Latest from the Intellegentia Blog

HubSpot Automation is a major element in customising HubSpot to suit your business.  The workflow tool is flexible and easy to use, yet many people find themselves in a bit of a pickle; what started out as a great idea can turn into a complex solution that's difficult to support and update.  One such example is sales territory assignment, so I thought I'd set out a few options, and highlight the pros and cons of each.

Every company I've worked with has a slightly different way of defining sales territories . When considering the best way for your business we recommend that you start off by thinking about the following 4 points:

Implementing a CRM for the first time or changing from a legacy CRM to a new solution provider throws up significant challenges.  Defining your "to be" Sales Process is one of these which will require time and effort before you come close to configuring software. 

When leads are scarce, sales teams want to boost business development activity in a way that doesn't detract from overall marketing and selling.

When marketing works their creative magic and provides abundant leads to the sales department, the sales team needs to work smarter not harder.

Sales enablement is a prime focus of many businesses and there are several techniques and tools that help your sales team act efficiently on leads and close more deals. 

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?