Latest from the Intellegentia Blog

Why you should be changing to inbound sales and marketing.

Is "Inbound Sales" just another alternative to Sandler, Holden, Miller-Heiman, SPIN, Value Selling, the Challenger Sale and other sales methodologies?  Or is it a new way of thinking?

Or both?

All the aforementioned sales methodologies teach us valuable lessons.  They teach how to seek out the "fox" (Holden), to "go for the no" (Sandler) and other techniques for qualifying out time wasters, getting control over the deal and progressing the sale faster than your competitors.  

Topics: Inbound Marketing inbound sales

4 Things Every Inbound Marketer Should Do in 2017

If you find some great content, it's worth sharing! Having read Brian Halligans inspirational blog on things inbound marketers should be considering in 2017, I wanted to share it in its entirety, adding some of my own thoughts. 

I was particually struck by Brian's thoughts on supply and demand dynamics. Increased competition means that marketing needs to work harder to engage buyers as earlier as possible which means finding different and more engaging conversion assets ... we are firmly in the "youtube age" and sales leaders need to find ways to make their sales teams more effective to beat the competition, which in some sectors means switching to a inbound sales mindset.  If buyers want a self-service experience (self-service research and self-service sales) then as Brian concluded the buying process needs to be automated and for 2017 I predict a surge in companies looking at Sales Enablement as a way to improve sales efficiency.  

Enough of me, sit back and enjoy Brian's insight.   

Topics: Inbound Marketing Sales Enablement inbound sales