In the past, successful sales representatives knew how to optimize their time by 'reading' their prospects. Things have changed in this digital age, where buyers conduct online research before purchasing a business product. Because of this, when prospects do eventually make contact with sales, it's often after they've made a decision. And without insight allowing you to decipher a buyer's intentions from his physical actions, it can be hard for marketing to attribute which investments are generating revenue and optimize those programs.
Download this cheat sheet to learn how marketing automation helps sales focus on reaching out to the right prospects at the right time by capturing online and offline activity throughout the buying process.