Resources Guide
Inbound, Outbound & Signals Guide
How inbound, outbound, and signal-based motions work together (not as separate channels). This guide shows you how to connect the three into a single pipeline engine and decide where your team should focus.
About this resource
Most companies treat inbound, outbound, and signal-based prospecting as separate motions. Different teams, different tools, different metrics. The result is duplicated effort, mixed messages, and prospects who get three touches from the same company on the same day without anyone knowing.
This guide reframes the three motions as a single pipeline engine. It shows how they feed into each other: inbound creates signals that outbound can act on, outbound generates awareness that feeds inbound, and signal-based prospecting tells you when to prioritise which accounts across both.
The practical output is a tiering system for SDR activity: Tier 1 prospects (strong signal, act immediately), Tier 2 (moderate signal, nurture), and no-signal prospects (long-term awareness plays).
If your team is debating whether to invest in inbound or outbound, you're asking the wrong question. This guide shows you how to connect them.
What you'll take away
- Why treating inbound, outbound, and signals as separate motions wastes effort
- A tiering framework for SDR activity based on signal strength
- How inbound signals feed outbound (and vice versa)
- Practical guidance on where to focus based on your team's size and maturity
- How to build a single pipeline engine instead of three disconnected channels
Who this is for
Founders and sales leaders who are running (or planning) both inbound and outbound but haven't connected them. Particularly useful if your SDRs are working inbound leads and doing cold outbound without a clear system for prioritising between the two.