As anyone in content marketing knows InBound 2015 is here again. This year my partner Jani Aaltonen and I are heading to Boston again for HubSpot’s annual conference and since it's our second year in a row we know what to expect. A great, fruitful visit. We're privileged to be able give a presentation at the event focusing on our past year and how we've successfully transformed ourselves from an outbound to an inbound agency.
Why take to the stage? Results. Sales Communications has tripled its revenue last year and this year it's set to double it. Even more importantly, we've reached good levels in customer satisfaction and our company is experiencing positive momentum.
One of the major factors enabling our efficiency is an understanding of when our prospecting and account management works and when it will most likely fail. Certain challenges stand out more than others...
HubSpot resellers probably face many of the same challenges everywhere. For those of you just now beginning your trec as a partner agency here are our favourite top 5 obstacles to sales and growing profitable accounts.
Change management? You bet. We're not selling a tool, a machine - we're sort of selling a new lifestyle for sales and marketing. To help take into account the challenges I have discussed we've to set up very clear auditing practices that help us see where our prospects stand in relation to content marketing, technology and digitalization. It helps us concentrate on real potential rather than waste resources on opportunities that simply won’t happen - or will, but will prematurely fade away.
I also like to think we're saving our prospects' time too by being honest and - quite frankly - demanding clients take the appropriate steps needed on the journey towards an inbound-driven marketing and sales machine. Using digital to drive sales in IoT is an inevitable development - so understanding the obstacles involved in selling inbound and marketing automation can go a long way in delivering the results every VAR wants from day one.
At Sales Communications we're striving to build Inbound in the Nordics - both through our own work as well as via our client successes. We're also keen to help new players join the market and strengthen the category both locally and internationally. Considering becoming a HubSpot partner or taking the first steps as a content market agency? Let's talk and see how we can support you!
Founding Partner at Aaltonen & Yrjölä Sales Communications Oy. With a career in media and marketing from radio to retail and out to inbound, he shares views on marketing, lead generation, managing change and digitalization.