The definition of outbound sales refers to the process through which sales reps make outbound sales calls or utilize other sales channels to reach prospects. Outbound sales are where a seller, which is typically a sales rep, initiates engagement with a potential buyer. This is opposed to inbound sales, where the potential buyer begins the conversation.

Outbound sales often involves cold calling leads on a list. Many times, reps will call leads that have previously demonstrated demand by engaging with a brand’s content, filling out a form, emailing a business, or making a previous call to a business.

An outbound sales approach is one that relies on the seller initiating contact with a prospect. It is not uncommon for a company to have multiple salespeople who work within a territory, all of whom are responsible for making sales calls.

Outbound sales is the process of contacting potential customers, or leads, and attempting to convert them into customers. Inbound marketing is the opposite: It involves generating traffic and leads through content marketing, social media, and SEO.