Questionnaire Client Acquisition

Company Overview

Sales Strategy

Client Acquisition

Sales Team & Structure

Sales Process

Client Retention & Expansion

Past Sales Initiatives

Sales Forecasting & Reporting

Competitive Landscape

Future Growth & Expansion Plans

What channels are currently used for lead generation?

How effective are these channels in producing qualified leads?

What is the cost per lead, and how is ROI measured for each channel?

In the last year of new clients closed-won, what percentage came from outbound vs. inbound?

How many outbound reps are generating leads via manual research?

In a normal workday, what is the daily quota of an SDR in terms of cold leads generated? How many hours per day does this research take?

How do you define a ‘warm’ lead at this org?

How are you currently capturing ‘warm’ leads?

Besides manual research and inbound leads, what other channels are being leveraged to source new leads?

What does the current sales funnel look like? What are the specific stages?

What is the average conversion rate at each stage of the funnel?

How long is the average sales cycle?

What methods are used for outbound sales (e.g., cold calling, email campaigns)?

What sales enablement tools or technologies are currently utilized for sales outreach?

What sales enablement tools or tech have you tried in the past, but were unhappy with? What were the reasons?

How personalized is the sales outreach process?

What is the current email tech stack?

How many domains are in use by employees across the entire org?

Generally speaking, what are the average open/reply rates for current email campaigns?