---
title: "Yin and Yang: A Marketing and Sales Conversation | Lindsay Kelley"
description: Demand generation is getting more difficult as prospect's behavior evolve. This show will cover the future of lead generation and explore what is working ...
---

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# The Yin and Yang Show

## Lindsay Kelley

![Lindsay Kelley](https://www.inboundseller.com/hs-fs/hubfs/Yin%20and%20Yang/lindsay-kelley-prospect-builder-bw.jpg?width=35&name=lindsay-kelley-prospect-builder-bw.jpg)

## Recent Posts

[![](https://www.inboundseller.com/hubfs/Stock%20images/A%20chat%20with%20Pete%20Caputa%20or%20DataBox%20about%20the%20evolving%20role%20of%20sales%20and%20what%20it%20might%20look%20like....jpeg) ](https://www.inboundseller.com/yin-and-yang-show/chatting-with-pete-caputa-of-data-box)

## [Chatting With Pete Caputa of Data Box](https://www.inboundseller.com/yin-and-yang-show/chatting-with-pete-caputa-of-data-box)

 [fa icon="calendar'] Mar 16, 2018 11:28:45 AM / by [Lindsay Kelley](https://www.inboundseller.com/yin-and-yang-show/author/lindsay-kelley) posted in [Inbound Selling](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-selling), [Inbound Sales Community](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-sales-community), [sales forecasting](https://www.inboundseller.com/yin-and-yang-show/topic/sales-forecasting), [yin and yang show](https://www.inboundseller.com/yin-and-yang-show/topic/yin-and-yang-show)

[[fa icon="comment"] 0 Comments](https://www.inboundseller.com/yin-and-yang-show/chatting-with-pete-caputa-of-data-box#comments-listing)

This week on the Yin and Yang Show, Sig and I chatted with Pete Caputa of DataBox about the evolving role of sales and what it might look like in the near future. 

[Read More [fa icon="long-arrow-right"]](https://www.inboundseller.com/yin-and-yang-show/chatting-with-pete-caputa-of-data-box)

[![](https://cdn2.hubspot.net/hubfs/492152/inbound_personalization.png) ](https://www.inboundseller.com/yin-and-yang-show/the-power-of-personalization-in-your-inbound-marketing-efforts)

## [The Power of Personalization in Your Inbound Marketing Efforts](https://www.inboundseller.com/yin-and-yang-show/the-power-of-personalization-in-your-inbound-marketing-efforts)

 [fa icon="calendar'] Nov 27, 2017 9:04:00 AM / by [Lindsay Kelley](https://www.inboundseller.com/yin-and-yang-show/author/lindsay-kelley) posted in [marketing](https://www.inboundseller.com/yin-and-yang-show/topic/marketing), [yin and yang show](https://www.inboundseller.com/yin-and-yang-show/topic/yin-and-yang-show)

[[fa icon="comment"] 0 Comments](https://www.inboundseller.com/yin-and-yang-show/the-power-of-personalization-in-your-inbound-marketing-efforts#comments-listing)

How to use personalization in your marketing and sales efforts to drive more conversions

In the inbound world of attracting and nurturing folks throughout their journey, we don’t often take pause to explore how powerful personalization and segmentation can be. This week, [Chris Bintliff](https://www.linkedin.com/in/chrisbintliff/) from [Not Really Rocket Science](https://notreallyrocketscience.com/) talks about the Why, What, and How of personalization. He shares tips on how to start your personalization efforts for both large and small budgets.

### Here are the top takeaways from our conversation.

[Read More [fa icon="long-arrow-right"]](https://www.inboundseller.com/yin-and-yang-show/the-power-of-personalization-in-your-inbound-marketing-efforts)

[![](https://cdn2.hubspot.net/hubfs/492152/Blog_images/Kelley_posts/Inbound17.jpg) ](https://www.inboundseller.com/yin-and-yang-show/5-new-hubspot-enhancements-from-inbound17-im-most-excited-about)

## [5 New HubSpot Enhancements from INBOUND17 I’m most excited about](https://www.inboundseller.com/yin-and-yang-show/5-new-hubspot-enhancements-from-inbound17-im-most-excited-about)

 [fa icon="calendar'] Sep 30, 2017 8:19:00 AM / by [Lindsay Kelley](https://www.inboundseller.com/yin-and-yang-show/author/lindsay-kelley) posted in [Insider](https://www.inboundseller.com/yin-and-yang-show/topic/insider), [yin and yang show](https://www.inboundseller.com/yin-and-yang-show/topic/yin-and-yang-show), [HubSpot](https://www.inboundseller.com/yin-and-yang-show/topic/hubspot)

[[fa icon="comment"] 0 Comments](https://www.inboundseller.com/yin-and-yang-show/5-new-hubspot-enhancements-from-inbound17-im-most-excited-about#comments-listing)

 I’m fresh back from INBOUND17 and in this episode I’m sharing my favorite new features and functions HubSpot will be rolling out.  

[Read More [fa icon="long-arrow-right"]](https://www.inboundseller.com/yin-and-yang-show/5-new-hubspot-enhancements-from-inbound17-im-most-excited-about)

[![](https://cdn2.hubspot.net/hubfs/492152/Blog_images/Kelley_posts/celebrate_the_wins.png) ](https://www.inboundseller.com/yin-and-yang-show/celebrating-the-wins-inbound-style)

## [Celebrating the Wins | Inbound Style](https://www.inboundseller.com/yin-and-yang-show/celebrating-the-wins-inbound-style)

 [fa icon="calendar'] Sep 1, 2017 2:17:00 PM / by [Lindsay Kelley](https://www.inboundseller.com/yin-and-yang-show/author/lindsay-kelley) posted in [Inbound Sales](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-sales), [Inbound Sales Community](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-sales-community), [yin and yang show](https://www.inboundseller.com/yin-and-yang-show/topic/yin-and-yang-show)

[[fa icon="comment"] 0 Comments](https://www.inboundseller.com/yin-and-yang-show/celebrating-the-wins-inbound-style#comments-listing)

Since Brian Sig was off doing something exciting (it’s a secret, so I can’t tell you what he was doing), we’re sharing a podcast I was a guest on a couple weeks ago… Celebrating the Wins with Yip Yip founder, Brandon Lee. 

[Read More [fa icon="long-arrow-right"]](https://www.inboundseller.com/yin-and-yang-show/celebrating-the-wins-inbound-style)

[![](https://cdn2.hubspot.net/hubfs/492152/Blog_images/Kelley_posts/inbound_vs_inside_sales.jpg) ](https://www.inboundseller.com/yin-and-yang-show/building-an-inside-sales-team-vs-an-inbound-sales-team)

## [Building an Inside Sales Team vs. an Inbound Sales Team](https://www.inboundseller.com/yin-and-yang-show/building-an-inside-sales-team-vs-an-inbound-sales-team)

 [fa icon="calendar'] Aug 26, 2017 9:22:00 AM / by [Lindsay Kelley](https://www.inboundseller.com/yin-and-yang-show/author/lindsay-kelley) posted in [Inbound Sales](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-sales), [Inside Sales](https://www.inboundseller.com/yin-and-yang-show/topic/inside-sales), [Inbound Selling](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-selling), [Inbound Sales Process](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-sales-process), [Inbound Sales Community](https://www.inboundseller.com/yin-and-yang-show/topic/inbound-sales-community), [yin and yang show](https://www.inboundseller.com/yin-and-yang-show/topic/yin-and-yang-show)

[[fa icon="comment"] 0 Comments](https://www.inboundseller.com/yin-and-yang-show/building-an-inside-sales-team-vs-an-inbound-sales-team#comments-listing)

### You have to ask yourself am I a vitamin - a "nice to have" -  or am I an aspirin - there's pain and I "need to have?" 

Inbound is a confusing term. In this episode, we are joined by [Trish Bertuzzi](https://www.linkedin.com/in/trishbertuzzi/), author of [The Sales Development Playbook](https://www.amazon.com/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1503696921&sr=8-1). We dive into the “Trish brain” (her words, not mine!) of what is an inbound sales team versus what is an inside sales team. There IS a difference.

You’ll hear how to take a step back and think about which type of team you need. But before you can do that, it’s important to understand your sales cycle, buyer type, average deal size…yes, the variables matter. That’s what you need to understand before you build your strategy.

Find Trish’s book, The Sales Development Playbook on [Amazon](https://www.amazon.com/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1503696921&sr=8-1) or [download a few chapters here for free](https://www.bridgegroupinc.com/book/sales-development-playbook-free-chapters).

[Read More [fa icon="long-arrow-right"]](https://www.inboundseller.com/yin-and-yang-show/building-an-inside-sales-team-vs-an-inbound-sales-team)

[All posts](https://www.inboundseller.com/yin-and-yang-show/all)

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#### About Us

There's a better way to sell that thousands of businesses are taking advantage of now -- It's called Inbound Selling. If you want to transform the way you, or your company sells, join us and start learning about the most effective and predictable way to sell more business faster.   

We work with a wide variety of clients looking to improve their sales skills and performance.  Whether you're an individual looking for personal coaching, or a sales leader looking to help your team, we can help.  

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