Wednesday, June 04, 2025 by Shelley Hirst
Your sales team should be closing, not qualifying MQLs. But for too many companies, sales teams are stuck working lists, chasing ghosts, and spending precious time on calls that go nowhere.
It’s not just inefficient. It’s expensive. Every hour your salespeople spend qualifying is an hour they’re not selling. That’s a tax on your revenue, and it’s completely avoidable.
We help you eliminate that waste by removing the guesswork. Our approach uses buyer behaviour tracking, intent scoring, and progressive profiling to ensure every lead passed to sales is warm, contextual, and worth their time.
Redefining what qualifies
Not every download is a lead. Not every click means someone’s ready to buy. We’ve all had the hand-raisers who never reply. That’s because many marketing engines are built around volume, not value.
We look at intent. Depth of engagement. Repeat behaviour. Directional signals that say, "I’m not just browsing, I’m exploring." And when that shows up, we act.
A warm lead isn’t just a name in a spreadsheet. It’s:
- A buyer who’s shown repeated interest in relevant topics
- Someone who’s spent meaningful time with the right content
- A contact with context passed along to your sales team
Because good conversations don’t start with a name, they start with a need.
Sales should be efficient, not exhausting
Let’s stop wasting time and morale by making sales teams their SDRs.
Our platform:
- Filters low-quality contacts based on behaviour
- Surfaces the highest-intent buyers
- Book meetings complete with engagement insight and content trails
This isn’t just a better handover—it’s an integrated system that aligns what marketing sees with what sales needs.
Your reps aren’t chasing. They’re converting.
Alignment that works
You’ve heard “sales and marketing alignment” a hundred times. But the real test is this: does sales follow up on the leads you send them?
Ours do. Because they’re:
- Properly briefed
- Scored for intent
- Supported by meaningful insights
We don’t just pass names. We hand over real opportunities, ready for real conversations.
Want to see how we score it?
If your pipeline is cluttered with "leads" that no one wants to call, it’s time to reset the standard.
Whether you’re a vendor trying to improve follow-up, a channel partner drowning in low-quality lists, or a growth-stage business that needs smarter conversion, you don’t need more leads. You need better ones.
Let’s give your reps what they need: warm conversations with buyers who are ready to talk.
Frequently Asked Questions
Market Activation identifies in-market buyers (via intent data, behavioural signals) and immediately engages them with tailored outreach (nurture tracks, one-to-one advisor sessions, community invites).
Demand Engine: Targeted outreach (email, ads, sponsorships) that scores clicks → qualified leads → sales-ready appointments.
Performance Dashboard: Real-time visibility into open rates, CTOR, CPL and lead progression via our online sales portal.
Content Amplification: Thought leadership shared in The Amigos Network drives deeper engagement and social proof.
Peer Validation: Prospects get candid feedback from peers on your solutions, shortening the evaluation cycle.
Pipeline Catalysis: Warm introductions and referral paths within the community fuel high- intent conversations.
- Top-of-Funnel: Build credibility through community content and events.
- Mid-Funnel: Leverage peer case studies, expert Q&As, and live demos to answer deep technical questions.
- Bottom-of-Funnel: Invite high-intent members to advisory councils or private 1:1 sessions, often the final nudge before purchase.
- Interesting content: We originate, curate, and syndicate different types of content we know our audiences want to engage with and tell them it’s there.
- Sponsored content: We use sponsored content to drive engagement with individual brands.
- Promotion: We promote that content via multiple channels such as email, social media, YouTube, and so on.
- Identification: We ingest company-level engagement signals and combine it with known contacts that may be researching key topics.
- Segmentation: Members are bucketed by level of intent (high, medium, low) plus ICP fit and company size.
- Activation: High-intent members receive prioritised community invitations (events, focus groups, product deep-dives) to accelerate deals.
- Purchased data highlights who’s in-market.
- Community engagement reveals what questions they’re asking, so your nurture can be hyper-relevant.
- Result: A 2–3× lift in meeting acceptance and pipeline velocity vs. cold outreach alone.
- Marketing owns the nurture tracks, community invites, educational content, and event promos.
- Sales intervenes only at “high-intent + active community engagement” thresholds, with account-specific demos and peer introductions.
- Outcome: Fewer wasted calls and a higher win rate on truly qualified opportunities.
- Engagement Metrics: Community log-ins, event attendance, content downloads.
- Intent Conversion: % of intent-scored members who join private roundtables or request demos.
- Pipeline Velocity: Time from first community touch to opportunity creation.
- Revenue Impact: Contribution of community-sourced deals to overall bookings.
- Average Weekly Open Rate: 40%
- Average Weekly Click-to-Open Rate: 70%
- Average Cost-per-Lead: £45
- Minimum ROI: 500%
- Average Dwell Times: 1 minute 45 seconds
About Market Activation™
Whether you’re an established vendor looking to accelerate direct sales, a channel-first business that wants to empower partners who can’t justify this level of investment, a fast-growing Channel Sales business with big ambitions, or a startup that simply can’t afford to waste time getting to market, this model was built for you.
