Hit Your Numbers

By James Bissell

Brought to you by The Revenue Enabler, this show delivers practical tips, proven tactics, and honest takes on how to book more meetings, close more deals, and build a career you're

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FAQs about Hit Your Numbers:

How many episodes does Hit Your Numbers have?

The podcast currently has 88 episodes available.

Hit Your Numbers episodes:

August 10, 2026 Hiring for Collaboration and Why Sales Prep Is a Lost Art (Field Notes Takeover)
The trait that makes or breaks a sales team is the one almost nobody hires for. And the fifteen minutes that separate an average deal from a won one is the bit most reps skip.

This week on Hit Your Numbers, we're handing over to Field Notes, the podcast from James Bissell and Richard Washington covering what they're seeing in the go-to-market world that week. Two topics, straight from the field.

If you hire, coach, or carry a number, this one is packed with things you can use this week.

Subscribe to Field Notes wherever you get your podcasts.

KEY THEMES

- Collaboration as a hiring criteria
- Why 89% of mishires are attitude, not skill
- Compliant vs cooperative vs collaborative culture
- Assessing candidates by treating hiring as a sales process
- Defining core behaviours and anti-values before you hire
- Just-in-time coaching and the pre-call plan
- Using AI to prep and scenario plan a deal
- Known problems vs root cause in discovery
- Financial storytelling to build buyer confidence
- Why saying no to a deal wins respect

MORE ABOUT JAMES

- Host: James Bissell, founder of The Revenue Enabler
- LinkedIn: https://www.linkedin.com/in/james-bissell1/
- Website: https://www.therevenueenabler.com

MORE ABOUT RICH

- Host: Richard Washington
- LinkedIn: https://www.linkedin.com/in/richwash/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
35min
August 03, 2026 How to Scale an Enterprise Sales Organisation
Scaling an enterprise sales team isn't about beanbags, ping pong, or the latest tool.

In this episode, James Bissell sits down with Chris Colley, VP of Global Sales at Attest, to break down what actually holds up when you scale: a culture built on learning, a clear hiring bar, coaching that happens on the job, and a prospecting engine that still works in the age of AI.

KEY THEMES

- Sales culture built on learning and psychological safety, not perks
- Mastery Monday: turning team meetings into enablement sessions
- Enterprise AE hiring: motivation, self-sourced pipeline, handling complexity
- Managing out the wrong hire early and avoiding surprise exits
- Micro promotions as a talent attraction and retention strategy
- Using MEDDIC to run deal reviews, not as a checkbox exercise
- Sales call prep and why it separates good AEs from great ones
- Discounting vs deal construction in enterprise negotiation
- Why outbound prospecting isn't dead and AE-led prospecting wins
- PG Tuesdays: dedicating a full day to pipeline generation
- How AI will reshape the AE role and why context is everything

MORE ABOUT JAMES

- Host: James Bissell, founder of The Revenue Enabler
- LinkedIn: https://www.linkedin.com/in/james-bissell1/
- Website: https://www.therevenueenabler.com

MORE ABOUT CHRIS

- Guest: Christopher Colley, VP of Global Sales at Attest
- LinkedIn: https://www.linkedin.com/in/chriscol/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
56min
July 27, 2026 How do you actually build a winning ICP?
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 line

MORE ABOUT JAMES

- Host: James Bissell, founder of The Revenue Enabler
- LinkedIn: https://www.linkedin.com/in/james-bissell1/
- Website: https://www.therevenueenabler.com

MORE ABOUT SIMON

- Guest: Simon Edmunds, Senior Manager at BeyondTrust
- LinkedIn: https://www.linkedin.com/in/simon-edmunds/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
10min
July 20, 2026 Where Is AI Going Wrong in Sales Right Now?
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 meeting

MORE ABOUT JAMES

- Host: James Bissell, founder of The Revenue Enabler
- LinkedIn: https://www.linkedin.com/in/james-bissell1/
- Website: https://www.therevenueenabler.com

MORE ABOUT MIKE

- Guest: Mike Pritchett
- LinkedIn: https://www.linkedin.com/in/mike-pritchett/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
9min
July 13, 2026 Why VPs Need to Plan 2027 Now, Plus Should You Ban AI in Hiring?
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 #GoToMarket

Watch on YouTube: https://www.youtube.com/@fieldnotespodcast

Hit Your Numbers, all episodes: https://www.therevenueenabler.com/podcast

The Revenue Enabler website: https://www.therevenueenabler.com

Connect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/

Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
29min
July 06, 2026 Back to Back: Champion Enablement and Pipeline Mastery
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 #SalesStrategy

All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcast

The Revenue Enabler website: https://www.therevenueenabler.com

Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
36min
June 29, 2026 Back to Back: Pipeline Bloat and the Path to Success
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 #SalesStrategy

All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcast

The Revenue Enabler website: https://www.therevenueenabler.com

Download the Sales Readiness Playbook: https://www.therevenueenabler.com/downloads

Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
39min
June 22, 2026 Back to Back: AI Storytelling and Cold Calls
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
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
19min
June 15, 2026 Best of Hit Your Numbers: How to Expand and Retain Customers
Relationship and ROI. If either one falls down, you won't grow the account.

Simon Watson and Mark Burrett join James Bissell in this Best Of special on what it actually takes to expand and retain customers, and why most businesses are looking in the wrong place for the fix.

All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcast
The Revenue Enabler website: https://www.therevenueenabler.com
Connect with Simon Watson on LinkedIn: https://www.linkedin.com/in/simonwatson13/
Connect with Mark Burrett on LinkedIn: https://www.linkedin.com/in/markburretthubworx/
Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/

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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
21min
June 08, 2026 Pipeline Bloat and the VP Mindset Shift
This week on Hit Your Numbers, we're handing over to Field Notes.

Field Notes is a new podcast from James Bissell and Richard Washington. Two topics, twenty minutes, real conversations from people working inside sales organisations every day. James covers enablement, Rich covers talent, and this is what they talk about when the mics aren't usually on.

Subscribe to Field Notes wherever you get your podcasts so you don't miss the next one.

USEFUL LINKS

Watch on YouTube: https://www.youtube.com/@fieldnotespodcast
Hit Your Numbers, all episodes: https://www.therevenueenabler.com/podcast
The Revenue Enabler website: https://www.therevenueenabler.com
Connect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/
Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/
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 above.

Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.

Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.

The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
...more
36min

FAQs about Hit Your Numbers:

How many episodes does Hit Your Numbers have?

The podcast currently has 88 episodes available.