Data
  • Are your contacts, clients and prospect records missing important data?
  • Do you regularly review this information for accuracy?
  • Are there additional data points that you'd like to track? For example, most CRM implementations track a contact's job title. Do you also track their job function? 
  • Are you proactively reviewing your marketing lists for email, thought leadership and event purposes?
  • Are your CRM and digital marketing tools integrated so opt-outs and new contact form submissions work seamlessly? 
  • Does your business development / sales team have stacks of business cards that don't make their way into your CRM application quickly?
  • Does your team consistently track their activities (phone calls, meetings and emails) via your CRM solution?
  • Can you efficiently run a "who knows who" report showing which of your employees has a relationship with your contacts, your clients and your prospects?
  • If you sponsor or attend an event, do you have access to attendee lists post-event? If so, what do you do with these lists?
  • Do you have a formal on-boarding process for new employees regarding their contacts? Do you import contacts, companies and prospects on behalf of these people?
  • Do you host events, track invitation and questionnaire responses? Is your sales team constantly asking for updates on who's RSVP'd?
  • Do you have high marketing/sales turnover making knowledge transfer between employees difficult?
  • Do you have the ability to develop time-sensitive thought leadership content and distribute it to the right recipients quickly?

 Preparation
  • Do you have a well-defined value proposition for your end users? Has the proposition been clearly communicated? Do your end users identify with the value proposition?
  • How much effort has gone into your data cleanup efforts?​