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February 2011

Lack of Lead Gen is a Symptom, Not a Disease

You're interviewing for a VP Marketing gig, and you're asked the question "Do You Do Lead Gen"?  And you begin to suspect that 1)this job is more low-level than it sounds and 2)yikes!this company does not value branding or marketing strategy.Content Messaging 
The suspicion may well be false.  Because in the overall scheme of marketing life, lack of lead gen is just a headache.  It's not a disease, it's a symptom of something much bigger.

 
The roundabout route that many Lead Gen discussions take is that there are little/no marketing programs in place, the sales team isn't armed and there's no way to measure the marketing to sales cycle.  Which can also mean: No clear, compelling value proposition, and no educational (vs. promotional) content. 

So there's no need to run when the lead gen question comes up.  It's part of a much bigger story and a much meatier assignment. 

And if Lead Gen is not part of your repertoire, you may miss the strategic conversation all together.