Hit Your Numbers

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 half the job.KEY THEMES- Where are we winning, why are we winning, and how are we winning: the questions that started the rebuild- Analysing over 1,800 closed lost deals from the previous two years using AI and sales ops- Matching the data against Gartner and the Forrester Wave to plot the ideal customer profile- Why taking ICP priority one opportunities to AEs drives more engagement and cleaner deals- How 85% of opportunities now sit inside the ICP across commercial and enterprise- The HR headcount signal that drove 50% win rates and why the classic ICP definition isn't enough- Moving from a list of 500 accounts to the best 50 using ICP and intent signals- Why you have to get the persona and the message right, above the line, on the line, and below the lineMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT SIMON- Guest: Simon Edmunds, Senior Manager at BeyondTrust- LinkedIn: https://www.linkedin.com/in/simon-edmunds/

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 fast.KEY THEMES- Why using AI to avoid calls, conversations, and relationships is a mistake that shows up in next quarter's numbers- The difference between using AI for admin so you can sell more, and using it to sell less- Why "let me ChatGPT that for you" is the new "let me Google that for you"- The rabbit hole trap: how AI convinces you that you can build a rocket step by step, and why salespeople who aren't coders should be careful- How James built James GPT, an AI twin trained on MEDDIC and The Champion Playbook that coaches him out loud before an economic buyer meetingMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT MIKE- Guest: Mike Pritchett- LinkedIn: https://www.linkedin.com/in/mike-pritchett/

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 #RevenueLeadership #GoToMarketWatch on YouTube: https://www.youtube.com/@fieldnotespodcastHit Your Numbers, all episodes: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 #SalesStrategyAll episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 #RevenueLeadership #SalesStrategyAll episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comDownload the Sales Readiness Playbook: https://www.therevenueenabler.com/downloadsConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 #AIinSalesListen