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Weak SDR Discovery and Handoff Process
Definition:
SDRs fail to capture key qualification data or communicate lead context to AE.
When SDRs fail to properly qualify leads or pass incomplete context, AEs are forced to restart discovery, leading to inefficiencies.
Impact on Revenue Growth:
Leads drop off after handoff, poor meeting-to-opportunity conversion, and misaligned sales follow-up.
Waste of AE selling time and lowers close rates due to poor meeting quality.
Solution:
Trained SDRs on discovery techniques and implemented CRM-integrated lead qualification templates to ensure context is preserved.
Standardize the handoff with shared discovery notes, mutual qualification criteria (e.g., MEDDICC), and joint AE-SDR debriefs to increase sales velocity.
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