How do you work with SDRs, and what makes a handoff good or bad?

Agree the definition of a qualified meeting in writing, then give feedback on every single meeting, fast. A good handoff includes the trigger, the pain in the prospect's words, and the confirmed attendee list. A bad one is a calendar invite with a company name. Treat SDRs as partners you coach, sit in on their calls occasionally, and never silently accept junk meetings you resent later.

The thing that fixes most of it is agreeing what qualified means before anyone books anything, and writing it down. For me it is usually: right function, an actual problem they have said out loud, and confirmation the meeting is on their calendar with the people we expect. Vague enthusiasm is not qualification. Then I give feedback on every meeting within a day, including the good ones, because SDRs mostly hear from AEs when something has gone wrong. Fifteen minutes weekly, we look at the list together, I tell them which accounts I am prioritizing and why, and I share the research I have done so they are not calling blind into an account I already know things about. I have also sat in on their call blocks, which does more for the relationship than any amount of chat messages. And when a meeting turns into a deal I say so in front of the team, with their name on it. The failure mode I avoid is quietly taking bad meetings, getting annoyed, and complaining about it three weeks later.