AA-ISP Idea Exchange: SDR to AE Handoff: Transforming Your Process for Modern Sales

November 18th, 2021 2:00pm - 3:00pm EST/EDT

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Booking the first meeting is no easy task, but neither is what comes after. The handoff from Sales Development Representative (SDR) to Account Executive (AE) is a crucial step in the sales cycle that, if done right, sets the stage for more closed-won business, fewer no-shows, and increased buyer satisfaction.  


But how do you ensure your SDR is performing a thorough discovery before booking a meeting? How do you guarantee your AE shows up to the demo prepared to accelerate the deal? As well as, how do you minimize top-of-funnel no-shows? 


We’ll be diving into these questions and more in this Idea Exchange. Learn what’s working, and what’s not, for other teams as you discover ways to rethink and restructure your own SDR to AE handoff for 2022. 


In this Idea Exchange, expect discussion around:

  • Developing meeting qualification standards unique to your business 
  • Deciding when and how the SDR to AE handoff should happen
  • Ensuring your AE is equipped with the necessary information to accelerate the deal
  • Defining roles, KPIs, and a compensation plan that aligns and motivates both parties



Our thought-leadership idea exchange panels are a resource for reps and leaders to learn from a variety of sales professionals from different organizations on topics that are important to moving business forward, closing more deals, and taking our teams to the next level!

Our panel will share their opinions while encouraging audience interaction, comments, and questions throughout.




Our Sponsor:




Thank you to ZoomInfo for sponsoring this session.  ZoomInfo is a leading go-to-market intelligence platform for sales and marketing teams.



This AA-ISP-hosted webinar is complimentary and open to all. The session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.


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