One of the biggest frustrations that prospects report during the sales cycle is that they feel like they are not being listened to. Often, a prospect will share info with the SDR and then will have to repeat themselves all over again when the AE gets involved. It’s already a nuisance for many customers that they have to switch their main point of contact during a sales cycle. If this SDR to AE handoff does not occur smoothly, then the prospect is more likely to be frustrated with the company and have a negative view of the solution.