Hit Your Numbers

Most sellers try to win complex deals over video calls with one or two contacts. The best ones get everyone in a room.In this episode of Hit Your Numbers, James Bissell sits down with Laura McDonald, who spent seven years selling one of the most complex, multi-threaded products in the noisy AI analytics space at ThoughtSpot, and just closed on 305% of her annual number.Laura breaks down how she uses onsite workshops to read the politics in the room, qualify her real champion, and build the cross-functional consensus that moves big deals forward. You'll get two real examples, one that closed and one that showed her early it never would, plus her exact playbook for planning the session, running the room and mapping the power base behind the org chart.If you sell into committees and your deals keep stalling, this is the edge. Steal one idea and use it on your next deal.JOIN BEHIND CLOSED DOORS (FREE)We hold some of the best bits back for members. The full interview, plus free courses on discovery, demos, cold calling and more, lives in our members area. It's completely free to join: https://learn.therevenueenabler.com/join?invitation_token=6f06d808423fed4f1419011bf64fe55dea1a6530-29b980f5-f825-4e5f-9867-3efc524f7276KEY THEMESWhy in-person workshops reveal the politics video calls hideQualifying your real champion, not just your nicest contactPushing for the onsite early as a gate in your processOne-to-ones before the room so nothing surprises youGiving every stakeholder a role and a moment to speakThe org chart versus the invisible power baseMORE ABOUT JAMESLinkedIn: https://www.linkedin.com/in/james-bissell1/Website: https://www.therevenueenabler.comMORE ABOUT LAURALinkedIn: https://www.linkedin.com/in/laura-mcdonald-79b814130/New episodes every week on YouTube, Spotify and Apple Podcasts. Subscribe so you don't miss the next one.#sales #salestips #salestraining #b2bsales #salesleadership #enterprisesales #salescoaching #closing #saassales #dealstrategy #multithreading #consensusselling #meddpicc #hityournumbers #salespodcast

Gabe Lullo's team has run 4,800 cold calling campaigns across 1,600 B2B companies. If anyone has earned the right to teach cold calling, it's him.In this episode of Hit Your Numbers, James Bissell gets Gabe back for a full masterclass on how the top 1% actually book meetings. They cover the anatomy of a great cold call, why you have to sound like your buyer, the questions that earn instant credibility, and a brilliant way to close the call by selling a subject matter expert.They also tackle the classics: the "three things" trap, "send me an email", and "we're already doing this with someone else".James said he finished this one so fired up he wanted to fly to the US and spend a day cold calling with Gabe's team. Steal one idea and use it on your next call.JOIN BEHIND CLOSED DOORS (FREE)We hold some of the best bits back. The full interview, where Gabe shares the real secrets behind their recipe, plus free courses on cold calling, outbound email, discovery and more, lives in our members area. It's completely free to join: https://learn.therevenueenabler.com/join?invitation_token=6f06d808423fed4f1419011bf64fe55dea1a6530-29b980f5-f825-4e5f-9867-3efc524f7276KEY THEMESWhy nobody is really "sales-resistant"Sounding like your buyer, not like a scriptThe who, how, what order most teams get backwardsLeading questions that build credibility fastSelling the expert to kill no-showsTaking list building off your SDRs so they can sellMORE ABOUT JAMESJames Bissell, two times VP of Sales and founder of The Revenue Enabler.LinkedIn: https://www.linkedin.com/in/james-bissell1/Website: https://www.therevenueenabler.comMORE ABOUT GABEGabe Lullo, CEO of Alleyoop, running cold calling and prospecting at scale for B2B teams.LinkedIn: https://www.linkedin.com/in/lullo/New episodes every week on YouTube, Spotify and Apple Podcasts. Subscribe so you don't miss the next one.#coldcalling #sdr #outbound #salesprospecting #b2bsales #salesdevelopment #coldcall #saassales #salestraining #objectionhandling #salestips #bookmoremeetings #gtm #hityournumbers #salespodcast

Less than 11% of businesses have truly deployed AI. Most have handed everyone a ChatGPT licence and called it a strategy.In this episode of Hit Your Numbers, James Bissell sits down with Matt Bruce, founder of Moree, to unpack where AI genuinely moves the needle in sales today, and where teams are wasting their time.They get into pipeline inspection, forecasting accuracy, the intelligence layer every business needs before it automates anything, and the quick wins that hand hours back to your reps and leaders every single week.If your forecast is guesswork and your reps are drowning in manual CRM admin, this one is for you. Steal one idea and put it to work this week.JOIN BEHIND CLOSED DOORS (FREE)We don't release the full interview here. The extra large version, plus free cold call, discovery, demo, business case and sales leadership training, lives in our members area. It's completely free to join: https://learn.therevenueenabler.com/join?invitation_token=6f06d808423fed4f1419011bf64fe55dea1a6530-29b980f5-f825-4e5f-9867-3efc524f7276KEY THEMESWhy an AI licence is not an AI strategyGetting forecasting consistent before you automate itFixing data capture so it's "one version of the truth"Using AI as a guided selling system, not a Thursday deal reviewBuilding the intelligence layer that makes AI write and think like youAuditing manual work to find the hours hiding in your weekMORE ABOUT JAMESJames Bissell, two times VP of Sales and founder of The Revenue Enabler.LinkedIn: https://www.linkedin.com/in/james-bissell1/Website: https://www.therevenueenabler.comMORE ABOUT MATTMatt Bruce, founder of Moree, helping companies drive pipeline and revenue with AI.LinkedIn: https://www.linkedin.com/in/matthew-bruce-33b4863/https://moree.io/New episodes every week on YouTube, Spotify and Apple Podcasts. Subscribe so you don't miss the next one.#salesAI #forecasting #pipelinemanagement #b2bsales #salesleadership #revenueoperations #saassales #salesenablement #aiinsales #salesprocess #gtm #hityournumbers #salespodcast #crm #salescoaching

Jake Newbury gets pitched more than his own customers do. And nearly every pitch opens with 15 minutes of what could go wrong if he doesn't buy. He already knows the risk. So does your buyer. This episode is about what to do instead.🔒 THIS IS THE FREE EDITION. The full conversation between Jake Newbury and James Bissell is available on our members platform, free to join, alongside a full sales course and a library of sales resources. Create your free account to unlock the complete episode: https://learn.therevenueenabler.com/join?invitation_token=6f06d808423fed4f1419011bf64fe55dea1a6530-29b980f5-f825-4e5f-9867-3efc524f7276Jake Newbury is Head of Sales at SEP2, a UK cybersecurity managed security services provider. He started as a cold caller in his parents' loft nearly 10 years ago and now runs the sales and marketing functions across a 100-plus person business, with a sales team of 25. In his second appearance on the podcast, he and James Bissell get into value engineering: finding what the buyer's business is trying to achieve, what the champion wants personally, and showing them how you get them there.It's a tactical, honest conversation about selling outcomes over fear, and building a business case the CFO can't say no to.KEY THEMES- Why FUD selling is lazy, and what to replace it with- Value engineering: business outcomes over features and fear- How cybersecurity can drive revenue, not just reduce risk- Why you get delegated to the person you sound most like- Enabling your champion to speak the CFO's language- Honesty and authority: putting the PO date on the table early- Why being willing to walk away wins more enterprise deals- The two-word response that gets buyers trashing their current tool- Connecting every capability back to a business outcome to rig the game- How AI search is changing how buyers find vendorsMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT JAKE- Guest: Jake Newbury, Head of Sales at SEP2- LinkedIn: https://www.linkedin.com/in/jakenewbury/

If your discovery calls create activity but no momentum, this episode is the reset. Most reps leave discovery with a list of things the buyer wants and a pipeline full of deals that were never real.This is the Free Edition. The full, unedited conversation between Kevin "KD" Dorsey and James Bissell lives in Behind Closed Doors, our members-only content, where you can watch the complete recording and hear every question and answer in full. Create a free account to unlock it: https://learn.therevenueenabler.com/join?invitation_token=fb0b994baab003bc6b714ffbc3282b9a73e129b4-1c9c314c-2a97-4fdf-bffb-535222cdd806Kevin "KD" Dorsey has built startup sales teams for 16 years, trained Snowflake, HubSpot, Atlassian, and Databricks, and unusually for a trainer, still does the job. He joins James Bissell to break down the three mistakes that inflate pipeline and kill deals: asking questions you could have Googled, confusing qualification with discovery, and collecting wants instead of getting problem agreement.They go deep on KD's bucket question, how to make it safe for a buyer to admit the problem, and how tonality makes it land as a poll rather than a trap. Plus how to turn a stated want into a lack, why you should make the status quo undesirable instead of pain-selling, and how to earn the next step with a "might make sense" agreement.If you want discovery that produces urgency, clarity, and a clean next step, start here.In this episode:- The three discovery mistakes that inflate pipeline and kill deals- Why qualification is not discovery, and the difference that matters- Turning a stated want into a lack to reach problem agreement- Make the status quo undesirable, and why pain-selling backfires- The bucket question and the psychology that makes buyers open up- Tonality: landing a question as a poll, not a trap- Suggestive leads and showing you know the buyer's world- Using AI to build a discovery hypothesis, and why customers come first- The six things to capture before earning a next step- Selling through questions and the "so that" frameworkGet free access to the full Behind Closed Doors recording: https://learn.therevenueenabler.com/join?invitation_token=fb0b994baab003bc6b714ffbc3282b9a73e129b4-1c9c314c-2a97-4fdf-bffb-535222cdd806Connect with Kevin "KD" Dorsey on LinkedIn: https://www.linkedin.com/in/kddorsey3/Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Hit Your Numbers, all episodes: https://www.therevenueenabler.com/podcast

Motivation runs out. Systems don't. And the sellers and leaders who win aren't the most motivated, they're the most consistent.James Bissell is joined again by Mark Burrett, Growth Director at HubWorx and a former personal trainer, for a conversation you won't find much of online: how holistic health and hard-won discipline underpin everything in a high-pressure go-to-market role. Mark completed an Ironman seven months after major surgery, and the biggest lesson wasn't fitness, it was the compound effect of showing up every single day.Together they get into what a genuinely productive day looks like, why winning the morning sets the tone, and how to define the non-negotiables that actually move the needle. Mark shares why burnout only ever gets discussed at the point of burnout, and what leaders should do to get ahead of it. And they dig into the systems both use to stay consistent, from the Win the Day planner to time-blocking, to building a holistic health plan inside Claude.If you're carrying a number and running on empty, this one is worth your time.KEY THEMES- Why consistency beats motivation every time- Defining your non-negotiables and winning the morning- The Win the Day planner and breaking down the big number- Going into the gym, and the day, with a plan- The compound effect: small habits that make you a weapon- Why burnout is only discussed at the point of burnout- Building preventative wellbeing pillars as a leader- The four pillars: physical, mental, social, and financial health- You become the people you spend your time with- Using AI to build a personalised holistic health plan- Hiring on attitude over experienceMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT MARK- Guest: Mark Burrett, Growth Director at HubWorx- LinkedIn: https://www.linkedin.com/in/markburretthubworx/

Open your CRM, pick any account, and ask why that company needs to meet with you now. If the answer is silence, that's exactly why you can't build enough pipeline. This episode gives you the framework that fixes it.James Bissell is joined by Frances Ingham, Head of Sales Development for EMEA at Vimeo, where she grew qualified leads by 59% over five years. With 20 years across every seat in go-to-market, Frances makes the case that relevance, not volume, is what cuts through in this market, and that most teams have automated their way out of actually thinking.If your pipeline is thin and your outreach is getting ignored, this is the episode to fix it.KEY THEMES- Why POV and account hypothesis are different, and how to use both- Customer-specific value versus generic value- The what is, what does, what means, why matters model- Make me money, save me money, save me time: the only three reasons companies buy- Using signals and intent data to build a specific hypothesis- Why 99% of sellers need an automation detox- Relevance and personalisation over volume and cadence- Why sequences kill critical thinking and grit- The PRI framework: problem, root cause, impact- Why "why does this account need to meet us now?" belongs in your CRMMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT FRANCES- Guest: Frances Ingham, Head of Sales Development, EMEA at Vimeo- LinkedIn: https://www.linkedin.com/in/francesinghamrevenueleader/

The best sales leaders build teams that eventually don't need them. Most build teams that can't function without them.In this second appearance on the podcast, James Bissell sits down again with Nick Pegram, now Enterprise Sales and GTM Lead for EMEA at Workera. Together they get into the AE playbook and coaching shift for elite sellers, why strategy is worthless without the capability to execute it, and the retire-yourself mindset that separates genuine leaders from bottlenecks.If you lead a team, or you're stepping into your first leadership role, this one is essential listening.KEY THEMES- The three layers: strategy, operating cadence, and coaching- Why strategy fails without the capability to execute it- Simple scorecards over data-heavy QBRs- Drive the Five and the zero-one-two scoring model- Gated exit criteria that lifted win rate 75%- The retire-yourself coaching mindset- Why the team's performance is a reflection of your leadership- Servant leadership, curiosity, and coaching with vulnerability- Building a skills database to audit, coach, and hire- Equal business stature and the power of saying no- Win the Day: small repeatable discipline over big goalsDownload the Proficiency Plans: https://www.therevenueenabler.com/downloads/proficiency-plansMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT NICK- Guest: Nick Pegram, Enterprise Sales and GTM Lead, EMEA at Workera- LinkedIn: https://www.linkedin.com/in/1nickpegram/- Watch Nick's first episode, Coaching the Coaches: https://www.therevenueenabler.com/videos/coaching-the-coaches