Workflow · Steps 3 & 4

AE Handoff

Make the SDR-to-AE transition clean, contextual, and high quality.

Where to focus

The handoff in six parts

  • Handoff checklist
  • Avoma handoff
  • Pre-AE sync
  • What not to repeat
  • Required assets
  • AE assignment process

Pre-AE sync

Brief the AE before the joint call

  • Brief AE on discovery
  • Share notes
  • Share VSB
  • Align on use case
  • Align on what not to repeat
  • Confirm next call strategy

Handoff template

Every handoff includes these fields

Company

Prospect name

Use case

Pain / business problem

Stakeholders

Champion

Timeline

NDA status

Footage status

Value drivers

VSB status

Recommended next step

Joint AE + SDR discovery

Ownership in the joint call

During the call

  • AE leads
  • SDR provides continuity and context
  • SDR confirms use case and value drivers
  • SDR supports stakeholder context
  • AE takes ownership after this point

After the joint call

  • AE owns next steps
  • SDR can continue support
  • SDR metric proposed: joint call + NDA + footage started

Tools

Handoff resources

Handoff templates and process docs go here.