Inbound vs. Outbound

Some will try to separate leads into categories: inbound and outbound. It’s a viable idea. But how do you qualify a lead coming from a partner? Or a lead that was referred months after by another lead from the outbound efforts? Or a cold call that hung up but did a website registration later on?

The reality is that lead generation instruments can be classified as outbound and inbound. But the end result will not always be as clear due to the way prospects study information about a company and that most lead journeys are complex, and can sometimes be untraceable.