We always want to know who's buying before they buy - otherwise we're late to the party, right? By using a tech stack of Qlik Sense, 6Sense, Tech Target, DNB, ZoomInfo, etc. we're able to understand at an account level what problems prospects are coming into with their current structure. From a management level, we always want to know how well we're executing at predicting customer buying activity. We track opportunities, lead management, time to follow up, etc. Our biggest challenges are from the Salesforce tracking end of things (attribution and lead owner routing). Oddly enough, the latency of our app reloads can also make it difficult to see what's delinquent or needs attention now vs. something that was fixed yesterday.
I completely agree with the sentiment Mary...latency of reloads in this example do complicate, but the availability of many tools can actually hinder us