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Episode 60: Deal Handoff Best Practices Part 1 - SDR to AE
Manage episode 386565976 series 3186048
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Thanks to the Predictable Revenue model, SDRs are the backbone of demand generation in sales-centric organizations.
Even if they are responsible for calling out on inbound requests to filter out unqualified opps, they play a big part in helping pipeline growth be efficient.
Lately, there has been quite a bit of chatter about the model and whether buyers want to start at the top of the funnel by having conversations with junior salespeople, or if it’s time to move to a full-cycle sales motion.
In today’s episode, viewers will learn about:
- The pros and cons of having roles specialize in certain functions of the sales funnel
- Best practices to align SDR and AE relationships when it comes to prospecting and deal handoff
- Opportunity qualification criteria that should be used to decide what dictates a qualified opportunity for AEs
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