Sales: Outside vs Inside. Inbound vs Outbound. Which is a Bigger Shift? Is one Fueling the Other?

I published an article today on the HubSpot Sales blog titled, "How a 27 Year Old Manufacturing Company Grew Sales by 1M in 1 Year." As the article says, that was 10% growth in 2015. If you do the math, you can determine that it took Tube Form Solutions 27 years to get to $10M, then 1 more year to get 11+. To boot, they even expect the pace of growth to increase in 2016. A pretty big deal for a business that has straddled the S & M in SMB for decades. 

How'd they do it? A few things that the article goes into depth about. But in short, they are in the process of shifting some resources from outbound to inbound and outside to inside. This quote about their salespeople's activity says a lot about how they are leveraging both inbound and inside sales: 

They’re not wasting time on planes, travelling just to qualify leads.

Inbound attracts prospects. Inside enables discovery. No airplane needed. 

Both of these shifts are clearly gradual. Older companies aren't going to wake up one morning, fire their outside sales teams and hire inside ones. They aren't going to stop cold calling and hire a bunch of inbound marketers overnight.  But, from my vantage point, it seems like both of these shifts are happening - and they are pretty related.  Although inside outbound teams are prevalent, there's no question in my mind that inbound enables inside. Now, we're seeing that in multiple industries too - like manufacturing in the case of Tube Form Solutions.  

What are you seeing in your company? In other companies? Industries? Are these trends separate? Converging? Can't have one without the other?

PS. I'm half way through Trish Bertuzzi's 'Sales Development Playbook'. It's a great read if you're building an inside sales development team. The only thing I don't like about the book is it's publication date. It would have been very handy to have when we were scaling HubSpot's sales machine.