B2B Industrial sales is one of those areas that, though it may lack attention, is literally everywhere. Think about it… it could be the systems being sold to municipalities to reline their sewers, or the person selling tools to repair shops. However, at the heart of each of these transactions the same methodologies to drive […]

I first became a sales manager in 1999 and since then I have had hundreds of interviews. Over the years I have found my favourite B2B sales interview questions that have helped me identify the best candidates for the role I was hiring for. There is definitely more that goes into hiring than just the […]

VA Partners has been assisting firms with their B2B sales efforts for more than a decade now. One of the things we have recognized over the years is that you need to be selling the solution instead of the product. The distinction in some cases can be difficult to make but as an example, we […]

Wouldn’t it be great if there was a silver bullet that would make you more successful in your sales efforts? The truth is, there is no single strategy or tactic that could guarantee sales success. Achieving success in sales takes a combination of hard work, knowledge, sales skills and the right tools. Throughout the year, […]

In late November I was happy to help coordinate a talk by Mike Stankowitsch at the Communitech Sales Leaders P2P on creating a channel sales strategy. I have known Mike for almost 15 years through our Sales Leaders P2P. In those years Mike has worked for several local KW tech sales organizations with a number […]