Two topics. Against the clock.

Rich opens with something most businesses aren't tracking — a funnel with no attribution, no visibility, and no data. It's where the best candidates quietly decide they're not interested, before you ever know they existed.

James follows with something he sees across almost every sales org he works with: teams loaded with tools, handed a quota and a Salesforce login, and given nothing else. He gets into what a real playbook looks like, why most teams reject the ones they do have, and what he found when his three-person business had better ICP documentation than organisations with 80 salespeople.

New episodes every week with James Bissell and Rich Washington.

Set the chicken. We're on the clock.

Field Notes is sponsored by Tick Talent and The Revenue Enabler.

If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com.

If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com.

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

Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/

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

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

#FieldNotes #DarkFunnel #EmployerBranding #TalentAttraction #SalesPlaybook #SalesEnablement #B2BSales #SalesLeadership #PipelineCompliance #SalesProcess #Recruitment #TalentAcquisition #HiringStrategy #SalesTools #CandidateExperience #GoToMarket #RevenueGrowth #SalesCoaching #StartupSales #TechSales #SalesManagement #ICPDocumentation #MEDDIC #SalesDevelopment #B2BPodcast #SalesPodcast

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

Two topics. Against the clock.

James opens with something he has been testing inside his own business and seeing play out across the sales teams he works with. It comes down to why most outreach doesn't land, why the playbook that worked last time won't save you, and what actually happens when you take a first principles approach to building pipeline.

Rich follows with something that frustrates senior candidates at every level — and most businesses don't realise they're doing it. He gets into why the standard recruitment process screens out the best people, and what changes when you flip the whole thing.

New episodes every week with James Bissell and Rich Washington.

Set the chicken. We're on the clock.

Field Notes is sponsored by Tick Talent and The Revenue Enabler.

If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com.

If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com.

USEFUL LINKS

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

Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/

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

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

#FieldNotes #SalesExperiments #PipelineBuilding #ColdCalling #SalesOutreach #B2BSales #SalesProcess #CustomerLanguage #Storytelling #SalesEnablement #TechSales #Recruitment #TalentAcquisition #HiringProcess #CandidateExperience #SalesHiring #InterviewTips #EmployerBranding #GoToMarket #SalesTips #StartupSales #ScaleUp #RevenueGrowth #CRO #RevenueLeader #B2BPodcast #SalesPodcast

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

Two topics. Against the clock.

James opens with something he sees constantly — deals that look live and aren't. He gets into why champions burn out mid-process, why buyers go dark on the people they like most, and what the research says is the single biggest factor in whether a deal closes or dies.

Rich follows with a metric most businesses aren't tracking, even though it takes five minutes to measure and will tell you more about the health of your culture than any employee survey ever will.

New episodes every week with James Bissell and Rich Washington.

Set the chicken. We're on the clock.

Field Notes is sponsored by Tick Talent and The Revenue Enabler.

If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com

If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com

USEFUL LINKS

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

Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/

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

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

#FieldNotes #ChampionSales #SalesGhosting #ChampionBurnout #BusinessCase #CustomerConfidence #MEDDIC #ChallengerSale #SalesDiscovery #B2BSales #TechSales #SalesLeadership #CompanyCulture #InternalReferrals #EmployeeReferral #TalentAcquisition #SalesHiring #StartupCulture #ScaleUp #SalesEnablement #RevenueGrowth #GoToMarket #SalesTips #SalesCoaching #B2BPodcast #SalesPodcast

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

Welcome to the first episode of Field Notes.

Two topics. Against the clock.

James opens with something he's seeing across almost every sales org he works with right now — pipelines that look healthy and aren't. He gets into why it keeps happening, and what needs to change before you spend another penny on training.

Rich follows with something two of the most elite EMEA Sales VPs he's ever interviewed both said, word for word, about how they ran their teams. One phrase. Two completely different companies. And a hiring insight that most sales leaders are missing entirely.

New episodes every week with James Bissell and Rich Washington.

Set the chicken. We're on the clock.

--

Field Notes is sponsored by Tick Talent and The Revenue Enabler.

If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com

If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com

USEFUL LINKS

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

Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/

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

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

#FieldNotes #SalesPipeline #SalesLeadership #B2BSales #SalesEnablement #PipelineManagement #SalesHiring #QuotaAttainment #TechSales #GoToMarket #SalesProcess #CRMTips #SalesTraining #RevenueGrowth #SalesCoaching #StartupSales #SalesTips #DiscoveryCall #DealSlippage #SalesForecasting #VPofSales #SalesManagement #SDR #AccountExecutive #SalesPerformance #RevenueEnablement #B2BPodcast #SalesPodcast

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

Coming soon!

James Bissell and Rich Washington bring you real-world insight from the front lines of tech, sales, and growth. Two topics, against the clock. No theory. No fluff. This is Field Notes.

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