What Every SDR Should Know When Handing Off a Deal to Their AE | Taylor Clawson - 1607

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. 

This episode is brought to you in part by LinkedIn.

The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by Calendly.

The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com