"With my background as an out and out salesman I often have problems reconciling large marketing budgets with the level of benefit delivered. However, Selene's focus is based on well-qualified lead generation coupled with strong analysis and control to ensure that the sales teams have the best possible opportunity to meet their targets.
Selene has a thorough and detailed approach to her work with strong management disciplines. She delivers extremely cost effective and clearly quantifiable benefits and also provides tight controls going forwards to ensure that those benefits are not lost.".

Bryan M Rose, Strategic Accounts Director, Witness Systems

If all this sounds great in theory, but impossible to implement in practise due to lack of hours in the day, then you need to talk to us. We know that half the problem is lack of resource and that it takes time to plan a campaign properly to make sure that it is going to work. It also then takes time to track the results and to chase sales people for feedback once leads have been issued. If your company doesn’t have that resource available, you could find yourself with a real problem.
So, how do you go about solving it?

Our Step process which will help you to generate better quality leads within a measurable and sustainable framework; helping your company work to meet its revenue goals:

1. Clearly define your Total Available Market, with tightly-outlined definitions of what a ‘lead’ actually is.
2. Ensure that your database holds the right data, with the right information to enable you to properly segment your target audience.
3. Based on your company’s revenue goals, identify how many leads - and of what type, you actually need. Then ensure that your combined marketing activities will actually meet this need. Lastly ensure that you can monitor this and alter your plans throughout the year if other factors change
4. Ensure that the you have the right mix of marketing activity to generate the type of leads that you actually need for your business
5. Set up a properly-defined lead management process to ensure that you can easily measure and monitor your marketing pipeline and sales ROI. This will also enable you do identify which campaigns and which data sources have generated the best quality leads

If all this sounds great in theory, but impossible to implement in practise due to lack of hours in the day, then you need to talk to us. We know that half the problem is lack of resource and that it takes time to plan a campaign properly to make sure that it is going to work. It also then takes time to track the results and to chase sales people for feedback once leads have been issued. If your company doesn’t have that resource available or the processes in place, you could find yourself with a real problem.

Advantage Marketing are experts in helping high value technology organisations improve the quality of their leads. We are not a telemarketing agency. We do of course work with carefully selected alliance partners, but we’re also happy to work with your own external agency or to help you develop your internal telemarketing team. Our role is to assist you with the five areas of lead generation that we feel can positively affect the quality of the leads you generate. Making sure that you generate not just more leads, but the right type of leads and then tracking these to demonstrate that the budget you spent actually generated results.

"It was down to Selene’s dedication and competencies as a Marketing professional that she was able to manage multiple parties to successfully deliver a high-risk, high-visibility program, on time and on budget at all key milestones. The result of this program was delivery of the most comprehensive and detailed view of our customer’s market place in existence which has been successfully used to drive company strategy and partner relationships at the highest level".

Claire Edmunds - Managing Director, Clarify Solution Selling