The B2B Sales Trifecta – Direct, Channel & Inbound

B2B Sales Trifecta

B2B selling is hard. It takes time to build and manage a sales team, implement a sales CRM effectively, develop materials to support the sales effort, develop and execute marketing efforts, develop sales opportunities, build a sales funnel and then close. The work never stops in reality.

Ultimately, your success is determined by your sales results. When building an effective sales strategy to drive growth, you want to maximize your revenue generation opportunities by incorporating as many vehicles as you can to drive results. The three core sales efforts that you should look to incorporate into your business is what I call the Sales Trifecta and include:
• Direct Sales
• Channel and or Reseller Sales
• Inbound Lead Generation/Content Marketing


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Resources to Help Ontario Entrepreneurs Sell Internationally

International Business

This past week we had a great session at the Communitech Business Development and Senior Sales on international sales. Presenting at the Waterloo Accelerator Centre was Amy Britten, from the Ontario Government and Robin MacNab, from the Federal Government. I have worked with both the Ontario and Canadian Government supporting clients with their international sales efforts. This included multiple trips to the UAE and meetings with the Federal Trade Commissioner.

There is an incredible amount of value and resources available to entrepreneurs.


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Does Your Business Need Sales or Marketing Help?

Sales or Marketing

We get a lot companies that find us through the web and our inbound lead generation efforts, who are looking for outsourced B2B sales help. After asking them a few questions and getting a better understanding of their business, we often determine that they actually need marketing assistance. The solution they need helps them turn their website into an inbound lead generation machine.

Here are a few of the factors to consider when determining where you need to focus your sales or marketing tactics.


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How to Set Up Your HootSuite Account

November 13, 2014 Marketing Tactics 0 Comments


HootSuite is a powerful (and free) social media management tool that every business should be utilizing. At VA Partners we use HootSuite on a daily basis. We find it especially useful for posting to multiple social media accounts at once (Facebook, Twitter, LinkedIn and Google+). We use HootSuite for our clients and our own VA Partners social media.

If you are interested in using HootSuite for your business, here are some tips on how to get started.


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8 Free, But Effective Inbound Marketing Tools

Inbound marketing focuses on creating content that appeals to your company’s target customers, thus pulling your potential customers to you.

Relevant content ranges from answers to questions or challenges customers has through the range of the entire sales funnel. The content can be form of blog posts, white papers, infographics, videos and more, which are then distributed through channels such as the company blog, newsletter or social media accounts.

With inbound leads costing 61% less to generate than outbound leads, inbound marketing is especially suitable for startups, small and medium businesses with tighter budgets.

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