Hit Your Numbers

Most teams define their ICP as a size, a sector, and a location, then wonder why the pipeline is thin. In this clip from the Hit Your Numbers episode "Drive More Pipeline With SDR And AE Pods", James Bissell and Simon Edmunds break down what a genuinely strong ICP looks like, how BeyondTrust rebuilt theirs by analysing over 1,800 closed lost deals with AI, and why getting the account right is only half the job.KEY THEMES- Where are we winning, why are we winning, and how are we winning: the questions that started the rebuild- Analysing over 1,800 closed lost deals from the previous two years using AI and sales ops- Matching the data against Gartner and the Forrester Wave to plot the ideal customer profile- Why taking ICP priority one opportunities to AEs drives more engagement and cleaner deals- How 85% of opportunities now sit inside the ICP across commercial and enterprise- The HR headcount signal that drove 50% win rates and why the classic ICP definition isn't enough- Moving from a list of 500 accounts to the best 50 using ICP and intent signals- Why you have to get the persona and the message right, above the line, on the line, and below the lineMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT SIMON- Guest: Simon Edmunds, Senior Manager at BeyondTrust- LinkedIn: https://www.linkedin.com/in/simon-edmunds/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Everyone is racing to put AI into their sales process. Most are using it to dodge the one part of the job that actually makes them money. In this clip from the Hit Your Numbers episode "Will AI Replace Sales Reps?", James Bissell and Mike Pritchett get into where AI is being deployed the wrong way right now, and why trying to automate your way out of the hard part of sales will catch up with you fast.KEY THEMES- Why using AI to avoid calls, conversations, and relationships is a mistake that shows up in next quarter's numbers- The difference between using AI for admin so you can sell more, and using it to sell less- Why "let me ChatGPT that for you" is the new "let me Google that for you"- The rabbit hole trap: how AI convinces you that you can build a rocket step by step, and why salespeople who aren't coders should be careful- How James built James GPT, an AI twin trained on MEDDIC and The Champion Playbook that coaches him out loud before an economic buyer meetingMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT MIKE- Guest: Mike Pritchett- LinkedIn: https://www.linkedin.com/in/mike-pritchett/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Should you ban AI in hiring? And why are the best VPs already planning 2027 in June?James Bissell and Richard Washington take on both in Episode 7 of Field Notes. Two topics, ten minutes each, and a lot of things sales and talent leaders should be thinking about but aren't.#FieldNotes #HitYourNumbers #B2BSales #SalesLeadership #AIinHiring #Recruitment #SalesHiring #2027Planning #RevenueLeadership #GoToMarketWatch on YouTube: https://www.youtube.com/@fieldnotespodcastHit Your Numbers, all episodes: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

James Bissell goes back to back on champion enablement and pipeline mastery: how to arm your champion to unlock budget when you're not in the room, and how to inspect and score pipeline so bad news never reaches you too late.#HitYourNumbers #B2BSales #SalesLeadership #ChampionEnablement #PipelineManagement #MEDDPICC #Forecasting #SalesEnablement #RevenueLeadership #SalesStrategyAll episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Halfway through the quarter and the pipeline's already collapsing. Sound familiar?James Bissell goes back to back on pipeline bloat and the path to success, two skills that separate teams who forecast accurately and win, from teams stuck having the same conversation every quarter.#HitYourNumbers #B2BSales #SalesLeadership #PipelineBloat #Forecasting #MEDDIC #SalesEnablement #MutualActionPlan #RevenueLeadership #SalesStrategyAll episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comDownload the Sales Readiness Playbook: https://www.therevenueenabler.com/downloadsConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Sales is the business of selling change. Storytelling is how you do it.James Bissell goes back to back on two skills every seller needs in 2026: handling the "where did you get my number?" cold call objection, and using AI to build customer stories that actually win deals.#HitYourNumbers #B2BSales #ColdCalling #Storytelling #SalesNarrative #SalesEnablement #SalesTips #Prospecting #SalesTraining #AIinSalesListenFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Relationship and ROI. If either one falls down, you won't grow the account.Simon Watson and Mark Burrett join James Bissell in this Best Of special on what it actually takes to expand and retain customers, and why most businesses are looking in the wrong place for the fix.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Simon Watson on LinkedIn: https://www.linkedin.com/in/simonwatson13/Connect with Mark Burrett on LinkedIn: https://www.linkedin.com/in/markburretthubworx/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

This week on Hit Your Numbers, we're handing over to Field Notes.Field Notes is a new podcast from James Bissell and Richard Washington. Two topics, twenty minutes, real conversations from people working inside sales organisations every day. James covers enablement, Rich covers talent, and this is what they talk about when the mics aren't usually on.Subscribe to Field Notes wherever you get your podcasts so you don't miss the next one.USEFUL LINKSWatch on YouTube: https://www.youtube.com/@fieldnotespodcastHit Your Numbers, all episodes: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Simon Edmunds and Matt Bruce join James Bissell in this Best Of special on what it actually takes to build pipeline that converts in 2026. If your pipeline looks bloated but your conversion rates tell a different story, this episode is for you. Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Simon Edmunds on LinkedIn: https://www.linkedin.com/in/simon-edmunds/Connect with Matt Bruce on LinkedIn: https://www.linkedin.com/in/matthew-bruce-33b4863/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Most sales teams don't have a motivation problem. They have a capability problem. And most managers don't have a plan to fix it.James Bissell goes solo to walk through the proficiency plan The Revenue Enabler uses with B2B sales organisations to close skill gaps and drive real revenue outcomes.Download this free plan today: https://www.therevenueenabler.com/downloadsUSEFUL LINKSAll episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/#HitYourNumbers #B2BSales #SalesLeadership #SalesEnablement #SalesTraining #RevenueTransformation #SkillGaps #SalesCoaching #RevenueLeadership #GoToMarketFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Halfway through the quarter and the pipeline's already collapsing. Sound familiar?James Bissell goes solo to break down why pipeline bloat happens, what leaders keep getting wrong, and the one-page fix that can change how your team qualifies, stages, and forecasts deals for good.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

12 years in sales. A background built on coaching, enablement, and making knowledge stick.James Bissell introduces Salva Jimenez to the Hit Your Numbers community, and gives a first look at what The Revenue Enabler team is building next.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Salva Jimenez on LinkedIn: https://www.linkedin.com/in/salvajimenez/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Most companies hiring are doing it wrong. The wrong profile, the wrong process, and no real plan for what happens after day one.In this episode, James Bissell is joined by Gabe Lullo, CEO of Alleyoop, one of the most creative and effective SDR agencies operating today. Gabe has seen every version of how this goes right and wrong, and he has a very clear point of view on what actually works.If you are building an SDR function, managing one, or trying to hold onto the people you have already hired, this is the episode to listen to.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Gabe Lullo on LinkedIn: https://www.linkedin.com/in/lullo/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

The fundamentals of selling haven't changed. Most people just haven't learned them yet.In Part 2 of this two-part conversation, James Bissell and John Hammond pick up where they left off and get into the mechanics - why the work is in the middle of the sales process, not at the end; why your proposal is probably the most expensive document you produce, and why stopping emailing had a material impact on discount rates almost immediately.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKS:All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with John Hammond on LinkedIn: https://www.linkedin.com/in/highgrowthcloudsalesleader/The Not So Secret CRO blog: https://www.thenotsosecretcro.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In Part 1 of this two-part conversation, James Bissell is joined by John Hammond, fractional CRO and creator of The Not So Secret CRO, a blog that puts into words everything the best revenue leaders know but rarely say out loud. James and John cover why the data on quota attainment and staff turnover should be a wake-up call for every sales leader, what IBM's sales school taught John that most organisations have completely abandoned, why the problem is almost never onboarding, the technology stack, or the data source, why the ICP conversation breaks down in practice even when leaders think they've nailed it, how differentiation only matters if the customer is actually prepared to pay for it, and why the best salespeople aren't magic, they're just really disciplined students of the game.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.#HitYourNumbers #B2BSales #SalesLeadership #StateOfSales #SalesEnablement #RevenueLeadership #GoToMarket #SalesTraining #CRO #SalesStrategyUSEFUL LINKS:All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with John Hammond on LinkedIn: https://www.linkedin.com/in/highgrowthcloudsalesleader/The Not So Secret CRO blog: https://www.thenotsosecretcro.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Forecasting isn't just a process problem. It's a culture problem.In this episode, James Bissell is joined by Victoire De Pontbriand, Senior Sales Director with 14 years in B2B tech across Thomson Reuters, Nasdaq, and Notified. Victoire managed European teams through acquisitions, rebrands, and restructures, and along the way fixed a forecasting culture that was quietly costing the business every single quarter.If you manage a sales team and your pipeline looks great on the 1st and falls apart by the 30th, this episode is for you.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Victoire De Pontbriand on LinkedIn: https://www.linkedin.com/in/victoire-de-pontbriand-54b02526/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/#HitYourNumbers #B2BSales #SalesLeadership #Forecasting #SalesManagement #PipelineManagement #MEDDPICC #SalesEnablement #RevenueLeadership #GoToMarketFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Most businesses are sitting on a pipeline they haven't even noticed yet. It's inside their existing customer base.In this episode, James Bissell is joined by Simon Watson, founder and principal consultant at R&B Consulting, to dig into one of the most overlooked revenue problems in B2B sales: what happens after the deal is signed. Simon has spent 20 years in high growth businesses, been part of several successful exits, and now works with founder-led companies to help them grow revenue more sustainably. He knows exactly where the money gets left on the table, and why.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.Connect with Simon Watson on LinkedIn: https://www.linkedin.com/in/simonwatson13/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

James Bissell is joined by Mark Burrett, Growth Director at HubWorxFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, James Bissell sits down with Simon Edmunds, Senior Manager at BeyondTrust.Simon and James cover what a genuinely strong ICP looks like and how to build one from your own data, why 85% of BeyondTrust's pipeline is now ICP-qualified and what that's done for win rates and deal velocity, how trigger events and intent signals should drive your outreach, not just company size and sector, the SDR/AE pod structure Simon runs, what the weekly cadence looks like, and why prep is everything, why generating fewer but better-quality opportunities is the right move, and why most teams resist it, and the ICE methodology: intentional, consistent, execute.If you lead SDRs, manage AEs, or you're trying to fix your pipeline problem without just throwing more activity at it, this is the episode for you.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKSAll episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Simon Edmunds on LinkedIn: https://www.linkedin.com/in/simon-edmunds/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

James Bissell introduces Emma Paton, the newest member of The Revenue Enabler team. 15 years in SaaS sales, a background spanning new business, leadership, and running a business through COVID, and a genuine passion for the psychology behind how people sell.This is a short one. But if you want a look at what's coming from TRE, it's worth your time.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKSListen on Spotify: https://open.spotify.com/show/0LGaKvY7xejLbk4EeW5hmZListen on Apple Podcasts: https://podcasts.apple.com/us/podcast/hit-your-numbers/id1824476519All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Emma Paton on LinkedIn: https://www.linkedin.com/in/emmabpaton/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Most sales managers say they want top performers. Very few can actually tell you what makes one.In this Best of Hit Your Numbers special, James Bissell pulls together three of the most honest, experience-led conversations on sales talent from the archive. You'll hear from Kate Hunt, Regional Director for Enterprise at Multiverse and former Salesforce leader, Coralie De Robert, Director of Account Management at G2, and Jessica Stacpoole, VP of Sales at MVF.These are three people who have hired, built, and led high-performing teams.In this episode, they break down what they genuinely look for, how they assess it, and why most managers are measuring the wrong things.What's covered in this episode:Why curiosity is the single most important trait in a sales hire, and how to spot it in an interview. The "dog with the bone" mentality that separates average reps from elite ones. The Greek concept of Meraki and why salespeople who work this way never get Sunday night blues. How to run a structured talent assessment using a self-scoring framework. Why context is the most underused tool when influencing internally or closing externally.If you're building a team, hiring your next rep, or trying to understand what's holding your current one back, this episode is worth your time.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKS:Listen on Spotify: https://open.spotify.com/show/0LGaKvY7xejLbk4EeW5hmZListen on Apple Podcasts: https://podcasts.apple.com/us/podcast/hit-your-numbers/id1824476519All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Kate Hunt on LinkedIn: https://www.linkedin.com/in/kate-hunt1/Connect with Coralie De Robert on LinkedIn: https://www.linkedin.com/in/coralie-de-robert-15b4a550/Connect with Jessica Stacpoole on LinkedIn: https://www.linkedin.com/in/jessicastacpoole/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Is AI replacing salespeople, or making them 10x more productive?In this Best of episode, James Bissell brings together insights from Mike Pritchett (BuzzTrail), Matt Boulton (Perlon AI) and James Smith (ThoughtSpot) to answer the biggest question in modern sales: how should revenue teams really be using AI?You’ll learn whether AI can genuinely build pipeline, why outbound has become harder in 2025, and how leading sales organisations are using AI agents to increase productivity without increasing headcount. This episode breaks down where AI should replace admin, where it should enhance performance, and why it should never replace human relationships in sales.If you're a sales leader, SDR, AE, CRO or founder trying to understand how AI fits into your go-to-market strategy, this conversation gives you practical insight, not hype.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

What actually separates high-performing revenue teams from the ones missing quota?In this episode of Hit Your Numbers, James Bissell sits down with Adam Kay, CRO at GoodFit.io, to unpack why most go-to-market strategies are built backwards, and how that’s killing efficiency, focus and growth.Adam shares hard-earned lessons from scaling VC-backed startups and explains why most revenue leaders still can’t clearly define their ICP. They dive into why throwing more AEs at a revenue problem rarely works, why most signal tools are misused, and how winners build predictable, repeatable engines before trying to scale. If you’re a CRO, VP Sales, founder or AE trying to build pipeline in a crowded, AI-saturated world, this episode will challenge how you think about market mapping, hiring, tooling and focus.This isn’t about adding more tech. It’s about getting the fundamentals right.Follow Adam on LinkedIn: https://www.linkedin.com/in/adam-kay-55559311/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, James Bissell sits down with James Matthews, Chief Commercial Officer at Connectd, to unpack what really happens when sales professionals progress from SDR to leader, and why so many revenue teams struggle when they scale.James Matthews shares candid insights from his journey in venture-backed businesses, explaining why hiring more AEs is not a strategy, why forecasting breaks when fundamentals are weak, and why many revenue leaders cannot properly define their ICP beyond surface-level firmographics.James Bissell and James Matthews explore the chaos that often comes with rapid growth, the pressure from boards and investors, and the dangerous “spreadsheet business” mentality that ignores market reality. They also discuss why AI has not made GTM easier - as most teams are using it incorrectly - and why repeatability and predictability must come before scale.For anyone progressing from SDR to leadership, or currently leading a revenue team under growth pressure, this episode offers a grounded, practical blueprint for building predictable growth without burning out your team, or your forecast.Follow James Matthews on LinkedIn https://www.linkedin.com/in/mrjamesmatthews/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, James Bissell breaks down how to close deals without defaulting to discounts. He shares practical negotiation strategies, live-tested talk tracks, and closing lines that drive outcomes, without giving up your margin.Perfect for SDRs, AEs, and revenue leaders who want to stop bleeding unnecessary discounts and start closing with confidence. If your deals are stalling or you're constantly being told you're "too expensive," this is the episode you need.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Hit Your Numbers podcast, James sits down with seasoned sales leader Chris Muir for a masterclass on how to run deal reviews that actually move the needle. From setting the right cadence and expectations, to avoiding the dreaded “forecast interrogation,” Chris shares real-world insights from 30 years in sales, plus tactical frameworks for making deal reviews a driver of growth, not admin.Follow Chris on LinkedIn: https://www.linkedin.com/in/chrismuir/Check out The Sales Readiness Playbook: https://www.therevenueenabler.com/the-sales-readiness-playbookFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Sales is about inspiring change, and storytelling is your sharpest tool.In this solo episode, James Bissell breaks down exactly how to use his custom-built Storytelling GPT to create customer stories that build trust, reduce risk, and close more deals. From how to introduce a story mid-call to the proven structure that makes your success stories resonate - this is practical, real-world sales enablement, powered by AI.If you’re in a sales role and struggle to articulate customer value, this tool and episode are a must-watch.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode of Hit Your Numbers, James Bissell is joined by Matt Bruce, Founder of Moree, a fast-growing outsourced business development agency. Together, they dive into the reality of building pipeline in 2026, and what too many sales teams are still getting wrong.From lazy tech stacks to the myth of scaling, Matt breaks down why most outbound strategies fail and how his team gets reps back to basics, with powerful results. Expect real talk on pressure, persona strategy, what a good customer profile actually looks like, and why context beats volume every time.Follow Matt on LinkedIn: https://www.linkedin.com/in/matthew-bruce-33b4863/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Too many AEs are labelled “ramped” after 90 days, despite being nowhere near sales ready. In this solo episode, James Bissell breaks down The Sales Readiness Playbook, his new framework for building pipeline-ready reps faster and with less burnout.You’ll hear the 4-part RAMP model, why traditional onboarding is broken, how to certify skill, not just time in seat, and how the best teams are reducing ramp while increasing win rates. Perfect for VPs of Sales, founders, and anyone hiring AEs in 2026.Get the free ebook at TheRevenueEnabler.comFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this fast tactical episode, James Bissell gives you a punchy, proven way to handle one of the most common cold call objections: “Where did you get my number?” Instead of scrambling or falling back on weak answers like “Lusha” or “ZoomInfo,” James shows you how to anchor in value and flip the call back in your favour.This is a must-listen for SDRs and AEs who want to open more conversations and avoid awkward call shutdowns.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, Bill Richards shares what most sales managers get wrong when trying to build a high-performance culture. Drawing from his time scaling Indeed’s operations, Bill dives into the balance between coaching, hiring, and performance management, and how to keep your team on mission without burning them out.Follow Bill on LinkedIn: https://www.linkedin.com/in/wjrichards/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Still not using ChatGPT to run your deals? You're leaving speed, precision, and pipeline coverage on the table.In this solo episode, James Bissell breaks down exactly how Account Executives can use the Projects feature in ChatGPT to streamline pipeline management - from writing follow-ups and prepping demos to scoring deals and building business cases in minutes.Whether you're managing five deals or 50, this episode walks through how to set up your GPT, what templates to load in, and how to get high-quality outputs that actually save time. If you're in mid-market or enterprise SaaS sales, this one will be a game-changer.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, Nick Pegram shares a frontline view into what it actually takes to coach and scale successful B2B sales teams in 2025. From building his first team from scratch at LinkedIn to leading regional growth at LastPass, Nick explains how effective sales coaching starts by coaching the coach.You'll hear how he sets expectations, reviews calls, handles underperformance, and makes coaching a repeatable muscle, not a calendar filler. Perfect for sales leaders, team leads, and founders managing their first reps.Follow Nick on LinkedIn: https://www.linkedin.com/in/1nickpegram/For those who have listened to the episode, you'll have heard that Sam Stewart is an outstanding Account Executive that Nick has had the privilege to lead. Sam's daughter Emmy was diagnosed with ALL (Acute Lymphoblastic Leukaemia) at age 3. She’s now 5yrs old and doing well, and her recovery journey continues mainly due to her phenomenal determination and positive attitude to life. This year Sam and his community have been running marathons across the cities where Emmy received treatment, raising funds for Young Lives vs Cancer, an organisation that’s been instrumental in supporting Emmy and her family.Please visit Emmy’s fundraising page if you’d like to contribute. Yes, it’s already over target, but we believe we can push it to £6,000 before we reach 2026: https://www.justgiving.com/page/beth-stewart-2Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

Too many reps lean on Mutual Action Plans that buyers barely read. In this solo episode, James Bissell shares how to use a Path to Success—a simple framework that keeps deals aligned to value, not just closed dates.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode of Hit Your Numbers, we sit down with Kate Hunt, Regional Director for Enterprise at Multiverse, to explore what it really takes to build and enable champions in your sales process.Kate shares a transparent view into how she navigated one of her most pivotal deals, revealing how initial setbacks were reframed into opportunities. She explains how you can identify a champion early, test their commitment, and avoid the false positive trap that stalls so many pipeline deals.Find and follow Kate on LinkedIn: https://www.linkedin.com/in/kate-hunt1/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode of Hit Your Numbers, we get tactical. James Bissell breaks down five advanced MEDDPICC techniques that top-performing sales reps use to qualify faster, close bigger, and stop deals from stalling. From climbing the metric staircase to winning over economic buyers with precision, this episode is a mini masterclass in executing MEDDPICC properly, not just ticking boxes.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, Jessica Stacpoole, VP of Sales at MVF, shares what it takes to lead cross-functional teams while managing up effectively. From building brand-new product suites to aligning revenue goals across Sales, Product, and Marketing, Jessica walks through the frameworks she uses to keep everything, and everyone, on track.You’ll learn how daily huddles can unlock momentum, why transparent communication upwards is non-negotiable, and how genuine curiosity can shape a high-performing sales culture. If you're navigating internal alignment, exec pressure, or resource battles, this one's for you.Follow Jessica on LinkedIn: https://www.linkedin.com/in/jessicastacpoole/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, James breaks down one of the most overlooked tools in modern B2B sales: the business case. With budgets tighter than ever and more stakeholders involved in decisions, your champion can’t win without the ammo to sell your product internally. James explains how to build a compelling one-pager, how to test your champion's commitment, and how to leverage AI to scale your efforts without losing impact.Perfect for AEs navigating longer sales cycles, mid-market and enterprise sellers, and revenue leaders looking to improve deal velocity and close rates.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, Will Scott, Global Head of Sales at Zendesk, breaks down what sales leadership really means beyond coaching and how self-branding is important in 2025. Will shares how he builds systems that scale performance without burning out his managers. Expect practical insights into scorecards, cadences, deal reviews—and the overlooked impact of leadership clarity.Follow Will on LinkedIn: https://www.linkedin.com/in/wpscott/Learn more about KNOWN: https://willscott.myflodesk.com/knownFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this high-impact episode of Hit Your Numbers, Matthew Terrell sits down with James Bissell, Founder at The Revenue Enabler, to dissect how James radically transformed sales performance as a VP. From banning demos and emails to tripling deal sizes and slashing time to close, James shares the bold moves and frameworks that built real pipeline. If you're a Sales Leader or AE looking to revamp performance and scale effectively, this one is not to be missed.Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, Coralie De Robert shares the frameworks behind her approach to developing and retaining top sales talent. Coralie leads a nine-person team and manages over 600 customers, yet still finds time to deeply understand her people, coach them with intent, and build a performance culture that scales.We dive into her systems for talent assessment, why reps should own their development, and how sales leaders can create a coaching rhythm that doesn't depend on their calendar. From “Breakfast and Learns” to radical feedback, this is a must-listen for managers who want to build high-performing, happy teams that stick around.Follow Coralie De Robert on LinkedIn: https://www.linkedin.com/in/coralie-de-robert-15b4a550/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, James dives into the creation of his AI twin - JamesGPT - a fully trained AI sales assistant built to close knowledge and execution gaps for modern reps. From cold call roleplays to deal reviews and live negotiation coaching, this isn’t just a chatbot—it’s a high-performance sales coach in your pocket.Learn more: https://www.therevenueenabler.com/jamesgptFree Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, we’re joined by Matt Boulton, GTM Director at Perlon AI, for a grounded, no-BS conversation on what AI can actually do to help sales teams build pipeline.Matt cuts through the hype to explain where AI fits in the GTM motion, from research and targeting to execution and follow-up. We explore how reps can use AI to prospect smarter, not lazier, and how leaders can set the right expectations around automation and outcomes.Whether you're testing AI tools or wondering if they’ll replace your SDR team, this episode offers sharp insights to help you navigate the noise and focus on what works.Follow Matt Boulton on LinkedIn: https://www.linkedin.com/in/matthew-boulton/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, James is joined by Elijah Awoke, Founder at SVA Partners, to unpack what AI is actually doing for B2B sales teams, and what’s just hype. Elijah brings a sharp, pragmatic take on how sellers can get value from AI right now, without drowning in tools or buzzwords.We cover how to think about AI as an enabler, not a silver bullet. Elijah shares how reps and managers can use AI to increase productivity, drive better decisions, and focus on high-impact work, while staying grounded in the fundamentals of good selling.If you're leading a sales team, building pipeline, or trying to future-proof your sales org, this conversation is for you.Follow Elijah on LinkedIn: https://www.linkedin.com/in/elijahawoke/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

AI avatars. Voice agents. Sales bots that never sleep. Are salespeople about to be replaced, or just redefined?In this episode, James sits down with Mike Pritchett, serial founder and current CEO of Buzztrail, to explore the rapidly evolving world of AI-powered sales. They dig into what’s working (and what’s not) in real-world deployments, why inbound sales is broken, and how AI avatars are quietly fixing the “book a demo” funnel without killing off human sellers.Follow Mike on LinkedIn: https://www.linkedin.com/in/mike-pritchett/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode, Alastair Doig, CEO & Co-founder of Tiller, unpacks how AI is rewriting the rulebook for cold calls, onboarding, and message relevance. Follow Alastair on LinkedIn: https://www.linkedin.com/in/alastair-doig/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode of Hit Your Numbers, James sits down with Frank Sondors, CEO at Forge, to explore how AI is no longer tomorrow’s tool but today’s force multiplier in sales. With over a decade in software sales and a bold transformation from scaling a 50‑person team to building a largely automated pipeline, Frank brings both experience and vision to the conversation.Follow Frank on LinkedIn: https://www.linkedin.com/in/franksondors/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode of Hit Your Numbers, James sits down with James Smith, SVP at ThoughtSpot, to explore how sales leaders can leapfrog growth by embedding AI across their go-to-market engine.Follow James Smith on LinkedIn: https://www.linkedin.com/in/james-smith-15627941/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this Hit Your Numbers episode, Michael Schirrmacher, SVP of Enterprise at QA, joins James to explore how sales leaders can spearhead meaningful change in today’s go-to-market landscape. Drawing on over a decade of leadership experience, Michael shares how he’s navigated shifting expectations, reorganisations, and the evolving role of sales leadership.Follow Michael on LinkedIn: https://www.linkedin.com/in/michaelschirrmacher/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.

In this episode of Hit Your Numbers, Mike Day, Sales Manager for TAMI joins James to dive deep into how sales leaders can reduce ramp time for newly hired AEs. With no dedicated enablement team at his current company, Mike speaks from experience - explaining how he’s built a process for onboarding, coaching, and equipping reps to succeed quickly.Follow Mike on LinkedIn: https://www.linkedin.com/in/mike-day-65899710a/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.