Latest from the Intellegentia Blog

Problems with HubSpot – How to Improve the Quality of Inbound Leads

Are you using HubSpot as your inbound marketing and sales software but finding it is not meeting your expectations in all areas?

HubSpot is a great tool for attracting visitors, converting leads, analytics and more. Businesses that use HubSpot's software see their traffic increase by more than 2.5 times (HubSpot). But like any piece of software if you are not using it correctly you may not be getting the full benefit.

One issue experienced by a lot of HubSpot users that we’ve spoken to is that they are getting a large quantity of leads coming through but finding many of these to be of a poor quality, not in their target market or from other countries or industries not relevant to their business.

Topics: B2B Lead Generation HubSpot

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

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

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