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Playbook · AE play

The brief-to-discovery handoff that preserves context

SDR books the meeting; AE walks in blind. The 5-line handoff template the SDR fills before passing the deal, the 3 questions the AE must ask the SDR before the call, and the meeting-prep ritual that closes the context gap.

01The play

Summary
SDR books the meeting; AE walks in blind. The 5-line handoff template the SDR fills before passing the deal, the 3 questions the AE must ask the SDR before the call, and the meeting-prep ritual that closes the context gap.
Timing window
Before every disco meeting
Target persona
AEs and SDRs at the handoff boundarySales managers enforcing the ritual
Success metric
100% of disco meetings have a completed handoff doc before the call starts.

02Expected outcome

Outcome: Strong handoffs improve disco-to-qualified conversion by 15-25%.

Success metric: 100% of disco meetings have a completed handoff doc before the call starts.

03Anti-patterns · do not run this when

  • Do not skip the handoff doc — context loss compounds
  • Do not let SDR + AE handoffs become political — process > ego
  • Do not over-document — 5 lines max
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
Signal-anchored outbound, no theater

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