It's crazy to me how many marketing teams still do the following: 💰 Spend massive amounts of money 📈 Focus on CRO, and get results 💻 Care so much about data augmentation ⚙️ Build amazing workflows ..but then, after all that effort, the sales team can't even view the data inside the CRM. Think through a few of these questions: - Does your sales team know when someone hits your pricing page? - Do they know when your customer hits an inflection point that will lead them to need to purchase your product? - Do they understand how a lead came in and how that means they should approach the conversation? **The solution is quite simple, it just takes time:** - Meet with reps regularly, understand how they use the CRM (just like you would user testing with your product) - Train teams regularly. When you add something new in the CRM, send an email with pictures, post in slack, and show them in your weekly meeting - Follow up, make sure to follow up. Repetition is key. I'm adding a link in the comments with more insights on how you can improve personalization, the buying process, and ABM efforts.