What are things you can do to improve the handoff to your AE? On today’s episode of The Sales Evangelist, Donald talks with high school teacher turned salesperson Taylor Clawson about how to improve the handoff from SDR to AE.
What problem does ineffective communication bring?
- Deals collapse because they make the environment seem unprofessional and give the impression that you are not knowledgeable.
Why do SDRs have bad handoffs?
- Depending on where you work, SDRs can get paid on how many appointments they set up.
- If processes aren’t in place for SDRs to hand off qualified prospects, deals fall apart.
- Taylor believes it stems from the organization and what process they have in place for SDRs.
What qualifying questions does Taylor have in place?
- Truly understanding their needs. That is an ambiguous but important question.
- What is their timeline?
- Taylor says that the more information the better. What is their personality like, what are they expecting, who is going to be on the call, and what is their style?
What can an SDR do to ensure a smooth handoff?
- Make sure that everything is as detailed as possible in the CRM.
- In Taylor’s organization, the SDR calls the prospect the day before the demo to confirm and ask final qualifying questions.
- It’s important to build trust with your SDRs and have a relationship with them. Taylor’s SDRs give her feedback and she gives them feedback as well.
Taylor’s last piece of advice
- Build trust with one another.
For more content from Taylor, connect with her on LinkedIn.
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