Outbound Leads Vs. Inbound Leads (and How to Handle Both)
Posted: Sun Dec 22, 2024 7:13 am
In this post, I’ll be examining outbound and inbound leads, and how B2B-oriented businesses used to big sales can manage both.
You don’t need to be a marketing expert to realize that inbound and outbound leads are probably not the same; however, it’s not surprising to find a sales or marketing team used to one type and unfamiliar with the other.
By the end, you’ll hopefully have a better idea about the following:
What are the differences between inbound and outbound leads?
The advantages and disadvantages of both.
How can your marketing and sales team handle the other type of lead (if they’re used to doing only one)?
Before we begin with definitions, I just wanted to mention that at Nanjing Market Group—the majority of our leads are inbound.
However, I work with companies that rely mainly on outbound germany phone number list leads, and we sometimes use it too. Many years ago, I did outbound-only prospecting, so I consider myself experienced in both areas.
For the video version of this post, check YouTube.
Table of Contents
Inbound Vs. Outbound
Advantages and Disadvantages
Preparing for a Different Type of Lead
Outbound to Inbound
Inbound to Outbound
Conclusion
Inbound Vs. Outbound
Inbound leads are when companies or potential clients contact you. This could be through an Internet search, an advertisement on a search engine, or encountering your company name after reading some of your published content. They might be actively looking for your product/services, or they may stumble across you accidentally.
Outbound leads are where your sales team proactively searches for and contacts clients or companies that fit your target customer profile.
So, which one to use?
You don’t need to be a marketing expert to realize that inbound and outbound leads are probably not the same; however, it’s not surprising to find a sales or marketing team used to one type and unfamiliar with the other.
By the end, you’ll hopefully have a better idea about the following:
What are the differences between inbound and outbound leads?
The advantages and disadvantages of both.
How can your marketing and sales team handle the other type of lead (if they’re used to doing only one)?
Before we begin with definitions, I just wanted to mention that at Nanjing Market Group—the majority of our leads are inbound.
However, I work with companies that rely mainly on outbound germany phone number list leads, and we sometimes use it too. Many years ago, I did outbound-only prospecting, so I consider myself experienced in both areas.
For the video version of this post, check YouTube.
Table of Contents
Inbound Vs. Outbound
Advantages and Disadvantages
Preparing for a Different Type of Lead
Outbound to Inbound
Inbound to Outbound
Conclusion
Inbound Vs. Outbound
Inbound leads are when companies or potential clients contact you. This could be through an Internet search, an advertisement on a search engine, or encountering your company name after reading some of your published content. They might be actively looking for your product/services, or they may stumble across you accidentally.
Outbound leads are where your sales team proactively searches for and contacts clients or companies that fit your target customer profile.
So, which one to use?