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How direct sales helped us grow from $287,000 to $883,000 revenue in <1 year

Up until August last year, the Hubstaff team didn’t place much focus on direct sales. We assumed there wouldn’t be enough ROI since our product cost is pretty low at $5/user. Instead, we focused on inbound marketing because it’s the kind of channel that got us great results. I feel that this is often the case; direct sales are underrated and take a backseat to online marketing.

Nathan Barry of ConvertKit wrote a post on how he prioritized direct sales as a channel to acquire customers over his content marketing and other tactics. With direct sales, ConvertKit saw a whopping growth of 2605% in the last 12 months. That post inspired us to start allocating some time in direct sales as a growth channel for us.

Here are the steps we took, which ultimately contributed to our more than 200% revenue growth in the past 12 months. (more…)