The best kind of lead.

In the context of Enterprise software solutions, which one of these is the best lead? An active project with identified need, budget, authority, need, and timescale?ORAn embryonic nurture opportunity which needs further development?  Easy one, eh? Well, the answer may surprise you. While the defined project may seem appealing and a sure thing, it is […]

The COVID pandemic has had a far-reaching impact on working practices and most businesses have had to adapt to working from home arrangements and social distancing. ITTS is a case in point. Prior to the pandemic, all our staff worked from our South Manchester office. Consequently, this also defined our recruitment strategy as we needed […]

Anyone else see the parallel? Weight Loss! One of the most common goals for those of us leading a far too sedentary life. And so, either through a sense of frailty, vanity or desperation to get in shape, we are prey to the crackpot diets, the weight loss pill peddler, the ‘how to lose belly […]

Whether or not you feel that, content marketing has had its day, there’s is no denying that a well crafted whitepaper or case study can still have a positive impact with a prospect. So rather than get into the pros and cons around content marketing itself; it’s the way in which this content is delivered […]

Having observed how clients respond and react to the leads we generate for them, and then noting their success levels in converting leads to deals, we thought it would be interesting to share the characteristics and tactics of those clients who consistently succeed in making the most of the leads we send them:   1. […]

If you made 10+ attempts to contact a key target prospect, all without success, how would you typically react?  Assume they aren’t ever going to pick up? Give up?  Mark them down as a nil return? To be fair, all understandable reactions. I pose the question in light of an occurrence I observed yesterday with […]

We often hear a view from the digital marketing ‘superfan’ that the platforms they utilise provide a leak proof pipeline through which all active leads in the target market will flow to them. Get your content strategy on point and ensure its visible in all the right places and bingo. Demand generation utopia beckons! The […]

Adapt, Survive then Thrive

It is clearly an extremely difficult time for many businesses but we’re always looking for the positives. We just came off a call with one of our clients, we were discussing “what’s hot right now” I thought there were some interesting ideas which were worth sharing. The Working From Home, “New Norm”, that we see […]

Online Events attract x2 more delegates than physical events – but can they replace the physical? For many tech vendors the cancellation of their exhibitions and events have left a big hole in their pipelines, and unsurprisingly, many of our clients have switched their focus and budgets away from physical events to webinars. In turn, we’ve […]