[{"data":1,"prerenderedAt":57},["ShallowReactive",2],{"glossary-handoff":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":30,"lessons":52},"handoff","/glossary/handoff","What Is a Handoff in Sales? Definition (SDR to AE)","A handoff is where a lead moves from one rep to another — most commonly from an SDR or BDR to an account executive after a qualified meeting. It is the seam where deals go cold, so a clean handoff is part of the job, not extra work.","Handoff",185,true,5,"\u003Cp>A handoff is the point where a lead moves from one rep to another — most commonly from an \u003Ca href=\"/glossary/sdr/\">SDR\u003C/a> or \u003Ca href=\"/glossary/bdr/\">BDR\u003C/a> to an \u003Ca href=\"/glossary/account-executive/\">account executive\u003C/a> after a \u003Ca href=\"/glossary/qualified-meeting/\">qualified meeting\u003C/a>. It is a critical seam in the \u003Ca href=\"/glossary/pipeline/\">pipeline\u003C/a> because it is exactly where deals go cold. The SDR's job is to pass along context — what was discussed, what the buyer cares about, what the next step is — so the AE does not have to start over.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>A handoff is passing the baton. Done well, the next rep picks up running; done poorly, the lead re-qualifies as a stranger. Teams that handle the seam well keep more deals alive.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>As an SDR you are measured partly on how well your \u003Ca href=\"/glossary/qualified-meeting/\">qualified meetings\u003C/a> convert, so a clean handoff is part of your job, not extra work. \u003Ca href=\"/glossary/follow-up/\">Follow up\u003C/a> within hours after the call, log everything in the \u003Ca href=\"/glossary/crm/\">CRM\u003C/a>, and give the AE a clear reason the buyer should meet them. Reps who own the seam get a reputation for delivering real pipeline, not just meetings.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":27},"what is a sales handoff","2026-08-18","closers","2026-09-24","\"After the meeting I wrote up the buyer's pain points and sent the account executive a clear next step so the handoff didn't drop the deal.\"",[20,21,22,23,24,25,26],"sdr","bdr","account-executive","qualified-meeting","crm","pipeline","follow-up",[28,29,29],"/academy/sdr/what-does-an-sdr-do","/academy/sdr/how-to-book-a-meeting",[31,34,37,40,43,46,49],{"slug":20,"path":32,"title":33},"/glossary/sdr","What Is an SDR? Sales Development Representative, Explained",{"slug":21,"path":35,"title":36},"/glossary/bdr","What Is a BDR? Business Development Representative, Explained",{"slug":22,"path":38,"title":39},"/glossary/account-executive","What Is an Account Executive (AE)? Sales Role, Explained",{"slug":23,"path":41,"title":42},"/glossary/qualified-meeting","What Is a Qualified Meeting in Sales? Definition",{"slug":24,"path":44,"title":45},"/glossary/crm","What Is a CRM? Customer Relationship Management Explained",{"slug":25,"path":47,"title":48},"/glossary/pipeline","What Is a Sales Pipeline? Definition and How It Works",{"slug":26,"path":50,"title":51},"/glossary/follow-up","What Is Follow-up in Sales? Definition and How It Works",[53,55],{"path":28,"title":54},"What Does an SDR Do? The Real Job, Without the Hype",{"path":29,"title":56},"How to Book the Meeting: 8 Meeting-Ask Phrasings + the Double-Confirm Close",1792888522805]