The promise of Allbound: A strategy driven by intent signals

Course content

Resources

What if you could generate high-quality leads without burning through your time, team, and budget? That’s the promise of Allbound, a smarter way to grow by blending the strengths of Inbound and Outbound into one coordinated system, driven by real buyer Intent.

How do you generate qualified leads?

Let’s cut to the chase and look at how leads move through your funnel.

Understanding lead behavior

Cold lead: Someone who’s never heard of you. They don’t know your company, your product, or that they might need what you’re selling.
→ Objective: Awareness. These leads might not even realize they have a problem you can solve. Your job? Educational content that speaks to their pain points.
Warm or qualified prospect: Already showing some interest.
→ Objective: Sales. These leads (your MQLs and SQLs) have demonstrated intent by visiting your site, downloading content, or engaging on social media. They’re ready for more direct conversation.

A quick reminder: Fundamentals of the content funnel (TOFU, MOFU, BOFU)

TOFU: Top-of-funnel content that grabs attention and addresses broad industry challenges.
MOFU: Middle-of-funnel resources that educate prospects on specific solutions.
BOFU: Bottom-of-funnel messaging that shows why your solution beats the competition.
Sale: After conversion, it’s all about keeping customers happy through ongoing value.

Let’s be real—today’s buyer journey zigzags everywhere. Allbound creates touchpoints across multiple channels at every funnel stage so you can connect with prospects wherever they are in their decision-making process.

What is a qualified lead?

Not all leads deserve your time. Knowing the difference between lead types is crucial for focusing your efforts where they’ll pay off.

MQL (Marketing Qualified Lead)

A lead that has:

Engaged with your content (webinar, white paper), showing genuine interest.
Shared more than just basic contact info.
Fits your target persona (right industry, company size, role).
Isn’t sales-ready yet, but worth nurturing.

Simply put: they match your ideal customer profile but aren’t ready for a sales call yet.

SQL (Sales Qualified Lead)

An MQL who’s leveled up through behavior (multiple webinars + pricing page visits + case study downloads) and shown clear buying signals that meet your sales team’s qualification criteria.

The marketing goal: Create high-potential MQLs and guide them toward conversion with strategic content and personalized nurturing.

To convert SQLs into clients: Hit them with the right message through the right channel, at the right time, based on their specific challenges and where they are in the buying process.

Multichannel approach + holistic strategy = Allbound.

Finding and categorizing leads can drain your time, energy, and budget, often with disappointing results. Thankfully, there are tools to help you hit those quarterly targets. Features like LGM’s Lookalike Search similarity scoring help you find new leads that resemble your best existing customers, so you’re targeting companies already primed to work with you.

LGM’s Lookalike Search

Find new leads

Education and authority: The pillars to attract qualified leads

Two essential pillars for generating qualified leads:

1. Education:

Give value first. Help leads understand their problem before pitching your solution.

Goal: Help them see their challenge clearly and consider how your solution might help.
Content focus by stage:
- Problem-unaware: Industry trends and emerging challenges that affect them.
- Problem-aware: Validation of pain points and introduction to potential solutions.
- Solution-aware: Comparison of different approaches so they can evaluate options.

2. Authority:

Position yourself as the go-to expert so that leads naturally trust your guidance.

Goal: Build trust by demonstrating your unique approach and expertise.
Content focus by stage:
- Solution + you-aware: Success stories and specific advantages of your approach.
- Ready to act (3-5% of your market): Content that removes final obstacles and builds buying confidence.

Allbound brings these elements together in a coordinated, seamless approach.

Modern buyers want to be empowered, not sold to. They’ve done their homework and are skeptical of traditional tactics. That’s why Allbound works—it meets them where they are and delivers what they actually want: value, clarity, and control over their buying journey.

Allbound: The best of Inbound and Outbound

Inbound: A targeted marketing strategy to generate qualified leads

What it is:

Inbound pulls potential clients toward you using content that addresses their specific challenges.

Key channels:

Value-packed content (webinars, comparison pages, lead magnets) that solves real problems.
SEO optimization that aligns with what prospects are actually searching for.
A social media presence that humanizes your brand while distributing your content.
Conversion-optimized landing pages with clear value propositions.

Benefits of Inbound:

Lower cost-per-acquisition than traditional advertising.
Long-term ROI: content keeps working even when you stop spending.
Higher-quality leads who understand their challenges before talking to sales.
Builds authentic trust by providing value before asking for commitment.

Inbound objectives:

Attract high-potential leads who might ignore direct outreach.
Targeted content that addresses specific buyer personas and their unique challenges.
Progressive lead nurturing through educational content.
Authority-building through case studies, lead magnets, white papers, and testimonials.

Inbound attracts prospects through valuable content, converting them into qualified leads by addressing specific pain points. The result? Higher-quality leads, though it typically takes longer to show results. 93% of companies using Inbound see improved conversion rates.

Outbound: A proactive strategy to fuel the pipeline

What it is:

Outbound targets specific audiences by starting conversations rather than waiting for prospects to find you.

Key channels:

Personalized cold email campaigns with value-first messaging.
Strategic cold calling with research-backed approaches.
Social selling through meaningful interactions.

Directly engage leads without waiting for them to show interest.

Benefits of Outbound:

Faster results with precise targeting.
Bold but effective. When done right, this proactive approach accelerates pipeline growth.

Masterclass

Allbound is the New Outbound

Allbound: The must-have strategy to boost conversions

According to Romain Quéchon (The World of AI), Allbound combines these three core pillars:

Multichannel prospecting that engages potential customers where they prefer to interact.
Targeted content creation (Inbound) that educates prospects at each buying stage.
Sales funnel logic: Continuously generating, enriching, and advancing leads until they convert.

Allbound delivers:

Higher reply rates + better conversion + stronger retention → more revenue
Improved marketing ROI by putting resources where they’ll have the biggest impact.
More qualified prospects who match your ideal customer profile.

In practice, Allbound optimizes your key metrics:

Cost per lead: Identifying which lead-gen techniques work best across channels.
Conversion rate: Percentage of leads becoming clients at each funnel stage.
Lead quality: Engagement level (through lead scoring) based on fit and behavior.

In short, Allbound gives you a smarter, more scalable way to generate qualified leads while continuously improving your process.

This approach is built for how genuine buyers behave. Instead of forcing prospects into a rigid process, it helps you adapt to their natural buying journey, tracking intent signals across channels and giving your team insights to respond in relevant, timely ways.

Today’s buyers don’t follow a linear path. Your prospect might first encounter you through a LinkedIn social warming campaign (Outbound), download a white paper (Inbound), attend a webinar (Inbound), and finally respond to your cold email (Outbound). Allbound connects all these touchpoints, ensuring no opportunity falls through the cracks.

What makes Allbound truly powerful is its focus on intent signals. These signals help you understand what they need so you can respond with the right approach.

Key Takeaways

Allbound isn’t just another marketing tactic — it’s a more innovative growth engine.

Inbound builds trust. Outbound builds momentum. Together, they drive sustainable growth. Allbound ensures these approaches work in harmony, not competition. The result? A more responsive lead generation system that adapts to buyer intent and keeps your pipeline flowing.

It’s all about qualified progression. Allbound guides cold leads through a journey of increasing engagement. With each meaningful interaction, whether content, webinar, or personalized outreach, leads move closer to becoming SQLs, then customers. This framework demands alignment between marketing and sales teams, working toward one clear objective: conversions.

The results speak for themselves: more right leads, lower acquisition costs, and higher close rates – growth you can measure and scale.