Lead generation vs lead nuturing

For over ten years now, I’ve been a high tech B2B marketing manager responsible for both lead generation and lead nurturing – primarily because I am responsible for delivering revenue. However, during a recent webinar (“Driving Demand in the Demand Center” put on by BtoB Magazine and featuring speakers from SiriusDecisions and Eloqua; check out #BtoBWC on Twitter), one comment caught my attention and got me thinking. It was suggested that you have one person focus on lead gen and one on lead nurturing.

I don’t think you can really do this until your organization reaches a certain size but this structure does appeal to me. I know I (along with my colleagues) struggle with the time needed to develop and implement campaigns for both lead gen and nurturing. And the needs are different. With lead gen, you are investing budget, educating prospects, filling the funnel, qualifying leads and passing them to sales. With lead nurturing, you already have qualified leads – they just aren’t ready to buy yet so you need different content and marketing techniques to keep them engaged until they enter the buying cycle.

Lead nurturing is critical to driving a much higher marketing ROI. You already have invested budget in getting these leads into your system. Often, they have cleared all the requirements you have to be qualified sales leads – they just aren’t ready to buy yet (maybe no budget; maybe need to get management on board; etc.).  So you need different content and activities to keep them engaged and interested in you. Also, lead nurturing can be used for cross-sell/up-sell opportunities to existing customers. Again, this is another way to drive revenue with a much smaller budget than is needed for initial lead gen.

Anyway, I’d be interested in what others think about these two areas for marketing and how they handle them. Please feel free to comment here or shoot me an email at greg@dm2-consulting.com with your thoughts!

Have one person focus on lead gen and one person focus on lead nurturing

Advertisements

No comments yet

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: