Hit Your Numbers

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/podcast The Revenue Enabler website: https://www.therevenueenabler.com Connect with Sal...

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 yo...

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 imp...

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 org...

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...

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...

James Bissell is joined by Mark Burrett, Growth Director at HubWorx 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 per month, cold email templates, video...

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 secto...

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 Revenu...

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...

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 20...

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 s...

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 wh...

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 co...

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 grow...

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 enab...

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...

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 reduci...

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...

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 Resour...

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 deal...

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...

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...

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,...

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 Res...