What Is Inbound Sales

In this article I’m going to explain exactly what inbound sales is and why inbound sales is important to your company.

Make sure you stick around to the very end because I’m going to share four ways that you can leverage an inbound sales strategy at your company today!

What is Inbound Sales?

Inbound sales is a personalized, helpful, modern sales methodology.

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey.

The opposite would outbound sales, which mostly involves cold outreach like unsolicited emails, cold calls, surprise office visits and other interruptive sales and business development techniques. 

How do those tactics work in today’s modern communication world?

Inbound sales versus outbound sales.

Here’s why inbound sales is so important for your company.

It all comes back to the fact that the world has changed.

We talk about it marketing. It’s so hard to get peoples’ attention today with ad blockers, commercial skipping devices and no-ad-streaming services. It’s the same in sales.

We’ve become very good at ignoring cold calls from sales reps, ignoring emails - especially from people we’ve never met who talk to us like they know us!

So if we ignore these outbound sales techniques ourselves, why haven’t more businesses adopted an inbound sales strategy?

If you’re convinced, then let’s look at how can you use inbound sales for your company!

Better Buyers with Inbound Sales

Identify the right buyers.

In the B2B space, this is called account based marketing.

Whether you’re in sales to other businesses or directly to consumers, identifying the right buyers from the start (working with marketing most likely - and teaching them about your ideal buyer) will get you off on the right inbound sales journey.

Better Connections with Inbound Sales

Next, connect.

Anyone focused on inbound sales will connect with leads to help them decide how to progress through the buyer’s journey.

This should include the communication tools they choose - it might be texting, social messaging, email… be ready to communicate in the way your prospects do.

Better Sales Exploration with Inbound Sales

Also, explore. Inbound salespeople explore their qualified leads' goals or challenges to see  whether their offering is a good fit for them, the customer.

Focus on their challenges, not your product or service. Show empathy and connect over those challenges, then share how your business can help.

Inbound Sales Be an Advisor

Which brings me to my last point.


Inbound salespeople advise prospects on why their solution is uniquely positioned to address the buyer's needs.

Skip the script and position your product or service in a way that highlights how it solves their unique needs.

Now that you know what Inbound Sales is and why Inbound Sales is important, make sure you are implementing it for your company’s success.

Make sure you're being happy and helpful, human along the way and let us know how you are using Inbound Sales in the comments below.

About the Expert

George B. Thomas

George B. Thomas is an Inbound Marketing Marketer, Video Jedi and HubSpot Certified Trainer with more than 25 years of sales and marketing experience. He leads the Impulse Creative crew in HubSpot certifications with 19 including Inbound, Email, Contextual, and Content Marketing.

George utilizes his love of teaching and learning to help companies find their way to growth via workshops, speaking engagements, business audits, and of course, Sprocket Talk.