Want to reduce your cost of sale?

A ‘lone wolf’ mind-set dominates our approach to selling technology products. Companies rely on the sales team to do everything from finding prospects through to securing a sale, resulting in a high cost of sales and associated long sales cycles.

Concentrate helps you take a ‘wolf pack’ approach to sales. Deploy online and offline strategies to finding, nurturing and qualifying sales leads for the sales team to convert into customers.

HubSpot is a marketing automation platform of choice for driving these programmes. Concentrate is a HubSpot Diamond Partner, their premier tier, and Australasia’s largest tech-focussed agency.
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Inbound is about creating and sharing useful content with your target market. Concentrate use an inbound marketing methodology to drive our online lead generation programmes.

lead generation methodology

Digital lead generation

If you are not participating in the digital part of the sales process you are increasingly invisible. This is especially true for firms selling hi-tech products and services.

Concentrate can help you become visible online, and employ digital tactics to attract, nurture and convert sales leads. You can achieve a more efficient sales process, freeing up your sales team to focus on conversion instead of lead generation.

30 Great Ideas For Generating Leads Online


  • Digital marketing strategy
  • Website development
  • Social media setup and management
  • Content research and planning
  • Campaign management and reporting
  • Paid search advice and services
  • Lead scoring
  • Website reviews
  • Social media strategy
  • Campaign design and planning
  • Content writing and design
  • Email marketing
  • Digital analytics advice and development
  • Persona development

Traditional Lead generation

The shift to digital is accelerating, but well planned and executed offline programmes are still delivering quality leads.

In this digital marketing world there is still a place for well-planned and executed traditional lead generation activities. Our clients continue to experience success with tradeshows, direct marketing and PR.

However, it is critical to ensure that traditional, offline activity is well integrated with your digital strategy.

Marketing Communications Brief


  • Tradeshow research and planning
  • Tradeshow lead capture services
  • Collateral development
  • Media launches and releases
  • Brand development
  • Direct marketing strategies
  • Managing sponsorship
  • Stand design and production
  • Event planning and management
  • Media outreach
  • Media monitoring
  • Telemarketing campaigns
  • Direct mail programmes
  • Print and media advertising

Marketing content

Genuinely useful content is at the heart of any modern marketing programme.

Traditional sales collateral is less and less effective, replaced by information focussed on helping the customer buy.

For technology companies quality content is critical to the sales process, particularly in a complex B2B environment. Concentrate are specialists in taking your insights and turning them into lead generating content.

HubSpot buyer's journey chart


  • Buyer personas and journey
  • Specifying online and offline content types
  • Content research (e.g. interviews, research, analysis)
  • Video scripting and production
  • Presentation development and advice
  • Content design
  • Designing brand story
  • Aligning content to sales funnel
  • Writing (e.g. whitepapers, eBooks, blogs, articles)
  • Podcast scripting and production
  • Managing webinars and interviews
  • Online and offline content production

HubSpot services

Digital marketing programmes can be driven more efficiently and effectively with marketing automation software.

At Concentrate we have chosen to partner with HubSpot, a Boston-based provider of marketing automation technology.

Using this platform makes your sales process from initial lead generation right through to conversion to customer and beyond visible.

Hubspot / Concentrate case study Lead Generation Methodology


  • Purchase and initial setup
  • Best practice templates
  • Campaign planning methodology
  • Landing pages and data collection
  • Workflow development
  • CRM implementation
  • User training and support
  • Buyer persona development
  • Keywords and SEO setup
  • Contact management
  • Metrics and reporting
  • Integration with other marketing apps