Latest from the Intellegentia Blog

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


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

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 Marketing for Technology Companies

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 Marketing for Technology Companies

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 Marketing for Technology Companies

Increasing Your Software Sales Pipeline Using Inbound Marketing

If your company is involved with B2B software or technology sales, then you are by now fully aware that the industry is constantly changing and evolving. For this reason it is important that you have a robust inbound marketing strategy in place with which you can boost your business’s visibility and spread the word about your latest software developments and services in the competitive marketplace without being left behind.

Despite the tumultuous times, there are some inbound best practices that are universal and constant which allow you to increase your business’s visibility and ensure that you are attracting potential customers and achieving sales. Stick to the following inbound marketing tips and you will see success in increasing your software sales pipeline.

Topics: Inbound Marketing Lead Nurturing Lead Generation Marketing for Technology Companies