Inbound sales activities attract and engage potential buyers by providing valuable information and content marketing rather than traditional outbound calls and events. Inbound represents a gradual, helpful approach focused on subtly nurturing relationships over time.
Sales and marketing share responsibility for inbound strategies encompassing search optimization, content creation, social media, and advertising. Lead definition forms capture interest. Although inbound costs and results take longer than outbound sales, the leads convert at much higher rates.
Inbound succeeds by earning attention through relevant education versus interrupting prospect attention. However, outbound prospecting retains importance for immediate revenue goals. An integrated methodology combines inbound and outbound relationship building.