Fast Growth Requires Fast Answers

Our firm sought to target mid-market companies effectively and generating meaningful leads for our consulting practice. They needed a marketing strategy that would not only engage decision-makers but also provide natural transitions for their sales team to secure high-value meetings. The challenge was further compounded by the difficulty of cutting through the noise in a crowded market and nurturing prospects effectively.

To address these needs, we developed a fully-integrated marketing campaign with diverse touchpoints designed to capture attention and drive engagement. The campaign included a multi-channel approach with emails, a micro-website, topic polls, downloadable PDF flysheets, webcasts, a survey, videos, print and digital ads in INC Magazine, a premium mailer, and follow-up telemarketing. Each element was strategically designed to guide prospects seamlessly through their buyer’s journey, enabling natural follow-up opportunities for the sales team.

Focusing on 200 targeted mid-market companies, this well-coordinated campaign resulted in 12 high-quality meetings and successfully closing $1.5 million in new revenue opportunities. This outcome exemplified the effectiveness of a comprehensive, targeted approach in meeting lead generation and sales objectives when sales and marketing work together.

This case study was produced by Jennifer Farrington in her CMO position at Mazars USA LLP. Images and tagline Copyright ©by Mazars USA LLP. Further reproduction prohibited. All rights reserved.