Handoff to AE
The SDR-to-AE handoff that doesn't leak the deal.
Workflow
Step 1Meeting Confirmed
ObjectiveHave a confirmed meeting.
InputQualified meeting
OutputConfirmed meeting
Key activities
Confirm the meeting and its context
Decision points
Is it locked?
Tools: CalendarRoles: SDR
Success: Confirmed
Quality gate: Go: locked. Loop back: flaky.
Why it matters
- Most pipeline dies at the handoff — context lost, momentum broken. A clean handoff preserves the deal's intelligence.
Best practices
- Write the handoff brief before the meeting.
- Include the buying context, not just the contact.
- Co-own the first AE touch.
- Track the deal, not just the handoff.
Common mistakes
- A bare contact handoff — the AE re-starts discovery.
- No AE commitment on the next touch.
- Dropping follow-up after handoff.
Key questions
- Does the AE know everything the SDR learned?
- Who owns the deal from this minute on?
Agents that drive this
Deal RoomPipeline Auditor
Tools we use · alternates in [ ]
HubSpot[ Salesforce, Pipedrive, Attio ]Notion[ Confluence, Obsidian ]