Latest from the Intellegentia Blog

Lead nurturing is essentially about handing leads over to sales at the right point - when the prospect is ready to buy.

Running a marketing campaign and pushing anyone you hear breathing over to sales is fraught with problems.  A successful sales person knows they should focus on qualified opportunities, so anything that's not at the ready to buy stage will inevitably be dropped.  That's not to say they would never be ready to buy, just that they aren't at this point in time.  Nonetheless, the result is that they may well never buy from your company.

Enable was established in 2000 to build custom software to meet specific business needs that off-the-shelf software cannot address.  Their work with companies like Procter & Gamble, Mitsubishi Electric, DHL and the BBC has been varied and largely bespoke in nature.

A couple of years ago, their work with a buying group and a building materials supplier unveiled a gap in the enterprise software market for those companies where rebate claims make up a significant proportion of their revenue.

As a result, the DealTrack Rebate Management System was born.

DealTrack is aimed at companies that have annual rebate claims in excess of £12.5m.  By preventing these companies from missing claims, DealTrack has been proven to add six figure sums to their net profit.

Intellegentia has been heavily involved in both the sales and marketing of DealTrack for over a year.  Here’s what we've done to drive significant revenue for this new software package:

Lead Flows is a feature of HubSpot’s marketing automation tools.  It enables you to create website popups (on ANY CMS platform) to capture lead details through a relevant offer. 

Your lead flows must be strategically designed and placed on your website, and before I talk about the capabilities, here's how to set up HubSpot Lead Flows:

When I was on territory selling big ticket ERP, Retail, and Supply Chain software solutions, I spent the best part of a 9 month sales cycle digging deep into a prospect's organisation, understanding the motivations, politics and pain points of the various buyers, decision makers, recommenders, and evaluation teams.

As a sales team, we worked to tried and tested sales methodologies, trying to find the ‘fox’ and nurturing all the players with different valuable information to meet their specific needs, countering competitive threats and answering objections.

It was a Solution Sale. It required patience, delivery of information at the right time, a game plan that all the sales and marketing team bought into, and a process to move them towards a decision.