An effective Lead Generation model delivering ROI
The aim of our lead generation service is to identify requirements for our clients products and then to develop and qualify these business opportunities. We have highly effective lead generation models which deliver a tangible return on investment with results on a par with those you would expect from your own sales team. Whether it be rapid injection of new pipeline over a short period of time, prolonged management of prospecting in a given market or setting up of diarised sales appointments, ITTS has a long and proven track record.
A key first step for any programme, and one that is largely unique to ITTS, is to firstly align the most relevant and cost effective team with the clients challenge:
Sales Researcher Team
Our clients use our Sales Researchers for lead generation because they are able to replicate the type of discussion you would expect your sales personnel to engage in during prospecting.
Just following a script is not good enough; telephone agents need to have both the technical knowledge and the sales skills to reach the decision maker, establish a rapport, probe to uncover any need or requirement and present the benefits of your company's offering.
The ITTS Sales Researchers are adept at positioning the benefits you can provide as well as being sensitive to industry trends and the complexities of the IT distribution channels and partner arrangements.
We have the ability to undertake a wide range of sales lead generation projects from the simple to the most complex and technically demanding technology topics.
Here are some examples of the technologies and environments that we have worked with on behalf of our clients;
- Enterprise Resource Planning (ERP)
- Supply Chain Management
- Customer Relationship Management
- Data Warehousing
- Business Intelligence
- Call Centre Solutions
- Financial Systems
- E-Business Solutions
- Planning Solutions
- Business Process Management
- Application Software
- Network Management
- Network Infrastructure
- Database Platforms
- Storage Solutions
- Software Development
- Systems Integration
- IP Services
- IT Security Solutions
- Enterprise Application Integration
The ITTS Tele-Researcher team offer a combination of telemarketing, telesales and business development skills. Positioned at a lower price point than the Sales Researcher team they are ideal for gathering key intelligence quickly and inexpensively.
Clients opt for the Tele-Researcher team when the product or service being offered is of a relatively low deal value or where they are targeting the SME market and a lower budget is available.
The ITTS Tele-Researcher team is offered as a lower cost alternative to the Sales Researchers and more than matches the lead generation approach taken by most other agencies.
The ITTS approach
We have developed a comprehensive process for managing all our lead generation projects.
Briefing - we spend time with the relevant sales and marketing personnel to ensure we understand the background to the project, the objectives of the campaign, the audience you are targeting, profile of the ideal prospect, the competition, the proposition you are making.
Scope the requirement - to demonstrate we have understood what we are being asked to do we document the brief in our own words making clear our understanding of the project and the objectives you want to achieve. This document is then sent to you for modification and final approval.
The set up - Back at ITTS we allocate the appropriate resources and set up our internal systems with the available contact data. This could be data we have created on your behalf, or supplied by you or a third party. The researcher team involved are thoroughly briefed by the ITTS account manager who might involve a client representative.
Execution - Call reports are sent out to you on a regular basis either manually or electronically. The contact data is continually updated as the work progresses.
Campaign summary - At the end of the project a comprehensive campaign summary is compiled and delivered to the client. This provides you with an analysis of the results and a management summary of the information gathered. The campaign summary is in itself a useful management tool which provides you with an indication of the performance of the data, as well as the overall response to your offering.