Outbound vs. Inbound Lead Generation: When to Use Each

## The False Dichotomy The best B2B companies use both — strategically. ## How to Decide Your Mix | Situation | Split | |-----------|-------| | Early-stage, need pipeline now | 80% outbound / 20% inbound | | Established brand, scaling | 50/50 | | Large TAM, long sales cycle | 40% outbound / 60% inbound | | Enterprise, small TAM | 70% outbound / 30% inbound | Design your integrated strategy.