3 Hybrid Marketing Strategies That Blend Inbound & Outbound

Table of Contents

• Strategy 1: Turning Inbound Signals Into Outbound Sequences
• Strategy 2: LinkedIn Ads + Ad Engagement Triggered Outreach
• Strategy 3: ABM with Intent-Driven Content Plays

Which is better: inbound or outbound?

Trick question. 

The best marketing teams out there aren’t choosing between the two. They’re combining them.

Inbound builds trust and long-term brand equity. Outbound creates urgency and drives pipeline. 

On their own? Useful. 

Together? Unstoppable.

With that in mind, let’s take a look at three hybrid strategies that combine inbound signals with outbound execution, powered by a modern tech stack:

• HubSpot
• Clay
• Smartlead
• RB2B
• Vector
• Fibbler
• OutboundSync
• Octave
• Common Room

Strategy 1: Turn Inbound Signals Into Outbound Sequences

Every interaction, downloads, repeat visits, pricing page views, or reading a blog (which 79% of companies say brings positive ROI), is a signal. 

The smart teams don’t just score those leads, they start conversations.

This strategy converts inbound activity into outbound outreach while the interest is still warm.

What to Do

1. Track buying intent in HubSpot Set up tracking for high-value actions like:

• Pricing or service page views
• Content downloads
• Return visits within a short time window
• Webinar registrations or event signups

2. Define your engagement thresholds Not every click = intent. Examples of real buying signals:

• Lead score > 70
• Viewed pricing + downloaded a case study in the past 3 days
• Returned to site 2–3x in a week

3. Enrich and qualify with Clay Once a lead crosses your threshold, send them to Clay to:

• Pull job title, seniority, LinkedIn
• Confirm company size, industry, tech stack
• Identify recent hiring or funding activity
• Discover press mentions, investors, sales team size, and relevant context for reps
  
  Check out our webinar on how to leverage RB2B, Clay, and HubSpot to track visitors, personalize engagement, and automate outreach 👇
  
  

How to Activate

1. Personalize messaging inside Clay using Octave Once the contact is enriched, use Octave from within Clay to generate personalized messaging tailored by persona, intent signals, or industry.
2. Push leads into outbound via Smartlead or HubSpot

• Cold leads: push into Smartlead sequences
• Previously engaged leads: push into HubSpot sequences

3. Sync email engagement with OutboundSync OutboundSync brings Smartlead email data back into HubSpot for unified visibility and performance tracking.

Want even more from Clay? Here's a quick preview of our webinar with them 👇

Check out the whole session on real-world GTM workflows, best practices for CRM integration and attribution reporting 👇 

Strategy 2: LinkedIn Ads + Ad Engagement Triggered Outreach

Not every content consumer is ready to raise their hand. That’s fine. You can still act.

This strategy combines paid awareness with triggered outbound follow-up when engagement crosses a threshold.

What to Do

1. Run LinkedIn ads to a named account list

• Use HubSpot to create an active account list
• Sync list to LinkedIn for targeting

2. Track engagement with Fibbler

• Monitor which companies show high engagement (clicks, dwell time, interaction)

3. Source contacts from high-engagement accounts with Clay

• Identify and enrich decision-makers based on firmographics, roles, and activity

4. Personalize messaging with Octave

• Use Octave to generate email copy that aligns with the ad content they interacted with

5. Launch sequences in Smartlead

• Push contacts into Smartlead for outbound emails tailored to ad engagement

6. Sync all activity in HubSpot via OutboundSync

• Ensure full funnel reporting inside HubSpot for attribution

Optional Add-on

Use Fibbler to improve how you identify accounts with high ad engagement before sourcing contacts.

What to Avoid

• Gated content. Everything here is ungated and value-driven
• Using RB2B for paid distribution (it’s for identifying visitors, not running ads)

Strategy 3: ABM with Intent-Driven Content Plays

ABM is most effective when it feels personalized and helpful, not like a sales ambush.

This play identifies target accounts, delivers content via LinkedIn ads, and triggers outreach based on behavior.

What to Do

1. Source accounts with Clay

• Build a TAM list based on ICP using Clay
• Push into HubSpot and create an active list

2. Run LinkedIn ads

• Sync company list to LinkedIn via HubSpot
• Serve vertical-specific, value-driven content (playbooks, webinars, checklists)

3. Track engagement with Fibbler

• Identify accounts with high interaction

4. Source contacts with Clay

• Pull decision-makers from companies engaging with ads

5. Personalize messages with Octave

• Use ad interaction context to tailor the hook ("Saw you were checking out our Funnel Playbook...")

6. Push to Smartlead + Sync with HubSpot

• Send sequences in Smartlead
• Track engagement via OutboundSync

Conclusion: Hybrid is the New Normal

Hybrid marketing is how top GTM teams move faster, convert more, and build smarter pipeline.

By combining inbound intent with outbound precision, and syncing it all inside HubSpot, you create a smarter pipeline motion that moves faster and closes stronger.

Inbound or outbound? Stop choosing. Start combining.

Here's how to get started 👇