Welcome back to Hit Your Numbers. In this episode, James sits down with Jake Newbury, Head of Sales at SEP2 with nearly a decade of experience scaling from six early-stage reps to leading a team of 25 across sales and marketing.

Jake shares how SEP2 built a culture rooted in honesty, passion and a commitment to doing good, and how that has driven industry-leading results. You’ll hear the structure behind self-driven KPIs, weekly reflection rituals, and on-the-ground coaching rituals that foster accountability and growth. Jake also opens up about hard decisions in exit management, when ‘time to say goodbye’ is the best choice, and why retention starts with culture clarity on day one.

If you're a sales leader struggling to build consistency, retain talent, or drive meaningful growth across your team, this episode is a masterclass in sustainable people-first leadership.

Follow Jake on LinkedIn: https://www.linkedin.com/in/jakenewbury-sep2/

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In this episode of Mastery Monday, we dive into one of the most overlooked levers for increasing win rates: building a business case that actually helps your champion sell internally.

With finance and procurement teams getting involved earlier and more often, reps who rely on bullet-point pricing or bloated pitch decks are stalling deals before they even get off the ground.

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In this episode, Matthew and James go deep on pitch decks - why they still matter in 2025 and how to build one that actually helps you sell. You’ll learn five key slides that set up a problem, reveal the real root cause, paint a better future, explain your unique solution, and close with proof. Ideal for SDRs, AEs, and sales leaders looking for practical, immediately actionable tips on building pitch decks that don't just exist, but actually drive conversions.

👇 Want to Sell More? We’ve Got You Covered.

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In this episode of Hit Your Numbers, James Bissell and host Matt Terrell dive into James’s journey from struggling SDR to VP of Sales and founder of Revenue Enabler. He shares how he took his team from six to sixty meetings a month through relentless cold‑call practice, banning early demos, and building discovery-first discipline.

James also reveals the exact approach that shrank deal cycles by 64% and drove a 30% increase in deal sizes. His secret? Listen to find out!

👇 Want to Sell More? We’ve Got You Covered.

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In this bonus episode of Hit Your Numbers, James Bissell unveils what’s coming in his Cold Calling Masterclass on 14 August 2025. This isn’t theory—he breaks down the exact script and playbook his last team used to grow from 6 to 60 meetings a month in under 45 days.

You’ll hear what reps get wrong, why “tone isn’t everything,” and how data, storytelling, and objection handling separate average from elite. James also shares a powerful closing talk track you can steal right away.

Whether you’re an SDR, AE or sales leader, this free session will change how you build pipeline on the phone.

Learn more today: https://www.therevenueenabler.com/masterclass

👇 Want to Sell More? We’ve Got You Covered.

Sign up for our weekly B2B sales newsletter or create a free account to access Sales Resources That Help Sellers Book More Meetings, 2x Their Pipeline, and Increase Revenue — all from The Revenue Enabler.

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🔻 On-Demand Sales Lessons

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Struggling to kickstart your pipeline in today’s noisy market? In this inaugural episode of Mastery Monday, James Bissell dives deep into cold calling - a skill that still drives up to 70% of pipeline, yet remains underdeveloped.

Follow the step-by-step tactics to reverse-engineer your targets, block out distractions, and commit to a daily challenge - then use research and prep to slash the number of dials needed. This isn't theory - it’s a proven method for reps and teams craving clarity, discipline, and real pipeline growth.

Ready to rewire your prospecting habits? Grab your notebook and let’s build pipeline - Mastery Monday starts here.

👇 Want to Sell More? We’ve Got You Covered.

Sign up for our weekly B2B sales newsletter or create a free account to access Sales Resources That Help Sellers Book More Meetings, 2x Their Pipeline, and Increase Revenue — all from The Revenue Enabler.

🔻 Weekly B2B Newsletter

🔻 Playbooks, Cheat Sheets & Sales Resources

🔻 Live Sales Training Webinars

🔻 On-Demand Sales Lessons

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In this episode, James sits down with Jon Billett, author of Story Quadrant and ex-Salesforce enabler, to unpack how stories help sellers stand out in crowded markets. They explore why differentiation often fails, and how strong narrative hooks fix that.

A former tech seller, solution engineer, and enablement thought leader, Jon created the worldwide storytelling program for Salesforce and now partners with commercial teams at some of the world’s most recognisable tech companies.

His proprietary framework, StoryQuadrant, is grounded in neuroscience and memory science, giving sales, marketing, and solution teams the tools to craft clear, compelling narratives that stick and get retold in rooms they’re not in.

He’s also known for his hands-on, high-impact delivery style combining storytelling science with creative visuals, live sketching, and moments of magic that anchor the message in memory.

Follow James: https://www.linkedin.com/in/james-bissell1/

Follow Jon: https://www.linkedin.com/in/jbillett/

Storytelling Masterclass:https://www.storyquadrant.com/londonmasterclass

👇 Want to Sell More? We’ve Got You Covered.

Sign up for our weekly B2B sales newsletter or create a free account to access Sales Resources That Help Sellers Book More Meetings, 2x Their Pipeline, and Increase Revenue — all from The Revenue Enabler.

🔻 Weekly B2B Newsletter

🔻 Playbooks, Cheat Sheets & Sales Resources

🔻 Live Sales Training Webinars

🔻 On-Demand Sales Lessons

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In this episode of Hit Your Numbers, Matthew Terrell and James Bissell explore the critical link between having a champion and building a compelling business case. With 78% of sellers missing quota and only 14% driving most of the revenue, James explains why champions on the buyer's side need robust evidence to gain internal approval. With an average of 11 stakeholders involved in buying decisions, sellers must equip champions to make the case for change.

👇 Want to Sell More? We’ve Got You Covered.

Sign up for our weekly B2B sales newsletter or create a free account to access Sales Resources That Help Sellers Book More Meetings, 2x Their Pipeline, and Increase Revenue — all from The Revenue Enabler.

🔻 Weekly B2B Newsletter

🔻 Playbooks, Cheat Sheets & Sales Resources

🔻 Live Sales Training Webinars

🔻 On-Demand Sales Lessons

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Join James Bissell in a powerhouse session with Andy Aveyard, Senior Sales Leader at Zoom, as they tackle what it takes to consistently close big deals. From Andy’s early days scaling collaboration software across EMEA to steering mid-market teams through explosive growth, this episode dives deep into enabling champions, multithreading contacts, and leveraging tools with intention.

Follow Andy: https://www.linkedin.com/in/andy-aveyard-42446841/

Follow James: https://www.linkedin.com/in/james-bissell1/

👇 Want to Sell More? We’ve Got You Covered.

Sign up for our weekly B2B sales newsletter or create a free account to access Sales Resources That Help Sellers Book More Meetings, 2x Their Pipeline, and Increase Revenue — all from The Revenue Enabler.

🔻 Weekly B2B Newsletter

🔻 Playbooks, Cheat Sheets & Sales Resources

🔻 Live Sales Training Webinars

🔻 On-Demand Sales Lessons

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In Part 2 of this standout conversation, James Bissell and Richard Washington go deeper on what separates good hires from great ones—and why most companies are looking in the wrong places. Richard introduces the Multiplier Matrix: a simple framework that categorises hires as subtractors, adders, dividers, or multipliers, based on four core behaviours—collaboration, ownership, resourcefulness, and execution.

The episode unpacks why most CVs are built wrong from the start and how candidates can immediately stand out by flipping the script. Instead of starting with a bland personal profile, Richard recommends replacing it with “The Challenge I Seek” to align your value story to the employer’s pain points. James connects the dots between sales proposals and CVs, arguing that both should hook fast, demonstrate credibility, and close with a CTA that drives action.

If you’re a rep trying to land a standout role, or a leader tired of hiring misfires, this episode is packed with frameworks, philosophy, and fresh thinking that will reshape how you approach hiring and career progression.

Useful Links:

Follow Richard: https://www.linkedin.com/in/richwash/

Follow James: https://www.linkedin.com/in/james-bissell1/

Tick Talent: https://www.tick-talent.com/

WMYT? What Makes You Tick: https://www.youtube.com/@whatmakesyoutick

Multiplier Scorecard: https://www.multiplierscorecard.com/

👇 Want to Sell More? We’ve Got You Covered.

Sign up for our weekly B2B sales newsletter or create a free account to access Sales Resources That Help Sellers Book More Meetings, 2x Their Pipeline, and Increase Revenue — all from The Revenue Enabler.

🔻 Weekly B2B Newsletter

🔻 Playbooks, Cheat Sheets & Sales Resources

🔻 Live Sales Training Webinars

🔻 On-Demand Sales Lessons

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Hosted on Acast. See acast.com/privacy for more information.