Latest from the Intellegentia Blog

Sales Enablement in Action: DealTrack Sales Team Transformation Achieves 36% Growth Target

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:

Topics: Sales Enablement Case Studies B2B Lead Generation Industry Focus - Technology

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. 

Topics: Sales Enablement Inbound Marketing B2B Lead Generation

Make sure you claim high search engine rankings before your competitors do

There are many good reasons to consider a marketing approach that incorporates inbound marketing and inbound sales, not least because the inbound methodology neatly aligns your online presence with your buyer's journey to find a solution to meet their needs.

If aligning your organisation to the buyers' journey and driving more cost effective growth is not compelling enough, then you should also consider that if you are not "doing" inbound, it's almost certain your competitors will be, if they have not done so already. Here's why...

Topics: Digital Marketing Inbound Marketing B2B Lead Generation

B2B Technology Companies: Is your sales pipeline flabby or fit?

A tangle of pipes - does this mirror your sales pipeline?

I am not going to take the credit for coming up with the title of this blog. Bob Apollo , who I have great respect for, used this term in a really great piece of content about Proactive Pipeline Management. The points raised by Bob regarding the state of sales pipelines which I would like to expand upon I believe will resonate with Sales and Marketing leaders within technology companies.

It's an uncomfortable fact that sometimes when you take off the rose tinted glasses, you discover your pipeline may not look that great.

In this blog we look at what we mean by "flabby" and what can be done about it.

Topics: Sales Enablement B2B Lead Generation Industry Focus - Technology

Using your B2B Blog to improve your Sales Pipeline!

Are you dubious about the effectiveness of businesses blogging? Don’t worry, you're not alone - many businesses who use blogging without a clear strategy to move leads through the funnel tend to ask is the effort worth it?  However used correctly, business blogging will increase engagement and improve youe sales pipeline. 

Companies that increase blogging from 3-5x per month to 6-8x per month almost double their leads. (source: HubSpot science of blogging). 

Business blogging is your opportunity to inform and engage potential customers, whilst showing off your brand personality, expertise and providing an edge that differentiates you from your competitors. 

To stay ahead of the game and use your B2B blog to generate more leads and improve your sales pipeline, take a look at our top tips:

Topics: Content Marketing B2B Lead Generation