Hit Your Numbers

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 you are building an SDR function, managing one, or trying to hold onto the people you have already hired, this is the episode to listen to.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Gabe Lullo on LinkedIn: https://www.linkedin.com/in/lullo/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 impact on discount rates almost immediately.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKS:All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with John Hammond on LinkedIn: https://www.linkedin.com/in/highgrowthcloudsalesleader/The Not So Secret CRO blog: https://www.thenotsosecretcro.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 organisations have completely abandoned, why the problem is almost never onboarding, the technology stack, or the data source, why the ICP conversation breaks down in practice even when leaders think they've nailed it, how differentiation only matters if the customer is actually prepared to pay for it, and why the best salespeople aren't magic, they're just really disciplined students of the game.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.#HitYourNumbers #B2BSales #SalesLeadership #StateOfSales #SalesEnablement #RevenueLeadership #GoToMarket #SalesTraining #CRO #SalesStrategyUSEFUL LINKS:All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with John Hammond on LinkedIn: https://www.linkedin.com/in/highgrowthcloudsalesleader/The Not So Secret CRO blog: https://www.thenotsosecretcro.comConnect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 single quarter.If you manage a sales team and your pipeline looks great on the 1st and falls apart by the 30th, this episode is for you.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Victoire De Pontbriand on LinkedIn: https://www.linkedin.com/in/victoire-de-pontbriand-54b02526/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/#HitYourNumbers #B2BSales #SalesLeadership #Forecasting #SalesManagement #PipelineManagement #MEDDPICC #SalesEnablement #RevenueLeadership #GoToMarket

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 of several successful exits, and now works with founder-led companies to help them grow revenue more sustainably. He knows exactly where the money gets left on the table, and why.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.Connect with Simon Watson on LinkedIn: https://www.linkedin.com/in/simonwatson13/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.com

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 sector, the SDR/AE pod structure Simon runs, what the weekly cadence looks like, and why prep is everything, why generating fewer but better-quality opportunities is the right move, and why most teams resist it, and the ICE methodology: intentional, consistent, execute.If you lead SDRs, manage AEs, or you're trying to fix your pipeline problem without just throwing more activity at it, this is the episode for you.Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.USEFUL LINKSAll episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcastThe Revenue Enabler website: https://www.therevenueenabler.comConnect with Simon Edmunds on LinkedIn: https://www.linkedin.com/in/simon-edmunds/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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/