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, titled "Pass the Baton." This step emphasizes the importance of transitioning leads and opportunities efficiently within the sales team. The central theme is about ensuring a seamless handoff to dedicated sales development representatives and account executives.

The slide is divided into several sections, detailing the stages of engagement with leads. The first stage, labeled "Cold," indicates a lack of meaningful interaction, highlighting scenarios where leads are unresponsive or misaligned with the sales team's focus. This stage suggests that initial outreach methods, such as mass emails and research calls, are essential for warming up these leads.

The second stage, "Working," focuses on active conversations with potential clients. It prompts the sales team to assess whether they are engaging with the right contacts and to evaluate the revenue potential and current situation of the lead. This stage is crucial for identifying the business case and determining the next steps in the sales process.

The "Nurturing" section outlines how to manage leads that are in varying stages of engagement. It includes active opportunities passed to account executives, quarterly check-ins, and follow-ups on previously identified dead opportunities.

Lastly, the slide highlights what to avoid during this process. It cautions against wasting time on current clients and duplicate leads, which can detract from overall productivity.

This structured approach provides clarity on managing leads effectively, ensuring that sales teams can focus their efforts on high-potential opportunities while minimizing inefficiencies.

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Sales B2B Business Case