Complete this sentence: Our CRM system...

Connects with our emails, tracks and stores documents, integrates with social media and monitors client interaction.
Is a module of our business management software. It stores contact details, raises quotes and tracks pipeline management.
Doesn’t exist. We use spreadsheets and email contact lists to manage client relationships.

Complete this sentence: Our website’s live chat tool...

Provides a centralised shared inbox and uses AI to talk to website visitors when our team are not online.
Works when we are online and saves basic messages when our team are offline.
Does not exist.

How much automation exists within your sales operations?

Lots of automation. Every sales representative can schedule email sequences and we automatically rotate leads amongst our sales team.
Medium automation, such as automated task reminders.
No automation. Everything is manual.

How often do your sales and marketing team meet to align their activities?

They’re in contact often and meet around once a month or more.
Sometimes. About once a quarter.
Hardly ever, they work in separate silos.

How well defined are revenue-generating accountabilities for both the sales and marketing teams?

Very clear. Lead generation and sales productivity figures are defined in a service-level agreement between both teams.
Somewhat defined. Both teams have internal targets that they are working towards on revenue goals and marketing KPIs.
Not defined. Both teams work independently with no shared plan.

Do your sales and marketing teams regularly share content and resources?

Yes, and there’s a dedicated platform for both teams to access the content they need.
Sometimes. Our teams might use Google drive between themselves and/or a messaging platform to share content.
No, sales and marketing have access to their own separate content and resources.

Does your sales team have easily accessible outreach templates available to them?

Yes, and we use them consistently while editing slightly to personalise communications with our prospects.
Yes, and we use them consistently for each outreach attempt.
No, we type up individual outreach emails every time.

How often does your team check in with reports to tweak performance?

We regularly look into our sales reports, and make adjustments based on our results.
We occasionally assess our pipeline and whether we are on or off track from our target.
Not as much as we should be.

What lead intelligence does your team have to create a personalised buyer experience?

We deliver a personalised sales experience based on buyer pain points and factors such as page views and resources they have accessed.
We have access to their demographic information and look them up on Linkedin to deliver a personalised sales experience.
We don’t do much to track an individual. As long as we have an email or phone number, we can get in contact.

How do you approach researching a lead or prospect?

Usually our leads will have come through our website before making contact, so we know plenty about them. We then use additional tools to work out the best way to communicate with them.
We ensure that a sales rep has done some research on the lead beforehand to personalise the experience.
We mostly cold call from a list of sources.

Do you use purchased data for your sales outreach?

No, our leads come from our own prospecting and marketing sources.
Very occasionally. But we make sure the data is ‘clean’ first through tools.
Yes, sometimes.

How often does your team use social media to prospect and reach out to potential buyers?

Social is key to our sales strategy. We research every high-quality lead generated, so that we have a feel for what the customer needs from our service.
Our reps use social media occasionally for buyer research and prospecting.
Hardly ever, if at all.