Recently we sat down with Laurie Beasley, President of Beasley Direct and Online Marketing, Inc, and also President of the Direct Marketing Association of Northern California, to ask her about new trends in B2B marketing. In this episode she describes a new type of campaign that is becoming very popular, often labeled “Meeting Maker Campaigns.”  These are campaigns targeted at key accounts, which are comprised of multiple touches that often include a dimensional direct mail campaign, email campaign and detailed tele-prospecting effort.  The goal of the campaign is to schedule a 30 minute meeting or demonstration and the prospect is rewarded with a nice gift as a thank you for attending.  Ms. Beasley describes a campaign she ran for a cloud services technology company last year that resulted in 230 demo appointments being scheduled from a list of 1,300 target accounts.  Listen to this episode of the Elephant Test to learn more.  

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