Hit Your Numbers

In this episode, James sits down with Jon Billett, author of Story Quadrant and ex-Salesforce enabler, to unpack how stories help sellers stand out in crowded markets. They explore why differentiation often fails, and how strong narrative hooks fix that. A former tech seller, solution engineer, and enablement thought leader, Jon created the worldwide storytelling program for Salesforce and now par...

In this episode of Hit Your Numbers , Matthew Terrell and James Bissell explore the critical link between having a champion and building a compelling business case. With 78% of sellers missing quota and only 14% driving most of the revenue, James explains why champions on the buyer's side need robust evidence to gain internal approval. With an average of 11 stakeholders involved in buying decision...

Join James Bissell in a powerhouse session with Andy Aveyard, Senior Sales Leader at Zoom, as they tackle what it takes to consistently close big deals. From Andy’s early days scaling collaboration software across EMEA to steering mid-market teams through explosive growth, this episode dives deep into enabling champions, multithreading contacts, and leveraging tools with intention. Follow Andy: ht...

In Part 2 of this standout conversation, James Bissell and Richard Washington go deeper on what separates good hires from great ones—and why most companies are looking in the wrong places. Richard introduces the Multiplier Matrix: a simple framework that categorises hires as subtractors, adders, dividers, or multipliers, based on four core behaviours—collaboration, ownership, resourcefulness, and...

In this episode of Hit Your Numbers , James Bissell and Matthew Terrell dive into a powerful but underused sales technique: competition trap setting. Instead of badmouthing rivals or pushing prospects, James explains how elite sellers guide buyers to uncover risks in competing solutions themselves - shifting you from vendor to trusted advisor. Drawing on lessons from the new course in the Sales Un...

In Part 1 of this powerful conversation, James Bissell is joined by Richard Washington – founder of Tick Talent and host of What Makes You Tick Podcast, and one of the most experienced sales hiring leaders in tech – to explore what most companies still get wrong about recruitment. From why sales leaders need to stop treating interviews like interrogations, to how building trust in the hiring proce...

In this episode of Hit Your Numbers , hosts Matthew Terrell and James Bissell (Founder, The Revenue Enabler) break down why most prospecting issues are actually leadership and enablement issues in disguise. They discuss the dangers of vague playbooks, poor coaching cultures, and relying on 10-year-old tactics in a 2025 world. Free Sales Resources: → Do you need more pipeline? → Is your win rate to...

Welcome to the first episode of Hit Your Numbers – the podcast for sellers serious about hitting quota. Hosts Matthew Terrell (CMO) and James Bissell (Founder of The Revenue Enabler) share their backstories, why this podcast exists, and the real sales problem no one's fixing: skill gaps. From knocking doors on £0 commission to leading explosive ARR growth, James reveals what’s broken in B2B sales...