When it comes to sales and marketing, the distinction between inbound and outbound is often overstated. Think about it. How do you make decisions? Is it ever just one thing? Or is it a combination of factors?
Startup Inbound and Outbound Journey
Most attribution models suggest that decisions are made based on a single point of contact. Last-touch attribution? Sure, you responded to that SDR email, but what about the retargeted ads that marketing placed before you even considered replying? Or maybe you clicked on an ad and filled out a form, but only after the SDR called you multiple times and sent a series of highly personalized emails.
People don’t make decisions because of one touchpoint. They make decisions based on a collection of interactions. It’s about a collective moment when your message resonates, for whatever reason.
While psychologists might have a term for this, for most of us, it remains a blend of strategy and timing. The key to sales isn’t one thing—it’s everything. It’s about being present in multiple ways, consistently.
Why You Need a Comprehensive Approach
It’s inbound because it’s about building a brand over time. It’s about the ads, the color palette, the messaging, the speed of your website, and showing up at key industry events.
It’s also outbound because it’s about your team’s persistence—following up, ensuring the prospect feels seen and understood.
It’s not about choosing one approach over the other. Outbound supports inbound, and inbound is more effective with outbound.
The Grind: It’s Not Just One Strategy, It’s the Full Spectrum
Getting someone’s attention in today’s world is more challenging than ever. It’s not just about one strategy. It’s about everything working together. Success requires a comprehensive effort, much like training for a marathon—it takes dedication and consistency.
Startup Founder Advice
Don’t get caught up in the debate of inbound versus outbound. Focus on the bigger picture. It’s not just one strategy; it’s the combination of all efforts that leads to success. The key is an integrated approach that blends both inbound and outbound to create a strong, omnipresent marketing strategy.
Are you ready to take on the challenge? Because achieving success will require a consistent and strategic effort.
