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

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

3 Inbound Marketing Top Tips for B2B Technology Firms

How do you generate quality leads?

If your first answer is email blasts to purchased lists, cold calling, trade shows, seminars, outsourced telemarketing, or advertising then you are officially an outbound marketer.

Outbound marketing is getting harder.  At best response rates are falling, but in many cases calls and emails are simply getting blocked.

Today's savvy buyers know that they can access the information that they need via the internet, so the key to an efficient, cost effective marketing strategy is to incorporate inbound marketing into your operation.

Topics: Inbound Marketing Industry Focus - Technology

5 Ways Inbound Marketing Boosts Lead Quality for Technology Companies

'Lead' banner

For technology companies in particular, attracting high quality leads is a top priority. Surprisingly then, 61% of B2B marketers still send all the leads they receive directly to sales, while only 27% of those leads will actually be qualified for a sales call. This is exactly why Inbound Marketing is a growing solution for businesses – a methodology that naturally attracts the right prospects to your brand.

Topics: Inbound Marketing Industry Focus - Technology

Why tech companies need Marketing Automation

Incomplete puzzle with missing peice
 How does marketing automation impact sales and why should you, as a technology company care? With complex sales cycles, multiple stakeholders and the ever increasing information gap between buyer and seller, sales in the technology sector are becoming tougher.  Research from Forrester has shown that B2B marketers who implement marketing automation increase their sales-pipeline contribution by 10%. 

Today’s technology buyer will conduct their own research on vendors online and without interacting with the Sales team.  They want to be educated by a solution provider who can provide them with relevant content, someone who can advise them on industry trends and best practices, has solutions to their challenges and will help them stay ahead of their competition.  That's a pretty tall order!

Topics: Inbound Marketing Industry Focus - Technology