Latest from the Intellegentia Blog

Mike Broomfield

Mike Broomfield

Recent Posts by Mike Broomfield:

Deploying Inbound Marketing? You should use an ABM as well!

Why companies employing an Inbound strategy should look to compliment that with an outbound program or in some cases an Account Based Marketing (ABM) Strategy.

For those companies deploying an inbound marketing strategy, there’s a time horizon, often 3-6 months before seeing meaningful results – so it’s important to find ways to reduce the impact of lower lead flows during on boarding and the roll out of inbound marketing (the so called ‘valley of death’).

Companies need to plan out a program of lead generation activities that will keep the sales pipeline filled, which may not be as cost effective as inbound but is necessary in the short term.

Topics: Account Based Marketing Inbound Marketing

Sales Enablement Tools

What is sales enablement?  What sales enablement tools are out there?   What are the sales enablement best practices? 

Sales Enablement is a hot topic and to help sales leaders cut through the noise, we have compiled a list of key points to help you understand if sales enablement is applicable to your business and some pointers as to how to implement it, what tools are out there, and where to start.

Topics: Sales Enablement

4 Ways To Implement Sales Enablement In Your Business

Marketing works their creative magic in order to provide more leads to the sales department. This is when you have to make sure the sales reps are working smarter instead of harder. Sales enablement is a prime focus of many businesses and there are several ways for you to use tools so your sales team is making the most of leads being handed off by marketing and closing more deals. 

5 Key Benefits of Sales & Marketing Alignment for Technology Companies

The relationship between Sales and Marketing is often a shaky one. Marketing captures the leads and nurtures them before handing them to Sales to close the deal, but all too frequently there is a lack of communication and a mistrust between the two departments which can create a rift.

Marketing will complain that Sales are squandering the valuable leads that they've provided by not following up on them.  Sales complain that Marketing are not sending them enough leads or sending them leads are not sales ready.


Creating a solid, long lasting partnership between Sales and Marketing should be an essential goal for any business in order to maximise the return on investment from their inbound marketing efforts, but it is of particular necessity for companies involved with B2B technology. The competitive, ever-changing nature of the industry puts a lot of pressure on Sales and Marketing to communicate more effectively, or else they run the risk of losing out on valuable customers.

Here are five key benefits of sales & marketing alignment for the technology industry:

Topics: Sales & Marketing Alignment Industry Focus - Technology

Are Strategic Account Sales and Inbound Marketing the Dream Team?

Selling into strategic accounts has always required a high degree of planning, a rigorous opportunity assessment process and the best (and most expensive) sales reps who can articulate your company’s strategy, vision and distinctiveness whilst distinguishing your products and services in the mind of the customer.

In many ways strategic marketing support has taken a back seat to the process of identifying the influencers and decision-makers, anticipating each stage of the buying process, analysing the competition and tuning into the buyer’s political issues. If the sales processes and planning are not executed correctly then firms whose market consists of only a handful of high profile companies will fail to achieve their objectives, waste vital opportunities and burn a lot of cash. Marketing can sometimes be viewed as a bit-player, playing second fiddle to the sales machine.

Why is it important for marketing and sales to be aligned?

Topics: Sales & Marketing Alignment Sales Enablement Inbound Marketing