Course Code: SALES-107

Format: In-Person / Virtual

Description: Balancing "Hunting" (Outbound) and "Gathering" (Inbound) is critical for efficiency. This course explores Push vs. Pull Marketing theories to help teams allocate resources and categorize leads effectively.

Learning Objectives:

Differentiate between "Marketing Generated" and "Sales Generated" leads.

Calculate the conversion rates of different lead sources.

Design a balanced prospecting strategy.

Scholar-Practitioner Framework:

Theory: Push vs. Pull Marketing.

Application: Lead Source & Conversion Analysis.

Curriculum: The Economics of Attention; The Outbound Engine; The Inbound Flywheel.