The meeting was booked. So why did the opportunity lose momentum immediately afterwards?
I keep noticing something when I review sales conversations and CRM notes.
Some SDRs do a really good job in the first conversation.
They uncover a challenge and learn what’s happening. The prospect explains why it matters and what led them to agree to another meeting.
The conversation feels productive.
Then I look at the notes for the account executive.
Sometimes, I struggle to see how those notes reflect the conversation I just reviewed.
The SDR understood why the prospect agreed to meet. But what does the account executive actually receive?
A company description.
A job title.
A few notes.
Perhaps a short summary of the conversation.
But not always the context behind it.
What mattered most to the prospect?
What sparked their interest?
Which points still needed more attention?
What assumptions did the SDR make?
And which questions remained unanswered?
That’s often where momentum gets lost.
The SDR may have done a good job. The account executive may have prepared well.
But some of the most valuable context never makes it from one person to the next.
The prospect shared their story. The SDR heard it.
Yet the next conversation starts as if nobody heard parts of that story.
A booked meeting creates an opportunity.
But the quality of a first conversation is not only visible in the conversation itself.
It’s also visible in what the next person understands when they weren’t there to hear it.
If you reviewed five recent handovers today, would the account executive understand why the prospect agreed to the meeting in the first place?
#SDRCoaching #SalesConversations #SalesEnablement
