Latest from the Intellegentia Blog

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

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. 

4 Best Practices for Successful Content Creation

Inbound marketing is the process of attracting strangers to your website, converting them into leads, nurturing them until they are ready to buy and closing them as customers.

One of the most important features of any successful inbound marketing strategy is content.

Content draws prospects towards your site and initiates their relationship with your business.  A content strategy turns a static website into the marketing asset that it should be - working hard to deliver a return on investment.

The concept of "content marketing" has been around for years and, according to the 2018 B2B Content Marketing Trends Report (Content Marketing Institute/MarketingProfs), there is a strong correlation between the most successful B2B marketers and their adoption of content marketing. 

Despite that fact, the survey found that even in 2018 a whopping 66% of B2B marketers still felt that their approach was less than "mature". 

One of the reasons, I think, is that marketers struggle to create an efficient content plan that really works.

Topics: Content 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