Latest from the Intellegentia Blog

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

5 Key Benefits of Sales & Marketing Alignment for Technology Companies

The relationship between Sales and Marketing is often a shaky one. Marketing captures the leads and nurtures them before handing them to Sales to close the deal, but all too frequently there is a lack of communication and a mistrust between the two departments which can create a rift.

Marketing will complain that Sales are squandering the valuable leads that they've provided by not following up on them.  Sales complain that Marketing are not sending them enough leads or sending them leads are not sales ready.


Creating a solid, long lasting partnership between Sales and Marketing should be an essential goal for any business in order to maximise the return on investment from their inbound marketing efforts, but it is of particular necessity for companies involved with B2B technology. The competitive, ever-changing nature of the industry puts a lot of pressure on Sales and Marketing to communicate more effectively, or else they run the risk of losing out on valuable customers.

Here are five key benefits of sales & marketing alignment for the technology industry:

Topics: Sales & Marketing Alignment Industry Focus - Technology

What Makes Lead Management Necessary and how to Manage it!

A report published by Software Advice looked at reasons why companies are looking to invest in Marketing Automation Software. It found that a large percentage of businesses in the study were being overwhelmed with managing clients, contacts, and leads (nice problem to have) and are primarily seeking software to improve lead management.

The study looked at small companies in the US with a turnover less than $50 million, a majority of which had small staff teams. So, at least from these findings, it is clear that there is a growing need for lead management at the SME level. If the same research was carried out in the UK, I suspect the results wouldn't be too dissimilar.

But what about organisations that have a 'more defined business development/lead follow up' process? This is particularly true for companies in the technology sector, whose sales cycles tend to be lengthy and complex in nature. Are they any different to small companies with a high volume of leads and customers to process? In our experience, the answer is - NO!

Topics: Sales & Marketing Alignment Sales Enablement B2B Lead Generation

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