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In this practical episode of Hit Your Numbers, we challenge the way most discovery calls go wrong—and teach you how to fix it fast. Instead of launching into product features, learn to structure your 30-minute discovery call into three power-packed ten-minute buckets.

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.

In this packed episode of Hit Your Numbers, we open with two huge updates: new Sales University membership tiers - Learn, Develop, and Master - tailored to sharpen core B2B sales skills, and an upcoming Discovery Masterclass on 18 September. Spaces are limited, so head to the Learning Hub at the-revenue-enabler.com to sign up. Plus we now have 7-Day Free Trials for the Sales University.

James is joined by Katie, an AE, who’s spent five-plus years evolving her sales craft - now working directly with CFOs, finance directors, and treasurers across the UK & Ireland. She shares how pivoting to finance personas forced her to think in outcomes and ROI, not rapport; why building trust means leaving each conversation with real value - not small talk; and how effective discovery is a combination of preparation, emotional intelligence, and asking what happens if this problem stays unsolved?

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.

Get your 7-day free trial for the Sales University.

Ready to turn your demos from checkbox exercises into high-impact conversations?

In this no-fluff episode of Hit Your Numbers, we break down three demo mistakes - forgotten discovery and lack of stories - and show you how to fix them.

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.

Tired of figuring out B2B sales on your own? You’re not alone, and now there’s a better way.

In this episode, we introduce the Sales University free trial, featuring 400+ bite-sized lessons across 12 targeted courses - from cold prospecting and demo mastery to building business cases and implementing MEDDPICC.

Get coached one-to-one or in groups, use AI tools to analyze your calls, and join live bootcamps and rapid-feedback sessions. Whether you're an SDR, AE, or sales leader, this platform helps you learn, develop, and master the skills that drive pipeline, close deals, and advance your career.

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.

In this episode of Mastery Monday, James breaks down what actually makes a cold email land. You’ll learn how to write emails that get opened, get read, and get responses. He covers subject line styles that drive curiosity, when to hit send for max attention, and a proven first email framework that’s generating double-digit reply rates.

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.

This week on Hit Your Numbers, James sits down with Adam Weekes, Head of Business Development at Core to Cloud who was ranked among the top 100 sales influencers, to unpack how to run demos that deliver real results.

Drawing on deep experience in previous roles, Adam shares game‑changing tips: from avoiding feature dumps to aligning with stakeholders pre‑demo.

Follow Adam on LinkedIn: https://www.linkedin.com/in/adamweekes1/

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.

Too many reps are working too many accounts, and it’s tanking their pipeline. In this Mastery Monday episode, James breaks down how to simplify your account strategy, work smarter, and build more relevance into your outbound.

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.

Sales and Customer Success often feel like two teams speaking different languages, but James and Luke broke it down in real, no-fluff terms. They dig into why the disconnect isn’t just a people problem, it starts at product and filters all the way through Marketing, Sales, and CS.

Watch the original recording: https://www.youtube.com/watch?v=gZ8kiZPqHxE

Follow Luke on LinkedIn: https://www.linkedin.com/in/lukebartram/

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.

Ghosting kills momentum, crushes motivation, and clogs your pipeline. In this episode of Mastery Monday, James unpacks exactly why it happens and gives you a practical system to stop it.

You’ll learn why buyers disappear after positive calls, how to spot ghosting signals early, and how to give prospects a clear way out so you can qualify fast and sell smarter.

James also shares his proven “Go / No-Go” calendar invite play - a move that helped one rep revive a dead deal and close a three-year contract. If your pipeline’s full of silence, this episode will show you how to regain control.

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.

In this episode, James is joined by Matt, The Revenue Enabler’s CMO, to find out what sellers are really asking AI, and whether the advice stacks up.

They go through the most common B2B sales questions sellers are asking ChatGPT right now, from “How do I find qualified leads?” to “What’s a good voicemail?” and unpack where AI helps, where it fails, and what to do instead.

You’ll learn how to prompt better, where to use AI in the sales process, and where real-world context still beats the bots.

Whether you’re an SDR trying to boost productivity or a sales leader thinking about AI enablement, this is your no-BS guide to what AI can and can’t do for your sales motion.

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.