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

👑 Sales Strategy
14
ARRyouReadyKids
Politicker
4
Enterprise 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I think B.A.N.T. is outdated, but honestly helps show they are at least qualified.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
JC10X
Politicker
1
Senior Sales Manager
Any better qualification criteria?
ARRyouReadyKids
Politicker
2
Enterprise 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
JC10X
Politicker
0
Senior Sales Manager
Ay Ay Captain! Very specific loving it. Any good qualification questions to garner some of these responses?
NorthernSalesGuru
Politicker
0
Manager, Outbound Sales
I think every org should have a bit more tailored version of BANT as part of their notes.

a set of criteria that’s more tailored to the industry, business and sales org but still maintains BANT as an overarching model
CoorsKing
WR Officer
4
Retired King of the Coors Knights
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
 - 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. 
Red5
Praised Answer
1
Head of sales
And potential blockers! Are they using a weird system? Does their boss hate what I’m selling? Is it end of quarter and they’re just taking the meeting to make the BDR go away? Let me know what I’m going to have to overcome. 
JC10X
Politicker
0
Senior Sales Manager
This is sick!! Thanks BigMeech

MaximumRaizer
Politicker
2
Sales Manager
Pain Points, Timeline, key items on decision making process if possible, why now?
Blackwargreymon
Politicker
2
MDR
Very simply put....as much as possible.
atxsalesguy17
Fire Starter
1
SMB Account Executive
Pain Points, Timeline, key items on decision making process if possible, why now?
DwightsEgo
Politicker
1
BDR Manager
Very simply put....as much as possible. 

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

In my experience, if you can capture as much information as possible to allow for the AE to have a solid next conversation. 
Stringer
Arsonist
1
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. 

Don't overcomplicate this. 
FightingFistDrangon
Politicker
1
Director of Sales
Pain Points, Timeline, key items on decision making process if possible.
Clashingsoulsspell
Politicker
1
ISR
I think the best thing to do is to correctly determine the age range and interests of the clients,
MR.StretchISR
Politicker
1
ISR
I think every org should have a bit more tailored version of BANT as part of their notes.
Jesterlord
Politicker
0
BDR
Nothing specific, I consider it to be in a sufficiently sadistic state.
Mr.Floaty
Politicker
0
BDR
I think the best thing to do is to correctly determine the age range and interests of the clients, in order to determine the correct search area or media to use.
Cyberjarre
Politicker
0
BDR
I think the best thing to do is to correctly determine the age range and interests of the clients, in order to determine the correct search area or media to use.
Error32
Politicker
0
ISR
Best way.
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