Sales Prospecting Perspectives is pleased to bring you a guest post from Gareth Goh, Content Marketing Manager of InsightSquared.
Inbound, inbound, inbound.
Inbound sales, inbound marketing - it seems like that’s the only strategy that sales leaders depend on these days to generate leads and grow pipeline. And they should be focused on inbound! After all, the concept of inbound - aligning sales and marketing with the buyer’s intent and process, attracting them to you rather than pushing yourself on them - works. HubSpot pioneered the concept of Inbound Marketing and they have now built an entire industry around it. Buyers are becoming smarter and more sophisticated - they don’t need aggressive sales reps pushing products that they don’t want on them.
But wait! What about outbound prospecting?