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AE's what would you like SDRs to include in their handoff notes?

๐Ÿ‘‘ Sales Strategy
4
ARRyouReadyKids
Politicker
+4
Sr. Account Executive
I think B.A.N.T. is outdated, but honestly helps show they are at least qualified.
That way I can focus on discovery and actually digging in on value instead of worrying about whether or not I should be talking to this company and wasting time
JuanC10X
Catalyst
+3
Senior Sales Manager
Any better qualification criteria?
ARRyouReadyKids
Politicker
+4
Sr. Account Executive
Definitely depends on what you're selling, but in my business it's the following and it's a little more specific than BANT:

Do they have a problem that we can no doubt solve?
Are the problems we solve their top priority?
Are they too concerned about budget? and why? (We're the expensive platform in my industry so this is really important to me)
What is their evaluation process/steps included to make the decision?
Who needs to be involved to actually make the decision and sign off? And are they willing to give us access to those people?

A lot of this is case by case. Because if it's an ICP use case and we know our product is a fit, then I want to get on the call right away and not make the SDR slow down the sales cycle
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NorthernSalesGuru
Politicker
+5
Account Executive
I think every org should have a bit more tailored version of BANT as part of their notes.

a set of criteria thatโ€™s more tailored to the industry, business and sales org but still maintains BANT as an overarching model
BigMeech
OG Sales Savage
+9
Senior Account Executive
I would say the below 4 are the bare minimum. Ideally the SDR did some sort of qualification with the prospect and has more clarity on the use case. But we all know that is not always the case.


1) Name of prospect + LI link

2) Pain point the prospect has that prompted the meeting
ย - This one is important, why did the SDR reach out in the first place, what is the pain we think we will solve?

3) Agenda/questions the prospect wants to cover
- nobody wants a generic marketing pitch. What specific topic should we make sure we cover that matter to the prospect?

4) What specific messaging + avenue was used to get the meeting (was it a cold call, email, dm, etc)
- If it was written coms, send me the messaging.ย 
Red5
Good Citizen
+1
Head of sales
And potential blockers! Are they using a weird system? Does their boss hate what Iโ€™m selling? Is it end of quarter and theyโ€™re just taking the meeting to make the BDR go away? Let me know what Iโ€™m going to have to overcome.ย 
JuanC10X
Catalyst
+3
Senior Sales Manager
This is sick!! Thanks BigMeech

atxsalesguy17
Good Citizen
SMB Account Executive
Pain Points, Timeline, key items on decision making process if possible, why now?
DwightsEgo
Politicker
+3
BDR Manager
Very simply put....as much as possible.ย 

What does the business do?
What is the contacts role and responsibilityย 
What are they going to be concerned about that you can solve.ย 

In my experience, if you can capture as much information as possible to allow for the AE to have a solid next conversation.ย 
Stringer
Arsonist
+7
SDR
This should be standard clear practice. SDR has qualification criteria which they then hand off to AE, and then AE can follow up any missed qualification criteria.ย 

Don't overcomplicate this.ย 
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