Don’t ask sales people to record Salesforce history

We all know of the power of a good CRM, chock-full of history about every interaction your business has had with any contact, account or opportunity. Your marketing automation system probably plugs in beautifully to your CRM so that the buyer actions and your automated responses are all recorded. Marketing nirvana? Maybe not. Half of the problem is that most record only YOUR actions, not THEIR responses. The power of knowing how buyers have acted, what they are interested in, what they have read, how they responded to survey questions is obvious, but many businesses stop at READ MORE