Let’s get lean This article is not about database repositories nor about sourcing data nor about data analytics nor about CRM software. It’s about what we can really do, day-to-day, to make our data work for us with the lean resources that we have. Suppose I’m a B2B marketing director. My job is: •brand guardianship • strategic market positioning • de

So, you’ve created the Event of the Year, the customers are pleased, the MD is over the moon and the Sales Director loves you. The sales team have made good contacts on the day and now have follow-up actions. The following month, in order to measure the event ROI you do your own check on the CRM system….. Oh dear, 50% of the sales prospects haven’t been followed-up yet, and

At IRS, when commissioned to drive event attendance, our focus falls on which high-level management should be attending, it is not merely a question of numbers, more a matter of quality. We are passionate about securing the quality and quantity of attendees at our and our clients’ events. Once registered, we nurture the delegate through the days before the event, to ensure top-of-mind around

Telemarketing, no longer the poor relation Time was: white bread was two pence a loaf, data was in punched cards, telesales was only used to sell double glazing and certainly was not an effective marketing tool. Today? Bread is wholemeal, Data is enterprise content and B2B Telemarketing has come of age. Listen to one of our leading IT vendors. Through good planning, refined database targeting

IRSDirect, in common with other specialist agencies, sometimes works for competing clients. No big deal, we keep each client’s business confidential, our client teams don’t mix, you would expect nothing less. For our clients, our working for the competition has its advantages and its downside. On the downside, the risk of leaking information may be too high for some organisatio