Cold calls, mass emails, and aggressive outbound prospecting no longer work the way they used to. B2B buyers have gotten smarter, more informed, and a whole lot more selective. They don’t want to be interrupted—they want to be helped.

So what do you do when your pipeline starts drying up, even though your sales team is working harder than ever?

You change direction. You start working inbound.

What’s changed? Pretty much everything

1. The buyer is in control
Today’s decision-makers want to decide for themselves when, where, and how they consume information. They have access to an endless supply of content—guides, reviews, articles, podcasts, videos—and they’re using it.

In fact, customers are often more educated and knowledgeable about your area of expertise than you think. So what’s left for sales to add?
Don’t sell products and services—sell knowledge and insight.

📊 Fact: 60–80% of the buyer’s journey is already completed before a potential customer ever talks to a salesperson.

2. “Interruptive” sales tactics create resistance
Calling someone who hasn’t asked for it. Sending irrelevant mass emails. Chasing someone on LinkedIn without building trust first.
All of that creates irritation—not interest.

Do you agree? You’ve probably been annoyed yourself by these same tactics, right?

3. Sales and marketing work in separate silos
The classic gap between marketing and sales still causes leads to fall through the cracks. Marketing creates content—but doesn’t know if it works. Sales chases leads—but lacks insight into what they care about.

Today, sales, marketing, and even HR should work closely together. But in many companies, these teams are still separated.
In a modern organization, you need a totally different mindset—because everyone works with the brand, whether it’s towards customers, partners, employees, or future talent.

Inbound Marketing & Inbound Sales – How it Works
Inbound is the opposite of pushy sales. It’s about attracting customers by providing value—instead of interrupting them with ads.

Here are the core principles of inbound methodology:

Attract – with content like blogs, SEO, social media, and ads

Convert – by offering something valuable (like a guide) in exchange for contact details

Nurture – using marketing automation, lead nurturing, and personalized messaging

Close – when the lead is ready, not when you want them to be

Delight – by continuing to provide value even after the sale

Today, more companies are working with the flywheel mindset—a concept introduced by HubSpot (and yes, we at Marketinghouse are proud HubSpot partners 😉).

HubSpot – The Hub of Modern Sales & Marketing
Wanting to go inbound isn’t enough. You need the right tools.
A platform like HubSpot makes it possible to connect sales and marketing, automate tasks, and gain full visibility into the customer journey.

I often say, “You have to crack the inbound code, just like kids crack the reading code.”

• See which pages a lead has visited
• Send the right content at the right time
• Automate follow-ups
• Track every step—from first click to closed deal
• Align sales and marketing in one shared platform
• Measure and analyze all digital interactions

Trigger automated actions based on where the lead is in the buyer’s journey


What’s the benefit of changing direction?
👉 More and better leads – warmer, more receptive prospects
👉 More efficient sales teams – focusing on real opportunities, not cold lists
👉 Higher conversion rates – because you build trust before you sell
👉 Clearer ROI – thanks to data on every single touchpoint, from ad to deal

Is your company ready for inbound?
If you recognize yourself in any of the following, the answer is probably yes:

✔️ You’re tired of chasing cold leads
✔️ You want sales and marketing to move in the same direction
✔️ You want to measure what actually works
✔️ You want to build a strong brand—not just push ads
✔️ You want leads to come to you—not the other way around

Inbound is a strategy yes, but its really a philosophy, a methodology and a a tactic all wrapped up in our lead generation strategy - to warm up and close more deals, while you are sleeping more or less, or well you need to do the final part - close but the inbound way.

So what’s the next step?
If you’re ready to take steps toward a smarter, more digital way of driving growth—inbound marketing is your path forward.

And you don’t have to go it alone.

📅 Book a meeting with us – and we’ll walk you through how to make the shift, step by step.