Latest from the Intellegentia Blog

Mike Broomfield

Mike Broomfield

Recent Posts by Mike Broomfield:

5 Lead Nurturing Mistakes to Avoid

Lead Nurturing is a fundamental must-have for successful inbound marketing. Statistics show that only 56% of B2B organizations verify valid business leads before they are passed to Sales. (MarketingSherpa)

In the sales and marketing world, there are few issues that get more attention than at what point a lead becomes 'sales ready' and therefore be passed on to sales and when a lead should stay with marketing and be nurtured.

Gleanster Research estimates that 50% of leads who are qualified to buy are not ready to purchase immediately. If you call these leads up to try and hurry them along the buying process you will most likely lose them.  So what to do with those that are not ready to purchase immediately?  

Lead nurturing is all about understanding the nuances of your leads’ needs and providing them with relevant content at the right time. Getting these details right and being more scientific with your lead nurturing will help you to align your sales and marketing teams, make your sales teams happier as they receive better quality leads and improve ROI from your marketing efforts.

Take a look at some common lead nurturing mistakes to avoid:

Topics: Sales Enablement Inbound Marketing

Deploying Inbound Marketing? You should use an outbound program too!

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

5 Common Lead Generation Mistakes to Avoid

Lead Generation is a key priority for B2B businesses and it has got harder over the years with buyers keen to do their own research on the internet, social media and third parties before engaging with your sales team.

In order to help you generate more leads, we've produced a list of common mistakes that you should always try to avoid.

Topics: B2B Lead Generation

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

LinkedIn as a valuable lead generation tool


With more than 259 million users, LinkedIn is the most popular social network for professionals as well as one of the top social networks overall. But can you use LinkedIn for lead generation and, if so, how?

HubSpot research has shown that traffic from LinkedIn generated the highest visitor-to-lead conversion rate (2.74%) of the top social networks, almost 3 times higher (277%) than both Twitter (69%) and Facebook (77%). So in short - yes LinkedIn can be a very effective tool in attracting new people to your website and driving awareness of your company to help generate leads.

Here are a couple of ways to ensure you are getting the most out of LinkedIn...
Topics: Digital Marketing B2B Lead Generation