Salesforce consultations can go one of two ways.

They either scratch the surface and leave you none the wiser, or they help uncover real opportunities to drive change, connect your systems, and support your teams.

The difference is rarely the tech. It’s the clarity you bring to the conversation.

If you’re preparing for a Salesforce consultation - whether as part of a discovery session, a project scoping call, or a World Tour event - this guide will help you focus your thinking. You don’t need polished answers. But having a point of view on what matters to your business will turn a generic conversation into a meaningful one.

Start with your objectives

Salesforce is most valuable when it’s aligned with your direction of travel, not just your daily admin. To keep the conversation strategic, start with why this matters now and what success should look like.

Ask yourself:

What are our top business goals for the next 12 to 18 months?
Why are we exploring Salesforce now - what's changed?
What does success look like six months after implementation?

You don’t need to map out a full strategy. But if you’re clear on what you’re trying to achieve - better reporting, faster sales cycles, stronger customer relationships - we can get straight to the point.

Understand what you already have

Even if your current systems aren’t perfect, they’re a useful starting point. Knowing where you’re starting from helps shape what to keep, what to improve, and what to stop altogether.

Ask yourself:

What tools or platforms are we currently using for CRM, service or marketing?
Which ones are working well, and where are the frustrations?
Where are we duplicating effort, losing time, or relying on spreadsheets?

If you’re already using Salesforce, come ready to discuss what’s live today, what’s being used consistently, and what feels underwhelming. That’s often where the quick wins lie.

Map your data and integrations

Good data builds trust, drives insight and supports automation. Bad data creates confusion, delays and poor decisions. A consultation is a great time to be honest about the state of your data and how it flows.

Ask yourself:

What data do we need to manage more effectively - leads, customers, inventory, something else?
What other systems need to integrate with Salesforce?
Are there gaps in how we currently report, segment or forecast?
Do we have any compliance or data governance concerns?

You don’t need a technical map. But if you know where data sits today, and what’s missing from your view, we can start to shape something more joined up.

Think about your team

Software alone won’t fix anything. Adoption, training, and ownership matter just as much as configuration. Knowing who will use Salesforce, and how, is key.

Ask yourself:

Who are the main users - salespeople, service teams, marketers?
What’s their current level of experience with Salesforce or similar platforms?
Do we have someone internally who can act as an admin or owner?
Who needs to be involved in the decision-making?

A consultation is a great chance to discuss how your teams work, what frustrates them, and what kind of support or training they’ll need.

Look ahead - but keep it realistic

You might not have a detailed roadmap, and that’s fine. But having a sense of where your business is going helps us make smart decisions now that won’t need undoing later.

Ask yourself:

Are we likely to add more teams, services or markets in the next two years?
Do we plan to use Salesforce more broadly - for marketing, service or automation?
What are our scalability and support expectations post-launch?

Salesforce is built to scale, but you need the right foundations. Let’s make sure what we design today doesn’t limit you tomorrow.

Be clear about budget and timing

Projects don’t fall over because of the software. They fall over because of mismatched expectations, undefined scope and unclear resourcing.

Ask yourself:

Do we have a ballpark budget or range in mind?
Are there any key milestones or deadlines we’re working towards?
What kind of external support do we think we’ll need?

You don’t need to have all the answers. But the more transparent we can be upfront, the better the outcome on both sides.

Final thought

A good Salesforce consultation isn’t about features, demos or technical deep-dives. It’s about understanding what matters to your business and where Salesforce can add the most value.

You don’t need a fully formed brief. But if you’ve spent a little time reflecting on your goals, systems, data and people, you’re already ahead of the game.

Bring that clarity to the conversation. We’ll bring the experience to match it.

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