Hit Your Numbers

In this episode of Hit Your Numbers, we sit down with Jonny Coleman, Global Head of Sales at First AML, to explore what separates great sales leaders from the rest. Drawing from over 16 years in complex B2B sales environments, Johnny shares how to transform one‑on‑one meetings into high‑impact development sessions, not pipeline checklists. Follow Jonny on LinkedIn: https://www.linkedin.com/in/digi...

Access your 7-Day Free Trial of the Sales University today. In this practical episode of Hit Your Numbers , we challenge the way most discovery calls go wrong—and teach you how to fix it fast. Instead of launching into product features, learn to structure your 30-minute discovery call into three power-packed ten-minute buckets. Free Sales Resources: → Do you need more pipeline? → Is your win rate...

In this packed episode of Hit Your Numbers , we open with two huge updates: new Sales University membership tiers - Learn, Develop, and Master - tailored to sharpen core B2B sales skills, and an upcoming Discovery Masterclass on 18 September . Spaces are limited, so head to the Learning Hub at the-revenue-enabler.com to sign up. Plus we now have 7-Day Free Trials for the Sales University. James is...

Get your 7-day free trial for the Sales University. Ready to turn your demos from checkbox exercises into high-impact conversations? In this no-fluff episode of Hit Your Numbers , we break down three demo mistakes - forgotten discovery and lack of stories - and show you how to fix them. Free Sales Resources: → Do you need more pipeline? → Is your win rate too low? → Do you need to close bigger dea...

Tired of figuring out B2B sales on your own? You’re not alone, and now there’s a better way. In this episode, we introduce the Sales University free trial , featuring 400+ bite-sized lessons across 12 targeted courses - from cold prospecting and demo mastery to building business cases and implementing MEDDPICC. Get coached one-to-one or in groups, use AI tools to analyze your calls, and join live...

In this episode of Mastery Monday , James breaks down what actually makes a cold email land. You’ll learn how to write emails that get opened, get read, and get responses. He covers subject line styles that drive curiosity, when to hit send for max attention, and a proven first email framework that’s generating double-digit reply rates. Free Sales Resources: → Do you need more pipeline? → Is your...

This week on Hit Your Numbers, James sits down with Adam Weekes, Head of Business Development at Core to Cloud who was ranked among the top 100 sales influencers, to unpack how to run demos that deliver real results. Drawing on deep experience in previous roles, Adam shares game‑changing tips: from avoiding feature dumps to aligning with stakeholders pre‑demo. Follow Adam on LinkedIn: https://www....

Too many reps are working too many accounts, and it’s tanking their pipeline. In this Mastery Monday episode, James breaks down how to simplify your account strategy, work smarter, and build more relevance into your outbound. 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 th...

Sales and Customer Success often feel like two teams speaking different languages, but James and Luke broke it down in real, no-fluff terms. They dig into why the disconnect isn’t just a people problem, it starts at product and filters all the way through Marketing, Sales, and CS. Watch the original recording: https://www.youtube.com/watch?v=gZ8kiZPqHxE Follow Luke on LinkedIn: https://www.linkedi...

Ghosting kills momentum, crushes motivation, and clogs your pipeline. In this episode of Mastery Monday , James unpacks exactly why it happens and gives you a practical system to stop it. You’ll learn why buyers disappear after positive calls, how to spot ghosting signals early, and how to give prospects a clear way out so you can qualify fast and sell smarter. James also shares his proven “Go / N...

In this episode, James is joined by Matt, The Revenue Enabler’s CMO, to find out what sellers are really asking AI, and whether the advice stacks up. They go through the most common B2B sales questions sellers are asking ChatGPT right now, from “How do I find qualified leads?” to “What’s a good voicemail?” and unpack where AI helps, where it fails, and what to do instead. You’ll learn how to promp...

Welcome back to Hit Your Numbers . In this episode, James sits down with Jake Newbury, Head of Sales at SEP2 with nearly a decade of experience scaling from six early-stage reps to leading a team of 25 across sales and marketing. Jake shares how SEP2 built a culture rooted in honesty, passion and a commitment to doing good, and how that has driven industry-leading results. You’ll hear the structur...

In this episode of Mastery Monday , we dive into one of the most overlooked levers for increasing win rates: building a business case that actually helps your champion sell internally. With finance and procurement teams getting involved earlier and more often, reps who rely on bullet-point pricing or bloated pitch decks are stalling deals before they even get off the ground. Free Sales Resources:...

In this episode, Matthew and James go deep on pitch decks - why they still matter in 2025 and how to build one that actually helps you sell. You’ll learn five key slides that set up a problem, reveal the real root cause, paint a better future, explain your unique solution, and close with proof. Ideal for SDRs, AEs, and sales leaders looking for practical, immediately actionable tips on building pi...

In this bonus episode of Hit Your Numbers , James Bissell unveils what’s coming in his Cold Calling Masterclass on 14 August 2025. This isn’t theory—he breaks down the exact script and playbook his last team used to grow from 6 to 60 meetings a month in under 45 days. You’ll hear what reps get wrong, why “tone isn’t everything,” and how data, storytelling, and objection handling separate average f...

In this episode of Hit Your Numbers , James Bissell and host Matt Terrell dive into James’s journey from struggling SDR to VP of Sales and founder of Revenue Enabler. He shares how he took his team from six to sixty meetings a month through relentless cold‑call practice, banning early demos, and building discovery-first discipline. James also reveals the exact approach that shrank deal cycles by 6...

Struggling to kickstart your pipeline in today’s noisy market? In this inaugural episode of Mastery Monday , James Bissell dives deep into cold calling - a skill that still drives up to 70% of pipeline, yet remains underdeveloped. Follow the step-by-step tactics to reverse-engineer your targets, block out distractions, and commit to a daily challenge - then use research and prep to slash the numbe...

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...