Latest from the Intellegentia Blog

3 Ways HubSpot improves the relationship between Sales and Marketing

When a lead is ready to buy? How do we know when is the right time to hand them over to sales so that they can close them as a customer?  What happens if that contact isn't quite ready yet?

The key is to have tightly aligned sales and marketing processes and a trusting, open relationship between sales and marketing teams.  This involves executive "encouragement", visionary thinking and a two-way conversation between sales and marketing ... a surprisingly tough call for some companies. 

B2B organisations with tightly aligned sales and marketing operations achieved 24% faster three-year revenue growth, and 27% faster three-year profit growth (SiriusDecisions)

View our webinar to find out more>>

So why do so many companies admit to a difficult relationship between sales and marketing?

I don't believe it's about the people!

It's more about the data systems and processes.. 

Topics: Lead Nurturing Sales & Marketing Alignment HubSpot

What is Sales Enablement (and how does it help onboard new sales reps)

What do all growing companies have in common? They all need to add new members to their sales teams in order to achieve their revenue goals and objectives. Onboarding new sales staff, is usually time-consuming, expensive, and not especially easy, and it could take a while before they are achieving quota. Once proficient your experienced sales team know your corporate culture, brand identity, and product lines inside and out, and are capable of using tools like CRM to their full potential.

Onboarding, however usually means an experienced sales person or sales management has to sacrifice time and productivity to help bring the new hire up to speed. But with robust sales enablement program in place, you can reduce time and productivity losses, getting the new personnel up to speed faster and more effectively. 

So what is Sales Enablement? 

Topics: Sales & Marketing Alignment Sales Enablement

How improving the relationship between sales and marketing can help close more sales

Times have changed. Today’s buyers are more empowered.  Sales no longer controls the flow of information in the buying process - the buyer does. If buyers have a question about a product or service, they can just search online and receive information instantly, privately, and from a variety of sources. 

This move from a sales cycle to a buying cycle changes the goals posts for both Sales and Marketing teams. It means that Marketing now have much more influence before Sales are engaged, and therefore seamless alignment between marketing and sales processes, no matter what size of organisation is absolutely vital. 

According to the Aberdeen Group companies with good Sales & Marketing alignment experience a 32 % annual revenue growth compared to those that don't. And 38% of CMOs say that aligning and integrating Sales and Marketing is a top priority for 2015 (CMO Council).

Sales and marketing alignment helps Sales and Marketing work together to improve the all the processes for customer acquisition (lead generation, lead nurturing, lead qualification and sales closing).

So what are some of the key ingredients to breaking down the barriers between Sales and Marketing so that they are better aligned and can work together to close more leads?

Topics: Inbound Marketing Lead Generation Sales Strategy

Legal Services Marketing – Best Practice Inbound Marketing

Since the Legal Services Act, October 2011 the UK legal services market has undergone substantial changes.  The aim of the Act was to simplify the process of purchasing legal services (hence the act being referred to as “the Tesco law”) and in doing so, the Act broke down many barriers.

Today we see law firms offering other services as diverse as Schillings branching out into cyber-security and Wiggin (known for media work) branched out and purchased an on-demand television service.  There are new entrants to the market from overseas and a raft of mergers and acquisitions have taken place in recent years.

Legal Services Marketing – CMA Demands More Transparency

I was interested to hear the outcome of the Competition and Markets Authority’s (CMA) recent year-long study into the legal services sector which revealed, among other things, that today’s legal services consumers need better information about the different options that are available to them.