Latest from the Intellegentia Blog

Mike Broomfield

Mike Broomfield

Recent Posts by Mike Broomfield:

4 Ways to Use HubSpot Automation for Lead Allocation by Sales Territory

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:

Topics: HubSpot

3 key challenges to implementing CRM: defining sales processes

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. 

Topics: Sales & Marketing Alignment Sales Enablement Sales Processes

4 Ways To Implement Sales Enablement In Your Business

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. 

6 Key Benefits of Sales & Marketing Alignment for Technology Companies

The relationship between Sales and Marketing is sometimes 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's particularly important for B2B technology companies.



Most B2B technology sales involve multiple stakeholders, influencers and decision makers. Working as a team, sales and marketing can create direct and indirect approaches to target all the relevant people in their target accounts.

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