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

4 Key Benefits of Marketing Automation

The HubSpot 2014 State of Inbound Marketing report revealed that marketing automation is being adopted by B2B organisations at an increasingly fast rate. 

Marketing automation not only improves efficiency, it also leads to improved marketing effectiveness through better targeting, content management, nurturing, scoring and closed-loop tracking. The statistics speak for themselves: 
 
  • B2B marketers who implement marketing automation software increase their sales pipeline contribution by an average of 10%. (Forrester Research)

  • Companies who use marketing automation convert 53% more leads to marketing qualified leads, and report revenue growth 3.1% higher than non-users. (Aberdeen Group)

Is it time your B2B business considered implementing a marketing automation platform? Integrated marketing automation platforms such as HubSpot provide a number of benefits that are specifically geared towards helping marketers do more with less, making it the perfect solution for teams with limited time and resources, and making it easier to justify the investment in a new tool.

Here are some key benefits of marketing automation:

Topics: Sales & Marketing Alignment B2B Lead Generation HubSpot