Inbound marketing is designed to help members of your target market find you, as opposed to cold-calling or interruption-based marketing. The inbound sales process generates more qualified leads, but not all of those leads are sales ready.
Some of those early-stage leads will be filtered into a nurturing campaign. However, a prospect’s readiness isn't always clear based on his initial contact. So, your sales team reaches out by telephone and email to every prospect who has requested further information about your product.