We are entering a new era of globalisation – a digital one – McKinsey says. Practically non-existent 15 years ago, digital flow of information and content now exerts a larger part on GDP growth than the centuries-old trade in goods. 

What we once called normal is no longer normal, it's traditional and old-school. Digital is disrupting the way we lead our lives and the way we do business. 

The outbound methods of pushing messages via TV, radio or direct mail no longer work. People ignore all that. We've become a lot more sophisticated because technology and online have offered us a lot of choice to design our ego ecosystems where we decide what to consume and what to ignore. 

The problem for business is that right now there's way too much noise everywhere which creates a huge challenge when trying to reach your audience. Hence the need for a partner in solving this challenge – an agency that's an expert in communicating your messages to the right audience at the right time with the right tools. 

But this presents yet another challenge: the list of agencies out there is huge too. Not all of them, though, are experts in the new world of digital, and among them, fall some PR agencies too. 

PR agencies still have this weird aura around them, being seen primarily as media relations experts and not getting respect. 

I've worked in the industry myself and now being on the other side consulting agencies on how to grow their business, I see the pains again and again every day. And they all revolve around one thing – the inability to measure and track results. 

I've made two big realisations over the past 12 months observing all this: 

2016 is just three days away. It’s time not only for reflections and predictions but also for making resolutions – personal and professional.

For startups, too, this is the perfect timing to plan well for the New Year and focus on trying new things. After all, being agile is “in their blood”.

This is why I was so thrilled when I was invited to speak about my new inbound PR concept at a startup marketing meetup in Sofia last week.

Even though it was almost Christmas, we had a great turnout and I was happy to see so many people there interested in learning something new, attentively listening during my presentation, and then asking a lot of questions and introducing themselves to me to chat personally.  

Because of the timing – right before the end of the year – many of these entrepreneurs were there to find out what to focus on in 2016 and how to structure their efforts.

My presentation therefore not only introduced the inbound PR concept and how it differs from traditional PR, but also I gave them a lot of practical tips and actionable advice that they can implement right now, even if they don’t have a sophisticated software like HubSpot.

2016 is just around the corner! It's time for predictions! And educated hopes.

I’m sure you’ve seen quite a few 2016-prediction posts going on and I thought it would be worth sharing my reflections of the past year and my views for the new one with you too.

Time really does fly… I can’t believe how much has happened over the last year in my professional and personal life, but also in our non-silent-always-on digital economy.

Things change in seconds; they get adopted, adjusted and forgotten unbelievably quickly. Our world doesn’t sleep, ever.

I’ve observed many passing and growing trends over 2015 that have given me an indication of what will be happening more and more in 2016 and where brands should focus their efforts on.

My predictions-advice list is short – just 5 things, but if you master them, your 2016 will be a true success.

5 Key Things for Brands to Focus on in 2016:

Thanks to Pascal Landshöft - my colleague and friend from HubSpot - for this highly educating guest post! 

Sales is a core function of every business. PR people, however, often fail to integrate it into their communications activities.

In my current role as a sales expert at HubSpot, I personally found that the most successful agencies I work with prioritize and professionalize sales more than the less successful ones.

And they have a real process in place.

To help you define one for your PR agency, here are some thoughts on why and how to enter this thought process to grow beyond your current potential.

Why Should PR Agencies Care about Sales?

I’m a big fan of Spin Sucks. It’s where I learned about PESO (Paid, Earned, Shared and Owned) and how to leverage it in PR.

It’s a model that Gini Dietrich – founder of Spin Sucks – has been preaching a lot in the realm of PR for the digital age.

While reading her latest blog about PESO and PR, I was thinking, “Actually, my inbound PR concept fits into each of those quite nicely.”

Here's what they have in common:

• PESO is all about setting realistic expectations and plans, and so is Inbound PR.
• Both make it clear that PR today is a lot more than just media relations.
• And even if you do use media relations, you have to make it a part of a larger, integrated communications or marketing programme.
• They both get your “cash register ring” by fully aligning all activities with the overall business goals.
• Results don’t happen overnight, but if you stick to the plan and track and optimise regularly you’ll see the real ROI.
• PR today crosses all different media types – paid, earned, shared, owned – and uses tools such as email marketing, SEO, lead gen, influencer engagement, social media, native advertising and more.

As Gini puts it, “PR no longer is just about getting your name in print. It’s part of a strategic and measurable marketing program.”

That’s exactly what Inbound PR is all about. It combines the best of two worlds: