magnet-1If you know thing one about HubSpot, odds are it’s that we’re all about inbound marketing -- the practice of attracting leads and prospects to your website and converting them into customers through SEO-friendly websites, blogging, and personalization. Heck, our founders even wrote the book on it.

Thus far, we’ve done a pretty good job getting marketers on the inbound train (if we do say so ourselves). According to the 2014-2015 State of Inbound report, “The number of marketers who state they are practicing inbound rose from 60% last year to 85% this year, while the percentage of marketers who concede they don’t run inbound was nearly halved to 13%.”

But where do salespeople stand on the outbound vs. inbound spectrum? Traditional sales tactics hearken back to interruptive outbound marketing practices: cold calls, unannounced office visits, and elevator pitches are reminiscent of commercials, telemarketing, and flyers stuck on windshields.

However, just like their counterparts in marketing, salespeople are coming around to the virtues of customer attraction. In fact, our research found that salespeople are actually more inbound-friendly than outbound marketers. Check out the chart:


Salespeople are crushing outbound marketers in terms of leveraging social media, blogs, and SEO, in particular, to generate leads. And fewer are investing time and energy in outbound channels like traditional advertising and trade shows.

There’s no doubt that we’re in the era of inbound marketing, but if this data is any indication, it seems that the age of inbound sales is also dawning.


Originally published Sep 29, 2014 6:00:00 AM, updated February 01 2017


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