Hit Your Numbers

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...

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...

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 witho...

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:...

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 per...

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, an...

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/jamesgpt Free Sales Resources: →...

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 exp...

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 inc...

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 quiet...

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...

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: http...

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...

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.lin...

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/i...

In this Mastery Monday session, James breaks down the critical art of champion strategy, especially for reps realising too late in the quarter that their “champion” can’t drive the deal. This episode explores what defines a true champion: a person who has a vested interest in your success, power and influence in the organisation, and who actively sells for you internally. It reveals the “false cha...

In this episode of Hit Your Numbers, recruitment expert Luke Bartram joins James to explore how scaling companies can attract and convert top-tier sales, SDR, and CS talent in today’s saturated hiring landscape. The conversation breaks down why traditional hiring methods no longer cut it - especially when candidates are cautious, inboxes are flooded, and employer brands often fall flat. Luke expla...

In this episode of Hit Your Numbers, we dive into a truth most sales reps miss: your deals aren’t stalling because of price or product - they’re stalling because your buyer’s afraid. Scared buyers don’t say no. They delay, second-guess, and eventually ghost you. In today’s episode, we unpack how to spot and overcome buyer indecision, before it kills your quarter. Free Sales Resources: → Do you nee...