Latest from the Intellegentia Blog

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. 

This move from a sales cycle to a buying cycle changes the goals posts for both Sales and Marketing teams. It means that Marketing now have much more influence before Sales are engaged, and therefore seamless alignment between marketing and sales processes, no matter what size of organisation is absolutely vital. 

According to the Aberdeen Group companies with good Sales & Marketing alignment experience a 32 % annual revenue growth compared to those that don't. And 38% of CMOs say that aligning and integrating Sales and Marketing is a top priority for 2015 (CMO Council).

Sales and marketing alignment helps Sales and Marketing work together to improve the all the processes for customer acquisition (lead generation, lead nurturing, lead qualification and sales closing).

So what are some of the key ingredients to breaking down the barriers between Sales and Marketing so that they are better aligned and can work together to close more leads?

Topics: Inbound Marketing Lead Generation Sales Strategy

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

blue_pipelines

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: Lead Nurturing Lead Generation Marketing for Technology Companies

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: Lead Generation Content Marketing Blogging

The Importance of Digital Body Language in Complex Sales Cycles

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!

But what about today’s largest channel to market? The internet has completely transformed the way people buy. The arrival of inbound marketing means the sales team face the tough challenge of trying to determine the type of buyer mind-sets they are dealing with as they can no longer rely on non-verbal signals. The giant void between prospects and engagement with your sales team is growing larger and larger and they are choosing to self-educate themselves instead by conducting research online. But there’s good news! Digital marketing tools and sales enablement tools can provide some clues as to the ‘body language’ of buyers.

Topics: Inbound Marketing Lead Generation Sales Strategy

Lead management: The key to improving the quality of your leads


Are you frustrated with the amount of time you’re spending on qualifying and weeding out your genuine buyers from the time-wasters?

Sifting through and identifying your genuine leads can be an incredibly arduous task that eats into expensive sales time which, in turn, ultimately detracts from revenue. It can also result in some genuine opportunities being lost.

Unfortunately, it’s a common mistake we’ve seen many businesses make over the years. But it’s a mistake that can easily be rectified if you have the standards and processes in place to enable you to properly nurture and manage your leads.

Topics: Lead Nurturing Marketing Automation Lead Generation Lead Management