Latest from the Intellegentia Blog

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?

Some B2B sales teams doubt the ability of marketing to help with their “spear fishing approach” to new business sales.  Instead, they see marketing as the operator of a wide net that catches lots of sprats, albeit hopefully, alongside the prize fish they are actually looking for.

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 your 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:

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.  

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!