Latest from the Intellegentia Blog

Are Strategic Account Sales and Inbound Marketing the Dream Team?

Selling into strategic accounts has always required a high degree of planning, a rigorous opportunity assessment process and the best (and most expensive) sales reps who can articulate your company’s strategy, vision and distinctiveness whilst distinguishing your products and services in the mind of the customer.

In many ways strategic marketing support has taken a back seat to the process of identifying the influencers and decision-makers, anticipating each stage of the buying process, analysing the competition and tuning into the buyer’s political issues. If the sales processes and planning are not executed correctly then firms whose market consists of only a handful of high profile companies will fail to achieve their objectives, waste vital opportunities and burn a lot of cash. Marketing can sometimes be viewed as a bit-player, playing second fiddle to the sales machine.

Why is it important for marketing and sales to be aligned?

Topics: Sales & Marketing Alignment Sales Enablement Inbound Marketing

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!

Topics: Sales Enablement Inbound Marketing B2B Lead Generation

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: Sales & Marketing Alignment Sales Enablement B2B Lead Generation

Lead Capture & Landing Page Registration Forms - How, When and Where

A simple element of inbound marketing is lead capture or registration forms, which should be lovingly positioned on that carefully crafted landing page of yours. You've done the hard graft of developing some valued content, the campaign is waiting on the grid, and all you need now is the mechanism to capture all those juicy leads!

Well, we all know a poorly thought out landing page can significantly reduce your lead conversion ratio, and that also applies to each landing page registration form.

Topics: Sales Enablement B2B Lead Generation HubSpot

5 Lead Nurturing Mistakes to Avoid

Lead Nurturing is a fundamental must-have for successful inbound marketing. Statistics show that only 56% of B2B organizations verify valid business leads before they are passed to Sales. (MarketingSherpa)

In the sales and marketing world, there are few issues that get more attention than at what point a lead becomes 'sales ready' and therefore be passed on to sales and when a lead should stay with marketing and be nurtured.

Gleanster Research estimates that 50% of leads who are qualified to buy are not ready to purchase immediately. If you call these leads up to try and hurry them along the buying process you will most likely lose them.  So what to do with those that are not ready to purchase immediately?  

Lead nurturing is all about understanding the nuances of your leads’ needs and providing them with relevant content at the right time. Getting these details right and being more scientific with your lead nurturing will help you to align your sales and marketing teams, make your sales teams happier as they receive better quality leads and improve ROI from your marketing efforts.

Take a look at some common lead nurturing mistakes to avoid:

Topics: Sales Enablement Inbound Marketing