Key takeaways
- The AE needs the trigger, the people, the problem in the buyer's words and anything promised.
- Hand-off criteria agreed in writing stop arguments about lead quality.
- A warm introduction carries the trust the SDR built over to the AE.
- A rejected lead goes back with a reason, which improves the criteria.
What does the AE need from a lead handoff process
The AE needs enough to open the first call where the SDR left off, without asking the buyer to start again. That is five things, and each fits in a line or two.
- The trigger: why the buyer agreed to talk now.
- The people: who replied, who else was mentioned and who decides.
- The problem, quoted in the buyer's own words where possible.
- Anything promised: a demo of a feature, a price range, a follow-up document.
- What is still unknown, such as budget or timing.
How do you write sales handoff notes
Write sales handoff notes as facts first and impressions second, with each clearly labelled. That the buyer is moving off spreadsheets by spring is a fact; that they seemed keen is an impression, useful but weaker.
Keep the note on the deal or contact record, not in a chat message. The record is where the AE will look before every later call, and where a manager will look if the deal stalls.
What makes a warm handoff in sales
A warm handoff is one where the buyer meets the AE through someone they already trust, usually the SDR joining the first few minutes of the call or sending a short introduction email. The buyer hears why the AE is the right person, and the AE inherits the goodwill.
A cold handoff, where a new name just appears in the invitation, makes the buyer wonder whether anything they said was passed on.
When should the SDR hand the lead over
The SDR should hand the lead over when it meets criteria both teams agreed in writing, such as a confirmed problem, a contact with influence and a meeting the buyer accepted. Too early wastes AE time; too late means the SDR is selling without the authority to do so.
This is the pre-sale hand-off. The hand-over to customer success after a signed deal is a different note, about what was sold and promised.
How to hand off a lead from SDR to AE, step by step
Finish the note at least a day before the AE's first call.
- Confirm the lead meets the hand-off criteria your SDRs and AEs agreed in writing.
- Write the hand-off note on the CRM record: trigger, people, problem in the buyer's words, promises made and open questions.
- Attach a short research summary on the company, with sources the AE can check.
- Add the AE to the meeting invitation and send the buyer a short introduction email.
- Join the first minutes of the call, then add a task for the AE's agreed next step.
Where Pebbles Ai fits
- CapabilityProspecting & customer recordsThe CRM, in Beta, keeps the note, tasks and the deal's stage, amount, close date and probability on one record the AE opens before the call.
- CapabilityResearch & analysisAsk an assistant for a company summary from public pages, with inline numbered citations, and paste it into the hand-off.
- FoundationIntegrationsWith Google Calendar connected, an assistant can update the meeting to add the AE as a guest; in Manual mode the change waits for your approval.
Common questions
Should the SDR join the first AE call?
Where possible, for the first few minutes. It carries the trust over and lets the buyer correct anything in the note.
What if the AE rejects the lead?
Note the reason on the CRM record and send the lead back with it. Repeated rejections for the same reason mean the hand-off criteria need changing.
How long should a hand-off note be?
Short enough to read in two minutes before a call. If it runs longer, move the detail into the record and keep the note to the essentials.
About this page. Written by the Pebbles Ai team for people who run sales, marketing and growth. Last updated .
