Handoff
01 Definition
Handoff meaning: The moment a lead or customer is passed from one team to another, often marketing to sales.
A handoff is the transfer of a lead or account from one team to another, most commonly from marketing to sales when a lead qualifies. A clean handoff shares context, history, and next steps so nothing is lost. Weak handoffs cause delays and repeated questions that frustrate the prospect.
Also called
Why it matters
How Handoff fits the work
Handoffs keep the buyer's experience smooth across team boundaries, so a qualified lead is followed up quickly with the full context already known.
In context
When a lead becomes sales qualified, the handoff sends the rep the full activity history and a note to call within two business hours.
Practical note
Define who owns the lead before and after the transfer, and what data and timing rules apply. Slow or context free handoffs let hot leads cool, so track response time after the pass.