The handover: what a closer should get with every meeting.

A good handover gives the closer everything the rep learned, before the meeting, in a form they can read in two minutes: who the person is, why the company was called, what they said about the problem in their own words, and what they agreed to. It is where sales development either turns into pipeline or quietly does not, in-house or outsourced.

What should arrive with every meeting

1. Who.

   Name, title, company, and where they sit in the decision. If there are others involved, who they are.

2. Why this company.

   The signal that put them on the board: the hire, the new site, the audit, the announcement.

3. What they said.

   The problem in their words, written down on the call, not paraphrased into a pitch.

4. Where they are now.

   What they use today, who supplies it, and anything that would have to be true for them to change.

5. What they agreed to.

   The purpose of the meeting as they understood it, so the closer does not open with something different.

6. Anything to avoid.

   A sore point, a failed project, a competitor they dislike.

Keeping it from becoming a no-show

• Book it close in. A meeting three weeks out has stopped meaning much by the day.
• Invite from the closer’s calendar, with a video link and the purpose in a line.
• Confirm it before the day, from the rep who built the rapport. The 3media campaign ran on meetings booked and confirmed, three a week on average.
• If it slips, the rep rebooks it, not the closer.

The feedback that improves the next one

The closer says, the same week, whether the meeting was qualified, and why not if it was not. That single line changes the board, the opener or the criteria for the next ten. It is the cheapest improvement in sales development, and the most often skipped. Where it is skipped, the provider is left to guess what a good meeting looks like.

Who owns what

The rep owns the note and the confirmation. The closer owns turning up prepared and giving the verdict. The manager owns noticing when the verdicts cluster - a kind of company that never converts, an opener that books the wrong person - and changing the work. What counts as qualified in the first place is on the appointment setting page, and the numbers that show whether it is working are in SDR metrics.