The sales handover process in SaaS environments is a critical moment that requires careful consideration and good processes to ensure a smooth transition. It's not just about making the sale, but about maintaining the relationship for the long term. The goal is to transfer sales activity from one party to another, with different members of the Sales team dealing with the customer at various phases of the relationship. Understanding the customer's behavioral style and their Job-to-be-Done is crucial in effectively building trust and rapport. Utilizing frameworks like DISC and Jobs-to-be-Done can help identify personality traits and pain points, enabling Account Executives to build a strong foundation for handovers. Internal notes are vital for Relationship Managers to understand customers and their goals, ensuring that the baton gets passed from hand to hand without disrupting the relationship. The key is to foster and nurture more relationships than competitors, making it essential to develop adept skills in passing those proverbial batons in a smooth, swift action.