Latest from the Intellegentia Blog

Mike Broomfield

Mike Broomfield

Recent Posts by Mike Broomfield:

How Inbound Marketing could get you the sales pipeline you need

Sales heaven is having a constant stream of high quality qualified leads landing in a CRM or email inbox on a regular basis. Even better is having not only lead data passed over, but a complete view of the buyers journey – what content they have downloaded, what web pages they have visited, what case study material they have received etc, and the qualification route they have taken before being passed over to sales. We call this ‘buyers insight’, sales should call this gold.  

Topics: Inbound Marketing B2B Lead Generation

5 Essential Metrics to Measure Your Inbound Marketing Success

“We have just passed the 1000 followers mark on Twitter.”

“My latest blog post had 500 views!”

These are the kind of metrics you might hear many B2B inbound marketers bragging about.

There is nothing wrong with tracking things like how many followers you have on various networks, or how many likes and shares your content is receiving. Those are important metrics for certain purposes.

But they are not a measure of success.

Topics: Inbound Marketing

The Importance of Digital Body Language in Complex Sales Cycles

Understanding body language is a wonderful tool when it comes to selling. Sales professionals can quickly determine the type of buyer a prospect is by observing their body language, the way they defer questions or ask them, who shows an interest in what topics and so much more subtle evidence is provided unsuspectingly by the potential customer.

In boardrooms, face-to-face meetings, business lunches and conferences that’s easy to assess!

Topics: Sales Enablement Inbound Marketing B2B Lead Generation

Make sure you claim high search engine rankings before your competitors do

There are many good reasons to consider a marketing approach that incorporates inbound marketing and inbound sales, not least because the inbound methodology neatly aligns your online presence with your buyer's journey to find a solution to meet their needs.

If aligning your organisation to the buyers' journey and driving more cost effective growth is not compelling enough, then you should also consider that if you are not "doing" inbound, it's almost certain your competitors will be, if they have not done so already. Here's why...

Topics: Digital Marketing Inbound Marketing B2B Lead Generation

Researching and Developing Buying Personas

You would have thought that companies would have had buying personas nailed by now…sadly in our experience that is not always the case. 

After all, many organisations have been steeped in sales methodologies where org charts, decision makers and motivations are all mapped out over the period of the sales cycle to close the sale. So why are buying personas not being used effectively?

Topics: Content Marketing