Latest from the Intellegentia Blog

3 Ways HubSpot improves the relationship between Sales and Marketing

When a lead is ready to buy? How do we know when is the right time to hand them over to sales so that they can close them as a customer?  What happens if that contact isn't quite ready yet?

The key is to have tightly aligned sales and marketing processes and a trusting, open relationship between sales and marketing teams.  This involves executive "encouragement", visionary thinking and a two-way conversation between sales and marketing ... a surprisingly tough call for some companies. 

B2B organisations with tightly aligned sales and marketing operations achieved 24% faster three-year revenue growth, and 27% faster three-year profit growth (SiriusDecisions)

View our webinar to find out more>>

So why do so many companies admit to a difficult relationship between sales and marketing?

I don't believe it's about the people!

It's more about the data systems and processes.. 

Topics: Sales & Marketing Alignment Sales Enablement HubSpot

What is Sales Enablement (and how does it help onboard new sales reps)

What do all growing companies have in common? They all need to add new members to their sales teams in order to achieve their revenue goals and objectives. Onboarding new sales staff, is usually time-consuming, expensive, and not especially easy, and it could take a while before they are achieving quota. Once proficient your experienced sales team know your corporate culture, brand identity, and product lines inside and out, and are capable of using tools like CRM to their full potential.

Onboarding, however usually means an experienced sales person or sales management has to sacrifice time and productivity to help bring the new hire up to speed. But with robust sales enablement program in place, you can reduce time and productivity losses, getting the new personnel up to speed faster and more effectively. 

So what is Sales Enablement? 

Topics: Sales & Marketing Alignment Sales Enablement

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

5 Signs That Your Sales & Marketing Alignment Could Be Better

I presume you got to this page because you want to know more about sales & marketing alignment.  Perhaps you’re interested in a quick audit – some gem to prove your suspicion that your team simply could do better?

That’s OK, most business people feel the same.  We take up the mantle of sales and marketing jobs because we want to make things better – whether you’re on the sales side focused on more and bigger sales, or on the marketing side wanting to make a bigger impact and drive more leads.

Oops, I said it….

I mentioned “two sides” – the sales side and the marketing side.  Well, that’s how it is in most companies, and that’s what needs fixing. MarketingProfs stated that “Companies that have sales & marketing alignment have 36% higher customer retention and 38% higher sales win rates.”  And we’d all like that, wouldn’t we?

Topics: Sales & Marketing Alignment

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