Use a CRM to meticulously document all client interactions, preferences, and progress to ensure seamless transitions. Conduct internal briefings before any handoff to align on critical details and avoid missteps. When introducing the new contact to the client, be clear and emphasize their role in supporting the client’s success. Mirror the client’s preferred communication style and maintain consistency in tone and responsiveness. Prioritize regular follow-ups post-handoff to reinforce trust and momentum. Continuously gather feedback from the client to address concerns promptly and ensure their expectations are consistently met.

Documenting proper notes for the next person in the sales cycle prevents miscommunication and ensures the client gets their main questions answered. An over-looked step is a good warm handoff. SDR jumps on the call to introduce the next person in the cycle. Always keep the client informed of what the next step is going to be to prevent surprises and causing friction. When possible and appropriate, ask the client questions to keep them engaged and ask them if they have questions about the proposed next steps. It is also good to get micro-commitments to ensure they are in for the journey, and they will hold themselves accountable to follow through. Getting client feedback at the end of the sales process helps find ways to improve.