By name: handoff-processes description: Apollo.io handoff processes — SDR→AE, AE→CSM, inbound→outbound, and other key sales transitions
Handoff Processes
SDR → AE Handoff
When it happens
- Meeting booked and confirmed by prospect
- Qualification criteria met: [FILL: BANT / MEDDPICC minimum — e.g., pain identified, decision timeline within X months]
Steps
- SDR creates opportunity in CRM and moves to [FILL: stage name]
- SDR fills required handoff fields: [FILL: pain, company context, stakeholders, meeting prep notes]
- SDR introduces AE via email or LinkedIn: [FILL: template in Notion/enablement tool]
- AE confirms receipt within [FILL: X hours]
- SDR stays on the intro call (or not — [FILL: Apollo's convention])
What good looks like
- AE should never walk into a call without reading the SDR's context notes
- SDR credit: [FILL: credited at what stage — meeting held? SQL? Closed won?]
AE → CSM Handoff
When it happens
- Deal moves to [FILL: Closed Won / contract signed]
- CSM assigned before [FILL: X days after close / before kickoff call]
Steps
- AE fills CSM handoff doc: [FILL: template link]
- Required fields: use case, key stakeholders, success criteria, known risks, what was sold
- AE introduces CSM to the customer: [FILL: email template]
- Joint kickoff call within [FILL: X days]
- AE available for questions during [FILL: X-day transition window]
Ownership transfer
- CRM account owner changes to CSM at [FILL: specific stage/date]
- AE still owns expansion credit for [FILL: X months] post-close
Inbound → Outbound
- [FILL: when a lead comes in but gets rerouted to outbound, e.g., outside territory]
- Process: [FILL]
Marketing → Sales (MQL Handoff)
- MQL created when: [FILL: scoring threshold hit]
- SDR SLA to follow up: [FILL: within X hours of MQL creation]
- If SDR doesn't follow up in SLA window → [FILL: alert in #revops]
Contacts
- Handoff disputes: #revops
- Handoff template updates: RevOps + Enablement, post in #enablement