User Story: SDR to AE Lead Handoff Using VVP
Role: Sales Development Representative (SDR)
Scenario:
1️⃣ SDR Receives a Marketing Qualified Lead (MQL)
The lead has shown initial interest or engagement and is qualified for outreach.
2️⃣ SDR Creates a Personalized Outreach with an Executive Report
VVP generates a 1-page Executive Report, summarizing a high-level business case using publicly available data.
The SDR attaches the report to an outreach email and sends it to the prospect.
3️⃣ Prospect Expresses Interest → Becomes a Highly Qualified Sales Lead (HQSL)
Once the prospect replies positively, the lead is considered highly qualified (HQSL).
The lead is moved to the CRM, and an Account Executive (AE) is assigned to the opportunity.
4️⃣ AE Accesses the CRM & Reviews the Business Case
Inside CRM, the AE finds the attached high-level business case that initially captured the prospect’s attention.
5️⃣ AE Schedules a Sales Call & Possible Demo
The AE sets up a meeting to discuss the business case and qualify the opportunity further.
If relevant, a product demo is scheduled to showcase the solution.
6️⃣ Collaborative Value Assessment (CVA) for Business Justification
If additional business justification is needed, the AE and a Value Engineer (VE) engage with the customer in a Collaborative Value Assessment (CVA).
Using ValueViewpoint.ai, they co-create a detailed business case, refine ROI assumptions, and align on key value drivers to justify the investment.
🚀 Outcome: A structured, data-driven transition from SDR to AE to VE, ensuring seamless engagement, stronger business justification, and higher conversion rates.