It is summarized in the following reasoning

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Because of this factor, Outbound marketing came to be seen as the ugly duckling. While it required a whole team of sales experts to generate results, Inbound brought performance with a lower investment in people.

Many companies even set aside prospecting teams, with the vision that Inbound replaces Outbound.

Until engineer Aaron Ross took over management of the sales team at Salesforce business owner data (an American software giant) and revolutionized the company's results through a strategy dubbed Outbound 2.0.

The new Outbound marketing is based on segmentation and specialization of the sales team.



A sales team is made up of salespeople with different profiles, some better at prospecting clients and others at closing accounts.

Experienced salespeople are often terrible prospectors. Likewise, good prospectors have difficulty maintaining the prospecting pace when they have X number of clients.

When you put your salespeople in charge of taking care of every single customer throughout the entire buying journey, you're overtaxing your team and wasting your employees' skills.

Plus, there's no point in wasting your salespeople's time randomly prospecting if you have the means to find out who actually has the potential to be a customer.

The solution Aaron Ross proposed is simple: instead of having “jack of all trades” offering your product to anyone, segment the team into 3 levels.