Inbound Sales relies on data provided by warm / hot leads. It starts with first understanding the customer’s needs, uses that information to connect with them and culminates with presenting taylor-made resources that fit their situation so that they can clearly see how your products / services meets their particular goals. Not only is the process data-driven, it also depends on weaving a compelling story as to how, when, where and with what you are going to meet their needs and solve the problem that originally led the buyer to the awareness phase.