Joel McCabe
Joel McCabe
Joel McCabe serves as a Senior Consultant at Sales Benchmark Index (SBI), a sales and marketing consultancy focused exclusively on helping B2B companies exceed their revenue targets.
How to Overcome Your Customer’s Objections
Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Formulaic approaches such as this are very tempting. Furthermore, they align...
Are Your Corporate and Sales Strategies Aligned?
SBI found that organizations grew shareholder value by 28% when corporate and sales strategies were aligned. Conversely, companies that failed to align their strategies...
Where is the Customer in Your Sales Strategy?
For 10 years, IBM has conducted their Global C-suite Study. The research represents tens of thousands of interviews which span industries and borders. It’s...
How to Close the Sales Year Strong – and not Alienate Customers
How can we salvage the quarter (or year)? This is a common question among many CEOs this time of the year. Depending on the...
How to Know if You Have the Right SVP of Sales
It’s that time of year when turnover among Senior Sales Leadership is on the rise. Companies realize they aren’t going to make the number,...
The Best CEOs are Teachers of Strategy
“The best CEOs I know are teachers, and at the core of what they teach is strategy.” -Prof. Michael Porter, Harvard...
How to Salvage Key Accounts Before They Are Lost
Your firm recently lost a major account. Inevitably, sales leadership and the executive team will want to know what went wrong. Typical questions are:...
3 Top Social Media Questions from CEOs
We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in...
How to Know Which Partners to Invest In
Recently a client asked me: “How do we know which partners/ distributors to invest in?” The question was a result of declining sales, and...
Key to Hire A Players – Use a Virtual Bench
You lose a top performing rep and quickly go into a mental tailspin. You think about the ramifications and logical course of action. Questions...
10 Traits of the New ‘A’ Player
You've relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has...
6 Strategies for Selling to the C-Suite
Search the web on how to sell the C-Suite and you'll find conflicting information. Some will tell you to approach the C-Suite like a...
So What Can I Sell You?
I recently had coffee with a friend of mine, Max. Max is head of manufacturing for one of the nation's largest credit card...
Buyer Personas – Critical Tools for Modern Sales Reps
There is one factor that is extremely limiting to sales processes worldwide. Most do not accurately follow the ebb and flow of buyers. A...
How Realistic is your 2014 Sales Quota?
My last log discussed how to Make it Rain in Q4 and close the year strong. Today I have shifted the focus to...
5 Ways to Talk about Risk with Customers
You've heard about building "fences" around accounts. By doing this, you protect them from predators or wandering off to other pastures. Many companies build...
Why Good Storytelling Beats Good Selling
Some reps are convinced they can't sell a new product. The next day, another rep does just that. Why is this? How can some...