This PPT slide, part of the 131-slide Predictable and Scalable Sales Process for B2B Business PowerPoint presentation, outlines Step 5 of a structured sales prospecting process, specifically focusing on the "Pass the Baton" phase. This step emphasizes the importance of a seamless transition between the Sales Development Representative (SDR) and the Account Executive (AE). The text highlights that the SDR must assess whether the opportunity is worth the AE's time before passing it along. Key considerations include whether the prospect aligns with the Ideal Client Profile and if the individual being engaged holds influence or power within their organization.

The slide also notes that an opportunity is categorized as a "Stage 1: New Prospect" when it is created and handed off to the AE. This indicates that the opportunity is still in its early stages and has not yet been fully qualified. It is crucial for the SDR to ensure that the opportunity is compelling enough to warrant the AE's involvement.

Another important point raised is that the SDR does not receive compensation for the opportunity until it has been re-qualified by the AE. This highlights the need for clear communication and a structured process to ensure that leads are effectively managed and transitioned. Finally, the slide suggests practical steps for scheduling a discovery call, including the option of an email introduction, ensuring that both parties have each other's contact information. This structured approach aims to enhance efficiency and effectiveness in the sales process, ultimately driving better outcomes for the organization.

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