Is your lead generation strategy clearly defined and documented?

Do you have consistent metrics and tools in place to monitor and measure your lead generation activities and results?

Does your staff have the time, skills and tools to effectively operate your lead generation and follow-up activities?

Are your leads being fed to a variety of places and systems, including yellow sticky notes throughout your office?

Are you segmenting your customers and prospects into groups using pre-defined criteria?

Can you easily and automatically categorize all leads into categories such as "Qualified", "Need to Nurture", "Low Priority", etc.?

Do all leads receive the "exact same" consistent message?

Do you have a defined lead-nurturing program/process?

Have you developed value-added content for lead nurturing and aligned that content with customer profiles and preferences?

Are your lead nurturing programs continually refined based on downstream feedback/activity from your prospects?