Latest from the Intellegentia Blog

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

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). 

Are you realising the benefits that you've read about?

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.

So what can you do about it?

Topics: B2B Lead Generation HubSpot

4 Ways to Use HubSpot Workflows for Lead Allocation by Territory

HubSpot Workflows is the engine for marketing automation.  The workflow tool is flexible and easy to use.  Yet many people find themselves in a bit of a pickle, with what started out as a great idea turning into a complex solution that is difficult to support and change.  One such example is sales territory assignment, so I thought I would set out a few options and highlight the pros and cons of each.

There isn’t a single way that suits everyone, but in considering the best way for your company we recommend that you start off by thinking about:

Topics: HubSpot

6 Key Benefits of Sales & Marketing Alignment for Technology Companies

The relationship between Sales and Marketing is sometimes 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

Financial services marketing - does inbound marketing work?

For the Financial Services sector, the inbound methodology provides a really interesting way of thinking about marketing. It’s about educating and informing. It’s about retention. It is not about overt selling. All of which fits entirely with the ethics, rules and regulations governing the financial services industry.

How does Inbound Marketing help financial services marketing ?

The industry is made up of quite different organisations – for example accountants, auditors, membership-based networks, client facing advisers, brokers and intermediaries. Each have their own marketing needs and ways of going to market.

Whether you are a client-facing financial adviser marketing yourself in a defined geography, targeting particular types of consumer or business, or a network looking to recruit and retain members across the country, your marketing needs can be similar:

Topics: Inbound Marketing Industry Focus - Financial Services