How to Use HubSpot and Inbound Sales to Grow Your Pipeline

Looking to boost lead generation with less cold calling? By combining HubSpot with inbound sales tools like RB2B and Hublead, you can automatically turn anonymous website visitors into qualified leads.

This guide shows you how to use HubSpot and inbound sales to identify prospects, engage at just the right time, and grow your pipeline efficiently.

Key Takeaways

• HubSpot’s inbound tools allow your sales team to identify and prioritize high-value leads based on behavior and fit.
• Integrating LinkedIn and setting up automated workflows boosts engagement and response rates.
• Aligning sales and marketing improves communication and drives smarter outreach decisions across your pipeline.

What Is Inbound Sales?

Inbound sales is a customer-centric strategy that helps your sales reps engage with potential leads who have already shown interest in your business. Instead of pushing products, inbound sales reps focus on helping prospects solve their problems through relevant content, timely follow-ups, and tailored communication.

Unlike outbound methods like cold calling or mass emails, inbound sales is about meeting your prospects where they are, whether they’re browsing your website, interacting on LinkedIn, or downloading a resource. HubSpot’s software gives you the tools to nurture these leads, prioritize high-intent prospects, and close more qualified deals.

Why Use HubSpot for Your Inbound Sales?

One of the biggest advantages of using HubSpot for inbound sales is the shared CRM. Sales and marketing teams can work from the same source of truth ensuring everyone has access to real-time, up-to-date insights.

When marketing teams create content, lead forms, or email campaigns, sales can see exactly what each lead has interacted with. Likewise, when a sales rep updates a contact record, moves a deal through the pipeline, or closes a sale, marketing can use that data to refine targeting and messaging.

This level of alignment ensures both teams focus on delivering value, driving revenue, and growing the business.

Building an Effective Inbound Sales Strategy

Creating a high-impact inbound sales strategy with HubSpot starts by aligning your sales team around the buyer’s journey. Instead of relying on outdated tactics like cold calling, modern inbound sales revolves around engaging inbound leads with valuable, timely, and personalized communication.

Here’s how to build an effective inbound sales strategy using HubSpot and its tools:

1. Define Your Ideal Customer Profile (ICP)

To turn visitors into customers, your sales team needs to know who they’re targeting. Creating an ideal customer profile (ICP) helps prioritize qualified leads and focus effort where it matters most. Use HubSpot's segmentation features to filter prospects based on job title, industry, company size, and more, then tailor your outreach to resonate with each profile.

Having a clear ICP also empowers marketing to push the right kind of content to the right audience. This alignment makes your inbound sales strategy more consistent and impactful.

You can find below an example of an ideal customer profile:

2. Track and Segment Website Visitors

It starts with visibility. HubSpot software tracks your website visitors and pinpoints who’s showing interest. Sales reps can then prioritize outreach based on visitor behavior, such as which pages were viewed and how often they returned.

These insights help you tailor your messaging, so you don’t just send a cold email, you respond to an expressed interest. This is the foundation of inbound sales, offering value when a prospect is already engaged.

Recommendation: Try using LeadRebel to see which companies and individuals are visiting your website even if they don’t fill out a form, it will give insights and lets you push that information directly into your HubSpot CRM.

3. Create Personalized Outreach Content

Inbound sales is about delivering the right message at the right time. HubSpot makes it easy to build personalized email templates and insert smart content blocks based on CRM data.

Create customized experiences by:

• Sharing relevant blog posts, videos, or ebooks.
• Recommending services based on previous interactions.
• Tailoring messages to each stage of the buyer’s journey.

4. Use Lead Scoring to Prioritize Efforts

With HubSpot, you can assign scores to contacts based on their behavior (e.g., form submissions, email opens, page views) and demographic fit (e.g., job title, company size). This helps your sales team focus on qualified leads, those most likely to convert.

Custom lead scoring models let you define what a high-quality lead looks like based on your ideal customer profile (ICP). As a result, your sales reps can prioritize outreach more efficiently, personalize their approach, and avoid wasting time on low-intent prospects.

5. Automate Follow-Ups and Tasks

Speed matters in sales. With HubSpot, you can create workflows that automatically notify sales reps when leads take key actions, like opening an email, revisiting your site, or engaging with a deal.

Use automation to:

• Schedule follow-up tasks.
• Trigger nurturing email sequences.

• Update deal stages in your sales pipeline.

This ensures that your sales reps are always engaging at the right time, with the right message.

6. Monitor Performance and Optimize

Data is your sales team’s best friend. HubSpot enables you to track key metrics like email open rates, call logs, meeting outcomes, and conversion rates. With performance dashboards and lead scoring, you can pinpoint which tactics drive the most value, keep your sales process optimized, and adjust your strategy accordingly.

Engage Through Multi-Channel Outreach: Email, LinkedIn, Phone

Inbound sales thrives on personalized, multi-channel communication. Use HubSpot to manage and sequence your outreach across email, LinkedIn, and phone calls.

• Email: Use personalization tokens and segmentation to send tailored emails that reflect a prospect’s interests and behavior.
• LinkedIn: Monitor interactions and connect with leads when they engage with your content or accept your invite.
• Phone: Schedule calls during peak engagement times using HubSpot’s call tracking and contact records.

This consistent approach nurtures leads across channels, increasing the likelihood of closing deals without overloading your team.

Use Integration to Streamline Your Inbound Strategy

To get the most out of your inbound sales strategy, you need more than just native tools, you need powerful integrations that extend HubSpot’s capabilities and bring more visibility into your pipeline.

Hublead and RB2B are two standout tools that enhance how your sales reps identify, engage, and follow up with potential leads at just the right time.

RB2B reveals LinkedIn profiles of anonymous website visitors and sends them straight to your Slack, allowing your team to identify and engage leads even if they didn’t fill out a form. Hublead then syncs LinkedIn activity directly with your CRM, alerting your team when a connection request is accepted and automatically updating contact records.

Tip: Add a custom ‘Lead Source’ property like ‘RB2B’ to track how many deals and replies come from this inbound channel.

Together, Hublead and RB2B close the gap between marketing visibility and sales action, giving your team the insights and tools they need to respond quickly, personalize their communication, and boost conversion rates.

Conclusion

By combining HubSpot with RB2B and Hublead, inbound sales becomes a powerful lead generation engine. From identifying anonymous website visitors to automating LinkedIn outreach and syncing contacts into your CRM, this setup ensures no opportunity slips through the cracks and helps you follow up at just the right time.

Ready to turn traffic into qualified leads? Start optimizing your inbound sales process with HubSpot today.