Selling to Inbound vs Outbound Leads

 

Stop pitching to outbound leads like they begged for your demo. That’s exactly how you kill trust before it even has a chance to form.

Many sales reps still think that outbound fails because leads are cold.

They blame:

• Targeting
• Copy
• Reps

But the problem is not WHO you talk to.

The problem is HOW you talk to them.

Let's be clear, inbound and outbound are not the same types of leads.

Inbound lead → they already did 70% of the journey.
They compare vendors.
They expect a pitch.

Outbound lead → they did not wake up wanting your solution.
You likely sparked their curiosity.
They still decide if the problem you solve even matters.

When you run that outbound call like an inbound demo, you create instant friction.

Your leads feel sold to.
They pull back.
And your deal dies before trust even exists.

Here is the simple rule we follow in our team:

🧲 Inbound Meeting → Guide to Decision
• Help them compare
• De-risk the choice
• Validate you as the right option

📣 Outbound Meeting → Guide to Clarity
• Help them diagnose
• Reframe their current state
• Show them their challenge in a new light

TL;DR:

Inbound sells certainty.
Outbound sells understanding.

I have been selling to outbounds leads for around 5 years.
And it consistently works because my process matches the lead source.

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