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What Is an Inbound Sales Funnel? (And Why AI SDRs Belong in Yours)
August 19, 2025
By
Irina Maltseva
Most sales teams are busy. But busy doesn’t mean being effective.
They send out messages, build content, chase leads but they don’t always stop to ask: “Is this working?” That’s where the inbound sales funnel helps. It gives you a structure. A filter. A way to stop wasting energy on the wrong people and start attracting the right ones.
Instead of shouting into the void, you offer something useful. People come to you. You guide them through. No pressure. No tricks.
Add a good system. Maybe a little automation. Maybe a smart AI SDR to help with the parts humans shouldn’t be doing anyway.
That’s what this guide is for. How to build a funnel that actually works. How to use modern tools without overcomplicating things. And how to make sure the right people hear what you have to say, at the right time.
Let’s get into it.
Inbound is about letting the right people find you through valuable content and consistent digital presence. That’s different from outbound, which is about old-school cold calling, mass emails, or banner ads. Neither approach is totally wrong. Some companies thrive on a hybrid. But inbound aligns nicely with modern buyers who do their own research and expect answers on demand.
Still, even in inbound, the funnel concept remains. There’s a top (attract people), a middle (nurture them), and a bottom (close the sale).
The difference? Today, the buyer controls so much more of that journey, and a big chunk happens before your sales team can get involved.
Let’s start with the top.
This is where you get on a prospect’s radar. Maybe they run a search for “best HR software,” or they see your brand shared on LinkedIn.
Where AI SDRs Fit: You might think AI is only for mid-funnel or direct outreach, but it helps up here, too. For example, an AI SDR like Ava can gather data on top-of-funnel leads: psychographics, previous touches, and help personalize those earliest interactions. Instead of guesswork, you use real signals to lead them to the right blog post or free resource.
At the middle of the funnel, people know they have a need.
They might have downloaded your PDF on “How to Build a Remote Team,” or they signed up for your email list. They’re aware of the problem; now they’re evaluating solutions.
AI SDRs for the Middle:
At the bottom, people have basically done their homework.
They’ve compared you to the next best competitor (or a few). They might have hopped on a call with you or your sales rep. They’re close to deciding.
AI SDRs in the Home Stretch:
Many businesses get stuck in average conversion territory: 2.35% across industries.
But good funnels exceed 10%. You get that by proactively removing friction at each step.
AI is no longer just for chatbots.
Today’s AI SDRs are advanced enough to parse entire lead databases, do real personalization, and hand off real leads to real humans at the exact right time. One example is Ava:
Inbound marketing fuels your funnel with interested leads.
The AI SDR makes sure they get quality interactions every step of the way. It also checks your CRM data, tags and segments leads, schedules demos, and eliminates guesswork.
Inbound is more of a marathon, less a sprint. You shouldn’t expect miracles overnight:
During this period, let AI help you test different messages, track which channel is winning, and keep refining.
Important Benchmarks:
Let’s break it down into a straightforward checklist:
Nail your personas.
An HR manager reading your blog has different concerns than a CEO with 200 employees. People’s motivations vary. If you’re generalizing, you’re guaranteeing lower conversions.
You need a call-to-action every time: subscribe, sign up, ask a question, watch a demo, etc.
Don’t let them drift.
You can’t attract leads if your content is lost on page nine of Google.
61% of marketers say boosting SEO is their top priority, which means you’re competing in a crowded space. You’ll need consistent content that matches what people actually search for, plus a site that’s fast and free of technical SEO errors.
Segment leads: who are they, what do they want, what is their next logical step? AI excels at this.
Look for funnel leaks:
Tweak your content, watch conversion rates, and test again. This is where AI’s data-driven insights become gold.
A big part of “inbound” is continuing to care about the buyer after they sign on. They’re not just a closed deal. They’re potential ambassadors for your brand.
AI is useful here, too. It can watch usage patterns and send a helpful tip or step in if it detects they haven’t logged in for a while.
Some folks wonder if inbound might be on the decline. In reality, the concept remains.
It just keeps evolving with the tools and times.
Right now, AI has lowered the barrier for personalizing emails, speedily qualifying leads, and staying in sync with ever-changing buyer behavior.
That’s good news.
People have less tolerance for fluff, so if your approach is honest, relevant, and quick, you’ll stand out. Sure, the specifics depend on your audience, your brand, and your content strategy. But frictionless experiences, data-driven insights, and strong relationships never go out of style.
If you’re ready to simplify lead generation, consider letting AI do the repetitive parts:
All inbound funnels and marketing campaigns are unique, but the fundamentals remain the same: Help people find you, solve their problems, and make it an easy, pleasant process.
If you can do that, and keep improving – you’re in good shape.
Have questions about integrating AI into your sales funnel? Speak with Artisan's team for personalised guidance and try out Ava.
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Irina is a Founder at ONSAAS, Growth Lead at Aura, and a SaaS marketing consultant. She helps companies to grow their revenue with SEO and inbound marketing. In her spare time, Irina entertains her cat Persie and collects airline miles.
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