Hit Your Numbers

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 proud of. Whether you're a solo SDR, part of a high-performing sales team, or leading a revenue function, Hit Your Numbers gives you what you need to perform at your best, every quarter. No fluff. No recycled LinkedIn advice. Just real insights that help you hit quota and then some. Hosted on Acast. See acast.com/privacy for more information.

Hit Your Numbers is a education podcast hosted by Unknown Host, with 93 episodes on record and a Required Pod Score of 80.

Unknown Host hosts Hit Your Numbers, a education show with 93 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #93

  Two sales leaders forecast the sale deal and got different results

  Sep 29, 202631 min

  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-9867-3efc524f7276 KEY THEMES Why an AI licence is not an AI strategy Getting forecasting consistent before you automate it Fixing data capture so it's "one version of the truth" Using AI as a guided selling system, not a Thursday deal review Building the intelligence layer that makes AI write and think like you Auditing manual work to find the hours hiding in your week MORE ABOUT JAMES James Bissell, two times VP of Sales and founder of The Revenue Enabler. LinkedIn: https://www.linkedin.com/in/james-bissell1/ Website: https://www.therevenueenabler.com MORE ABOUT MATT Matt 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 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.

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  Episode #92

  60% of B2B buyers suffer from buyers remorse

  Sep 23, 202632 min

  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-9867-3efc524f7276 Jake 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 vendors 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 JAKE - Guest: Jake Newbury, Head of Sales at SEP2 - LinkedIn: https://www.linkedin.com/in/jakenewbury/ 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.

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  Episode #91

  How the top 1% of sellers run discovery calls

  Sep 16, 202639 min

  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-535222cdd806 Kevin "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" framework Get free access to the full Behind Closed Doors recording: https://learn.therevenueenabler.com/join?invitation_token=fb0b994baab003bc6b714ffbc3282b9a73e129b4-1c9c314c-2a97-4fdf-bffb-535222cdd806 Connect 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 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.

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  Episode #90

  Stop Relying on Motivation. How to Build a System | Mark Burrett, HubWorx (Part 2)

  Sep 8, 202658 min

  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 experience 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 MARK - Guest: Mark Burrett, Growth Director at HubWorx - LinkedIn: https://www.linkedin.com/in/markburretthubworx/ 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.

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  Episode #89

  Prospecting With Relevance: Engineering a POV Before You Reach Out

  Sep 1, 20261h 2m

  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 CRM 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 FRANCES - Guest: Frances Ingham, Head of Sales Development, EMEA at Vimeo - LinkedIn: https://www.linkedin.com/in/francesinghamrevenueleader/ 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.

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