Sales Alignment

Lead Handoff

Also: MQL-to-SQL Handoff

The transfer of a lead from marketing to sales (or SDR to AE), the moment a qualified lead changes hands, and a notorious point of leakage.

Why it matters

A surprising amount of pipeline is lost in the handoff, leads that go cold while waiting, fall through cracks, or arrive without context, so getting it clean directly protects conversion.

What good looks like

A clean handoff has agreed qualification criteria, fast transfer, full context passed along, and a feedback loop so the receiving side can flag quality issues.

Related terms

Sales and Marketing SLALead RoutingSales Development Representative (SDR)Sales Qualified Opportunity (SQO)
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