Hit Your Numbers

If your forecast is built on deals that should have been gone months ago, it isn't a forecast. It's a wish. In this episode of Hit Your Numbers, James Bissell sits down with Lindsay Rios to unpack why most forecasts fall apart, and the habits that fix them. They get into why qualifying out is the fastest route to an honest pipeline, the three things that quietly wreck a forecast, why exit...

How do you hire sellers that take full ownership of their number? Sean Malkin leads the enterprise sales team at RTB House. He has spent about 12 years in ad tech and built out four different teams, and he's now hiring for 2027. When Sean joined RTB House 18 months ago, he sat down with the MD and looked at what had gone wrong in the past. The pattern was sellers from really great companies, b...

The best salespeople don't rely on motivation. They build systems that make winning the day almost automatic. In his third appearance on Hit Your Numbers, Mark Burrett joins James Bissell for an honest conversation about the habits behind consistent performance, and then something most sales content never touches, what to actually do with the money once you've earned it. Steal one habit an...

Most sellers try to win complex deals over video calls with one or two contacts. The best ones get everyone in a room. In this episode of Hit Your Numbers, James Bissell sits down with Laura McDonald, who spent seven years selling one of the most complex, multi-threaded products in the noisy AI analytics space at ThoughtSpot, and just closed on 305% of her annual number. Laura breaks down how she...

Gabe Lullo's team has run 4,800 cold calling campaigns across 1,600 B2B companies. If anyone has earned the right to teach cold calling, it's him. In this episode of Hit Your Numbers, James Bissell gets Gabe back for a full masterclass on how the top 1% actually book meetings. They cover the anatomy of a great cold call, why you have to sound like your buyer, the questions that earn instan...

Less than 11% of businesses have truly deployed AI. Most have handed everyone a ChatGPT licence and called it a strategy. In this episode of Hit Your Numbers, James Bissell sits down with Matt Bruce, founder of Moree, to unpack where AI genuinely moves the needle in sales today, and where teams are wasting their time. They get into pipeline inspection, forecasting accuracy, the intelligence layer...

Jake Newbury gets pitched more than his own customers do. And nearly every pitch opens with 15 minutes of what could go wrong if he doesn't buy. He already knows the risk. So does your buyer. This episode is about what to do instead. 🔒 THIS IS THE FREE EDITION. The full conversation between Jake Newbury and James Bissell is available on our members platform, free to join, alongside a full sales c...

If your discovery calls create activity but no momentum, this episode is the reset. Most reps leave discovery with a list of things the buyer wants and a pipeline full of deals that were never real. This is the Free Edition. The full, unedited conversation between Kevin "KD" Dorsey and James Bissell lives in Behind Closed Doors, our members-only content, where you can watch the complete recording...

Motivation runs out. Systems don't. And the sellers and leaders who win aren't the most motivated, they're the most consistent. James Bissell is joined again by Mark Burrett, Growth Director at HubWorx and a former personal trainer, for a conversation you won't find much of online: how holistic health and hard-won discipline underpin everything in a high-pressure go-to-market role. Mark completed...

Open your CRM, pick any account, and ask why that company needs to meet with you now. If the answer is silence, that's exactly why you can't build enough pipeline. This episode gives you the framework that fixes it. James Bissell is joined by Frances Ingham, Head of Sales Development for EMEA at Vimeo, where she grew qualified leads by 59% over five years. With 20 years across every seat in go-to-...

The best sales leaders build teams that eventually don't need them. Most build teams that can't function without them. In this second appearance on the podcast, James Bissell sits down again with Nick Pegram, now Enterprise Sales and GTM Lead for EMEA at Workera. Together they get into the AE playbook and coaching shift for elite sellers, why strategy is worthless without the capability to execute...

Everyone has the same AI now. Which means everyone's outbound is starting to sound exactly the same. So how do you actually stand out? In this episode, James Bissell is joined by two of The Revenue Enabler team, Emma Paton (Helt) and Salva Jimenez, who turn the tables and put the questions to James. The theme: AI slop versus human selling, and why leaning into the human side of the job is becoming...

The trait that makes or breaks a sales team is the one almost nobody hires for. And the fifteen minutes that separate an average deal from a won one is the bit most reps skip. This week on Hit Your Numbers, we're handing over to Field Notes, the podcast from James Bissell and Richard Washington covering what they're seeing in the go-to-market world that week. Two topics, straight from the field. I...

Scaling an enterprise sales team isn't about beanbags, ping pong, or the latest tool. In this episode, James Bissell sits down with Chris Colley, VP of Global Sales at Attest, to break down what actually holds up when you scale: a culture built on learning, a clear hiring bar, coaching that happens on the job, and a prospecting engine that still works in the age of AI. KEY THEMES - Sales culture b...

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...

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 f...

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 #RevenueLeadershi...

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 #SalesStrategy All episodes, Hit...

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 #Re...

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...

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/podcast The Revenue Enabler website: https://www.th...

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...

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.th...

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/downloads USEFUL LINKS All episodes, H...

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/podcast The Revenue Enabler website: https:/...