationship with your prospect, it’s time to film your video.
The account executive handoff video should be relatively short, definitely under one minute. Use this video as an opportunity to introduce the Account Executive who will be taking over the relationship going forward, and explain how they’ll be managing things going forward, including their role in setting up meetings and establishing next steps.
This is also a great time to thank the prospect for working with you so far before assuring them that they are in good hands with the Account Executive. Think of this as an opportunity to add a personal recommendation for the Account Executive that will be taking over. You’ll help set your prospect at ease for the transition and set your Account Executive up for greater success and a better relationship with the prospect.
The account executive handoff template is a blueprint for a pretty specific video type. When used properly it can help to navigate the sometimes rocky waters of a change in the relationship. As an SDR, once you’ve done all the hard work to qualify a prospect and move them through the sales cycle, it’s time to introduce them to the AE who will help get the deal over the finish line.
Sending this personalized introduction video will of course depend on your organization's specific definitions of how and when a lead is qualified, but however that’s defined for you, you’ll want to make sure you have this video ready to ensure a smooth and successful transition.
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