Hit Your Numbers

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 Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKSListen on Spotify: https://open.spotify.com/show/0LGaKvY7xejLbk4EeW5hmZListen on Apple Podcasts: https://podcasts.apple.com/us/podcast/hit-your-numbers/id1824476519All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Emma Paton on LinkedIn: https://www.linkedin.com/in/emmabpaton/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 Management at G2, and Jessica Stacpoole, VP of Sales at MVF.These are three people who have hired, built, and led high-performing teams.In this episode, they break down what they genuinely look for, how they assess it, and why most managers are measuring the wrong things.What's covered in this episode:Why curiosity is the single most important trait in a sales hire, and how to spot it in an interview. The "dog with the bone" mentality that separates average reps from elite ones. The Greek concept of Meraki and why salespeople who work this way never get Sunday night blues. How to run a structured talent assessment using a self-scoring framework. Why context is the most underused tool when influencing internally or closing externally.If you're building a team, hiring your next rep, or trying to understand what's holding your current one back, this episode is worth your time.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKS:Listen on Spotify: https://open.spotify.com/show/0LGaKvY7xejLbk4EeW5hmZListen on Apple Podcasts: https://podcasts.apple.com/us/podcast/hit-your-numbers/id1824476519All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Kate Hunt on LinkedIn: https://www.linkedin.com/in/kate-hunt1/Connect with Coralie De Robert on LinkedIn: https://www.linkedin.com/in/coralie-de-robert-15b4a550/Connect with Jessica Stacpoole on LinkedIn: https://www.linkedin.com/in/jessicastacpoole/

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 2025, and how leading sales organisations are using AI agents to increase productivity without increasing headcount. This episode breaks down where AI should replace admin, where it should enhance performance, and why it should never replace human relationships in sales.If you're a sales leader, SDR, AE, CRO or founder trying to understand how AI fits into your go-to-market strategy, this conversation gives you practical insight, not hype.

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 still can’t clearly define their ICP. They dive into why throwing more AEs at a revenue problem rarely works, why most signal tools are misused, and how winners build predictable, repeatable engines before trying to scale. If you’re a CRO, VP Sales, founder or AE trying to build pipeline in a crowded, AI-saturated world, this episode will challenge how you think about market mapping, hiring, tooling and focus.This isn’t about adding more tech. It’s about getting the fundamentals right.Follow Adam on LinkedIn: https://www.linkedin.com/in/adam-kay-55559311/

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 constantly being told you're "too expensive," this is the episode you need.

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 growth, not admin.Follow Chris on LinkedIn: https://www.linkedin.com/in/chrismuir/Check out The Sales Readiness Playbook: https://www.therevenueenabler.com/the-sales-readiness-playbook

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 enablement, powered by AI.If you’re in a sales role and struggle to articulate customer value, this tool and episode are a must-watch.

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 to basics, with powerful results. Expect real talk on pressure, persona strategy, what a good customer profile actually looks like, and why context beats volume every time.Follow Matt on LinkedIn: https://www.linkedin.com/in/matthew-bruce-33b4863/