This document discusses handoffs between different roles in the sales process, including marketing SDRs, customer success teams, sales engineers, procurement teams, and executive sponsors. It emphasizes aligning handoff processes with the customer's buying journey and company values/goals. Tips are provided for SDRs to qualify leads hard, build momentum, get personal and plan for success. Advice for AEs includes building off discoveries from SDRs, setting expectations for revenue, and viewing sales as a team effort. AMs are advised to own relationships, ask for needs, redefine success, and overshare information. The presentation wraps up by reiterating the importance of alignment across roles and having a supportive handoff process.

1. Handoffs
presented by
Annelies Husmann

2. 01 02 03
Background

3. Marketing SDR
Customer Success
Technical Specialist
Sales Engineer
Procurement
Executive Sponsor
Account
Exec
Account
Manager

4. Why is this
important?
$
$
+
+
=ASp

5. $
SDR
AE

6. Mode Process Values
+ Aligned with the customer’s buying journey
+ Aligned with your company’s values & goals
+ Process is part of the team’s workflow
+ Driving for measurable & actionable outcomes

7. + Qualify Hard
+ Build Momentum
+ Get Personal
+ Plan for Success
SDR: Handoff Checklist

8. + Momentum pt. 2
+ Build off the Disco
+ Expectations = $
+ One team
AE: Take the Money, Run, and Pass

9. + Own relationships
+ Ask for your needs
+ (re)Define success
+ Overshare
AM: Success & Growth

10. Wrapping this up!
+ Align your actions with the customer’s journey
+ Have a process that supports success
+ Understand the goals of the teams around you

11. Thank You
Annelies Husmann
Head of Sales & Account Mgmt.
Mode Analytics
annelies@modeanalytics.com