60 acast.com Field Notes https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington en James Bissell and Rich Washington sales, revenue, pipeline, sales leadership, B2B sales, tech sales, go-to-market, sales enablement, hiring, talent, CRM, discovery, sales process, startup, growth James Bissell and Rich Washington Each week, James Bissell and Rich Washington compare notes from the front line — what they're actually seeing across tech, sales, and growth. Two topics, ten minutes each, against the clock.


No theory. No fluff. Just real-world insight from two practitioners who are in it every day — one on the enablement side, one on the talent side — breaking down the most interesting, challenging, and important things happening right now, and what it actually means for you.


Set the chicken. We're on the clock. 🐔


Watch Field Notes on YouTube: www.youtube.com/@fieldnotespodcast


Hosts

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

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


Sponsors

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

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

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

]]> Each week, James Bissell and Rich Washington compare notes from the front line — what they're actually seeing across tech, sales, and growth. Two topics, ten minutes each, against the clock.


No theory. No fluff. Just real-world insight from two practitioners who are in it every day — one on the enablement side, one on the talent side — breaking down the most interesting, challenging, and important things happening right now, and what it actually means for you.


Set the chicken. We're on the clock. 🐔


Watch Field Notes on YouTube: www.youtube.com/@fieldnotespodcast


Hosts

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

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


Sponsors

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

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

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

]]> false James Bissell and Rich Washington info+6a043d9b3eb6452356ed58db@mg-eu.acast.com 6a043d9b3eb6452356ed58db field-notes-podcast-james-bissell-rich-washington episodic https://assets.pippa.io/shows/cover/1778662791181-ee5bb714-34f1-4cbb-9f32-74e0a031e45e.jpeg https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington Field Notes <![CDATA[Stop Playing the Volume Game & Own Your Calendar | Field Notes for GTM Ep. 15]]> Fri, 11 Sep 2026 07:00:00 GMT 29:43 6aa39f8fb54f356fc7c7719d false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/stop-playing-the-volume-game-own-your-calendar-field-notes-f 6aa39f8fb54f356fc7c7719d 6a043d9b3eb6452356ed58db stop-playing-the-volume-game-own-your-calendar-field-notes-f Why volume is the enemy of great hiring and great time management, and what to do instead full Two topics. Against the clock.


Most hiring and most job searching are built on the same broken logic: generate volume, filter down, hope the right person ends up at the bottom of the pile. It doesn't work for businesses trying to hire the best people, and it doesn't work for senior leaders trying to find their next role. This episode is about why the volume game persists, what selectivity actually looks like when done properly, and why treating a senior hire, or a job search, like an enterprise sales process changes everything.


Then there's time. Most people end the week exhausted and underwhelmed by what they actually got done. Not because there wasn't enough time, but because they never audited where it went. This episode gets into how to colour-code your calendar, how to set weekly outcomes that actually guide your week rather than just describe it, and what it means to have your calendar working for you rather than against you.


New episodes every week with James Bissell and Rich Washington.


Set the chicken. We're on the clock.


--


Field Notes for GTM 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/

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

]]> Two topics. Against the clock.


Most hiring and most job searching are built on the same broken logic: generate volume, filter down, hope the right person ends up at the bottom of the pile. It doesn't work for businesses trying to hire the best people, and it doesn't work for senior leaders trying to find their next role. This episode is about why the volume game persists, what selectivity actually looks like when done properly, and why treating a senior hire, or a job search, like an enterprise sales process changes everything.


Then there's time. Most people end the week exhausted and underwhelmed by what they actually got done. Not because there wasn't enough time, but because they never audited where it went. This episode gets into how to colour-code your calendar, how to set weekly outcomes that actually guide your week rather than just describe it, and what it means to have your calendar working for you rather than against you.


New episodes every week with James Bissell and Rich Washington.


Set the chicken. We're on the clock.


--


Field Notes for GTM 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/

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

]]> <![CDATA[Discipline & the Hire Nobody Wanted | Field Notes For GTM Ep. 14]]> Thu, 03 Sep 2026 23:00:00 GMT 30:12 6a9456111d52ae16ba80c567 false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/discipline-the-hire-nobody-wanted-field-notes-for-gtm-ep-14 6a9456111d52ae16ba80c567 6a043d9b3eb6452356ed58db discipline-the-hire-nobody-wanted-field-notes-for-gtm-ep-14 Why discipline starts at the top, and why the best hire you ever made was probably the one everyone told you not to make full 14 Two topics. Against the clock.


Most sales transformations fail not because the methodology is wrong, but because nobody is disciplined enough to use it consistently. This episode is about where that discipline breaks down, why the responsibility sits at the top of the organisation rather than the bottom, and what it looks like when a leader builds the kind of standards that actually stick, including what happens when an empty seat starts applying pressure to fill it with the wrong person.


Then there's the other side of great hiring - the hire that almost didn't happen. The one where a colleague said no, a senior leader had doubts, and every easy path pointed towards backing down.


New episodes every week with James Bissell and Rich Washington.


Set the chicken. We're on the clock.


--


Field Notes for GTM 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 #SalesLeadership #SalesDiscipline #MEDDIC #MEDDPICC #SalesEnablement #SalesCoaching #SalesHiring #TalentAcquisition #RevenueLeadership #B2BSales #GoToMarket #SalesManagement #SalesPerformance #LeadershipDevelopment #SalesProcess #StartupSales #TechSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> Two topics. Against the clock.


Most sales transformations fail not because the methodology is wrong, but because nobody is disciplined enough to use it consistently. This episode is about where that discipline breaks down, why the responsibility sits at the top of the organisation rather than the bottom, and what it looks like when a leader builds the kind of standards that actually stick, including what happens when an empty seat starts applying pressure to fill it with the wrong person.


Then there's the other side of great hiring - the hire that almost didn't happen. The one where a colleague said no, a senior leader had doubts, and every easy path pointed towards backing down.


New episodes every week with James Bissell and Rich Washington.


Set the chicken. We're on the clock.


--


Field Notes for GTM 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 #SalesLeadership #SalesDiscipline #MEDDIC #MEDDPICC #SalesEnablement #SalesCoaching #SalesHiring #TalentAcquisition #RevenueLeadership #B2BSales #GoToMarket #SalesManagement #SalesPerformance #LeadershipDevelopment #SalesProcess #StartupSales #TechSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> <![CDATA[Fix the Hiring Brief & Speed to Differentiation | Field Notes Ep. 13]]> Fri, 28 Aug 2026 06:07:04 GMT 34:19 6a91258963de6f7b4112c6ef false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/fix-the-hiring-brief-speed-to-differentiation-field-notes-ep 6a91258963de6f7b4112c6ef 6a043d9b3eb6452356ed58db fix-the-hiring-brief-speed-to-differentiation-field-notes-ep Why the hiring brief is broken before a single candidate is seen, and why speed is the most underrated differentiator in sales full 13 Most hiring fails before a single candidate is ever seen. The brief is wrong, the behaviours are undefined, and the process gets handed to someone who wasn't involved in figuring out what the business actually needs.


This episode is about why that keeps happening, what the best companies do differently before they even brief a recruiter, and why a growing group of revenue leaders have stopped applying for jobs entirely, and are going straight to CEOs instead.


Then there's speed. Not just speed to respond — though that matters more than most people realise — but speed to differentiation. The faster a buyer understands what makes you different, the harder you make it for everyone else in the process. James and Rich get into what that looks like in practice, why most deals take far longer than they need to, and what happens when a rep stops waiting for the meeting and starts creating urgency right now.


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 #SalesHiring #HiringStrategy #JobDescription #TalentAcquisition #SalesLeadership #SpeedToDifferentiation #MEDDIC #SalesEnablement #InboundSales #SalesCoaching #B2BSales #RevenueLeadership #GoToMarket #SalesDifferentiation #SalesProcess #SalesPerformance #TechSales #StartupSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> Most hiring fails before a single candidate is ever seen. The brief is wrong, the behaviours are undefined, and the process gets handed to someone who wasn't involved in figuring out what the business actually needs.


This episode is about why that keeps happening, what the best companies do differently before they even brief a recruiter, and why a growing group of revenue leaders have stopped applying for jobs entirely, and are going straight to CEOs instead.


Then there's speed. Not just speed to respond — though that matters more than most people realise — but speed to differentiation. The faster a buyer understands what makes you different, the harder you make it for everyone else in the process. James and Rich get into what that looks like in practice, why most deals take far longer than they need to, and what happens when a rep stops waiting for the meeting and starts creating urgency right now.


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 #SalesHiring #HiringStrategy #JobDescription #TalentAcquisition #SalesLeadership #SpeedToDifferentiation #MEDDIC #SalesEnablement #InboundSales #SalesCoaching #B2BSales #RevenueLeadership #GoToMarket #SalesDifferentiation #SalesProcess #SalesPerformance #TechSales #StartupSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> <![CDATA[The Diagnosis Problem & the Dream Manager | Field Notes Ep. 12]]> Thu, 20 Aug 2026 23:00:00 GMT 22:08 6a847cc53c90594060c15dcf false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/the-diagnosis-problem-the-dream-manager-field-notes-ep-12 6a847cc53c90594060c15dcf 6a043d9b3eb6452356ed58db the-diagnosis-problem-the-dream-manager-field-notes-ep-12 Why most sales training misses the real problem, and what it means to manage people around what they actually want full 12 Two topics. Against the clock.


Most sales training misses the mark, not because the training is bad, but because nobody diagnosed the actual problem before commissioning it. Gut feel and guesswork are not a diagnosis. This episode is about how to identify the real root cause of a performance gap, why "we need MEDDICC training" is almost never the answer it seems, and what it takes to build a narrative compelling enough to get everyone in the room aligned, including the people who would rather spend the budget somewhere else.


Then there's a different kind of leadership question. Most managers know what their people's targets are. Very few know what their people's dreams are. This episode is about why that gap matters, what the English dream reveals about how we think about ambition, and what happens to a sales team when the manager starts to manage around what people actually want out of their lives, not just out of their quarter.


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 #SalesEnablement #SalesLeadership #GoToMarket #SalesTraining #SalesDiagnosis #RootCause #SkillsAudit #ForgettingCurve #DreamManager #SalesCoaching #LeadershipDevelopment #B2BSales #RevenueLeadership #SalesPerformance #SalesProcess #TechSales #StartupSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> Two topics. Against the clock.


Most sales training misses the mark, not because the training is bad, but because nobody diagnosed the actual problem before commissioning it. Gut feel and guesswork are not a diagnosis. This episode is about how to identify the real root cause of a performance gap, why "we need MEDDICC training" is almost never the answer it seems, and what it takes to build a narrative compelling enough to get everyone in the room aligned, including the people who would rather spend the budget somewhere else.


Then there's a different kind of leadership question. Most managers know what their people's targets are. Very few know what their people's dreams are. This episode is about why that gap matters, what the English dream reveals about how we think about ambition, and what happens to a sales team when the manager starts to manage around what people actually want out of their lives, not just out of their quarter.


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 #SalesEnablement #SalesLeadership #GoToMarket #SalesTraining #SalesDiagnosis #RootCause #SkillsAudit #ForgettingCurve #DreamManager #SalesCoaching #LeadershipDevelopment #B2BSales #RevenueLeadership #SalesPerformance #SalesProcess #TechSales #StartupSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> <![CDATA[Face-to-Face Selling & the Call Nobody Prepared For | Field Notes Ep. 11]]> Thu, 13 Aug 2026 23:00:00 GMT 27:00 6a7dd4ba83128ee3d2ddc13e false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/face-to-face-selling-the-call-nobody-prepared-for-field-note 6a7dd4ba83128ee3d2ddc13e 6a043d9b3eb6452356ed58db face-to-face-selling-the-call-nobody-prepared-for-field-note Why in-person selling is disappearing and what it costs every time a rep walks into a meeting without a plan full 11 Two topics. Against the clock.


There's a generation of salespeople who have never sat across a table from a prospect, never walked a client around an office, never asked for a referral over lunch. That's not a criticism, it's what happens when a career path disappears and a pandemic fills the gap. This episode is about why in-person selling has become a lost art, what the best enterprise sellers are still doing differently, and why the deals that get signed on a handshake are harder to replicate over Zoom than most people want to admit.


Then there's the call plan, or rather, the absence of one. Most reps walk into discovery calls with no plan, no stakeholder map, and no idea who else needs to be involved to actually get this done.


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/

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

]]> Two topics. Against the clock.


There's a generation of salespeople who have never sat across a table from a prospect, never walked a client around an office, never asked for a referral over lunch. That's not a criticism, it's what happens when a career path disappears and a pandemic fills the gap. This episode is about why in-person selling has become a lost art, what the best enterprise sellers are still doing differently, and why the deals that get signed on a handshake are harder to replicate over Zoom than most people want to admit.


Then there's the call plan, or rather, the absence of one. Most reps walk into discovery calls with no plan, no stakeholder map, and no idea who else needs to be involved to actually get this done.


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/

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

]]> <![CDATA[Great Managers & the Onboarding Playbook | Field Notes Ep. 10]]> Thu, 06 Aug 2026 23:00:00 GMT 28:40 6a6c6510b8ef037caaccce8d false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/great-managers-the-onboarding-playbook-field-notes-ep-10 6a6c6510b8ef037caaccce8d 6a043d9b3eb6452356ed58db great-managers-the-onboarding-playbook-field-notes-ep-10 Why the best managers attract the best people, and why your onboarding playbook is the first thing a new hire should ever see full 10 Two topics. Against the clock.


Rich opens with something he saw first-hand in London last week — two managers whose candidates chose to join their businesses not because of the role or the salary, but because of them. He gets into why great managers are gravity, why they need to be the first person a candidate speaks to in any recruitment process, and why putting a junior TA person at the front of your most important hires is quietly costing you the best people in the market.


James follows with something most sales organisations leave too late — the onboarding playbook. He gets into how to use garden leave to start developing people before they've even handed in their notice, how to build a resource that gets a new hire phone-ready by 1 PM on their first day, and the one thing he'd do today if he wasn't sure his playbook was actually working.


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 #SalesLeadership #SalesManagement #Onboarding #SalesPlaybook #RampTime #SalesEnablement #FirstLineLeaders #TalentAcquisition #SalesHiring #B2BSales #RevenueLeadership #GoToMarket #SalesCoaching #LeadershipDevelopment #StartupSales #TechSales #ScaleUp #SalesPerformance #GardenLeave #B2BPodcast #SalesPodcast


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

]]> Two topics. Against the clock.


Rich opens with something he saw first-hand in London last week — two managers whose candidates chose to join their businesses not because of the role or the salary, but because of them. He gets into why great managers are gravity, why they need to be the first person a candidate speaks to in any recruitment process, and why putting a junior TA person at the front of your most important hires is quietly costing you the best people in the market.


James follows with something most sales organisations leave too late — the onboarding playbook. He gets into how to use garden leave to start developing people before they've even handed in their notice, how to build a resource that gets a new hire phone-ready by 1 PM on their first day, and the one thing he'd do today if he wasn't sure his playbook was actually working.


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 #SalesLeadership #SalesManagement #Onboarding #SalesPlaybook #RampTime #SalesEnablement #FirstLineLeaders #TalentAcquisition #SalesHiring #B2BSales #RevenueLeadership #GoToMarket #SalesCoaching #LeadershipDevelopment #StartupSales #TechSales #ScaleUp #SalesPerformance #GardenLeave #B2BPodcast #SalesPodcast


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

]]> <![CDATA[A Players & How to Actually Hire Them | Field Notes Ep. 9]]> Thu, 30 Jul 2026 23:00:00 GMT 26:06 6a6bc92087f5f77b025f2ece false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/a-players-how-to-actually-hire-them-field-notes-ep-9 6a6bc92087f5f77b025f2ece 6a043d9b3eb6452356ed58db a-players-how-to-actually-hire-them-field-notes-ep-9 Why nobody can define an A player, why 85% of businesses have never tried, and what a real assessment process looks like full 9 Every sales leader says the same thing when a role opens up: I want an A player. James has one question back — what does that actually mean?


Most can't answer it. This episode is about that gap. Why a term Steve Jobs made famous has quietly become a mask for bias, why 85% of businesses have never documented what a top performer actually looks like, and what keeps happening to the organisations that hire on gut feel and wonder why the same problems keep coming back around.


James and Rich get into why defining the characteristics isn't enough without a way to assess for them, what a proper interview process looks like when you actually know what you're testing for, and why without the fundamentals in place, every new tool you buy is just gasoline on a broken engine.


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 #APlayer #APlayers #SalesHiring #HiringStrategy #TalentAcquisition #SalesLeadership #RevenueLeadership #CulturalAlignment #SalesAssessment #SalesCoaching #B2BSales #GoToMarket #SalesEnablement #SalesManagement #SalesProcess #StartupSales #TechSales #ScaleUp #LeadershipDevelopment #SalesPerformance #B2BPodcast #SalesPodcast

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

]]> Every sales leader says the same thing when a role opens up: I want an A player. James has one question back — what does that actually mean?


Most can't answer it. This episode is about that gap. Why a term Steve Jobs made famous has quietly become a mask for bias, why 85% of businesses have never documented what a top performer actually looks like, and what keeps happening to the organisations that hire on gut feel and wonder why the same problems keep coming back around.


James and Rich get into why defining the characteristics isn't enough without a way to assess for them, what a proper interview process looks like when you actually know what you're testing for, and why without the fundamentals in place, every new tool you buy is just gasoline on a broken engine.


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 #APlayer #APlayers #SalesHiring #HiringStrategy #TalentAcquisition #SalesLeadership #RevenueLeadership #CulturalAlignment #SalesAssessment #SalesCoaching #B2BSales #GoToMarket #SalesEnablement #SalesManagement #SalesProcess #StartupSales #TechSales #ScaleUp #LeadershipDevelopment #SalesPerformance #B2BPodcast #SalesPodcast

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

]]> <![CDATA[Collaboration & the Discovery Plan | Field Notes Ep. 8]]> Thu, 23 Jul 2026 23:00:00 GMT 33:27 6a6252a144c9eabf3cb152de false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/collaboration-the-discovery-plan-field-notes-ep-8 6a6252a144c9eabf3cb152de 6a043d9b3eb6452356ed58db collaboration-the-discovery-plan-field-notes-ep-8 Why collaboration should be a hiring criteria and why 15 minutes of preparation could transform every sales conversation full 8 James follows with something he rediscovered while tidying his office: a discovery planner he built two years ago.


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


Where to find James and Rich:


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 #Collaboration #HiringStrategy #CompanyCulture #TalentAcquisition #SalesLeadership #CulturalAlignment #SalesCoaching #DiscoveryCall #SalesPreparation #Storytelling #FinancialStorytelling #AIinSales #B2BSales #RevenueLeadership #GoToMarket #SalesEnablement #SalesProcess #StartupSales #TechSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> James follows with something he rediscovered while tidying his office: a discovery planner he built two years ago.


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


Where to find James and Rich:


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 #Collaboration #HiringStrategy #CompanyCulture #TalentAcquisition #SalesLeadership #CulturalAlignment #SalesCoaching #DiscoveryCall #SalesPreparation #Storytelling #FinancialStorytelling #AIinSales #B2BSales #RevenueLeadership #GoToMarket #SalesEnablement #SalesProcess #StartupSales #TechSales #ScaleUp #B2BPodcast #SalesPodcast

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

]]> <![CDATA[AI in Hiring & the 2027 Planning Problem | Field Notes Ep. 7]]> Thu, 02 Jul 2026 23:00:00 GMT 28:02 6a4658fbbe51d57f7653e6bb false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/ai-in-hiring-the-2027-planning-problem-field-notes-ep-7 6a4658fbbe51d57f7653e6bb 6a043d9b3eb6452356ed58db ai-in-hiring-the-2027-planning-problem-field-notes-ep-7 2027 targets are six months away full Two topics. Against the clock.


Rich opens with something he's seeing right across the market — businesses banning AI from their recruitment process without thinking through what they're actually testing for. He gets into why that's the wrong move, what truly AI-enabled candidates look like, and how the smartest companies are already doing this differently.


James follows with something most sales leaders leave too late. It's June. 2027 targets are six months away. He gets into why the time to start having those conversations with your board and investors is right now — and what happens to the leaders who don't.


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 #AIHiring #RecruitmentStrategy #SalesLeadership #ArtificialIntelligence #TalentAcquisition #SalesPlanning #2027Planning #RevenueLeadership #SalesForecasting #GoToMarket #B2BSales #SalesEnablement #HiringStrategy #CandidateExperience #TechSales #StartupSales #ScaleUp #SalesManagement #RevenueGrowth #B2BPodcast #salespodcast

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

]]> Two topics. Against the clock.


Rich opens with something he's seeing right across the market — businesses banning AI from their recruitment process without thinking through what they're actually testing for. He gets into why that's the wrong move, what truly AI-enabled candidates look like, and how the smartest companies are already doing this differently.


James follows with something most sales leaders leave too late. It's June. 2027 targets are six months away. He gets into why the time to start having those conversations with your board and investors is right now — and what happens to the leaders who don't.


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 #AIHiring #RecruitmentStrategy #SalesLeadership #ArtificialIntelligence #TalentAcquisition #SalesPlanning #2027Planning #RevenueLeadership #SalesForecasting #GoToMarket #B2BSales #SalesEnablement #HiringStrategy #CandidateExperience #TechSales #StartupSales #ScaleUp #SalesManagement #RevenueGrowth #B2BPodcast #salespodcast

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

]]> <![CDATA[Promoted Without Training & Left to Figure It Out | Field Notes Ep. 6]]> Thu, 25 Jun 2026 23:00:00 GMT 27:10 6a3d39f326d5a6687a346f30 false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/promoted-without-training-left-to-figure-it-out-field-notes 6a3d39f326d5a6687a346f30 6a043d9b3eb6452356ed58db promoted-without-training-left-to-figure-it-out-field-notes Why the people responsible for developing your sales team are the ones who never got developed full 6 One topic. Against the clock.


James and Rich dig into something neither host got when they stepped up as leaders: actual training. From the moment a rep gets promoted, they're expected to coach calls, run forecasts, have tough conversations, recruit effectively, and drive team performance — usually without anyone ever showing them how.


They get into why this keeps happening, what it costs organisations, and what the first practical step looks like for a first-line leader who knows they have gaps but doesn't know where to start.


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 #SalesLeadership #FirstLineLeaders #SalesManagement #LeadershipDevelopment #SalesEnablement #SalesCoaching #B2BSales #RevenueLeadership #SalesTraining #GoToMarket #TechSales #StartupSales #SalesPerformance #Coaching #PeopleManagement #SalesProcess #RevenueGrowth #ScaleUp #B2BPodcast #salespodcast

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

]]> One topic. Against the clock.


James and Rich dig into something neither host got when they stepped up as leaders: actual training. From the moment a rep gets promoted, they're expected to coach calls, run forecasts, have tough conversations, recruit effectively, and drive team performance — usually without anyone ever showing them how.


They get into why this keeps happening, what it costs organisations, and what the first practical step looks like for a first-line leader who knows they have gaps but doesn't know where to start.


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 #SalesLeadership #FirstLineLeaders #SalesManagement #LeadershipDevelopment #SalesEnablement #SalesCoaching #B2BSales #RevenueLeadership #SalesTraining #GoToMarket #TechSales #StartupSales #SalesPerformance #Coaching #PeopleManagement #SalesProcess #RevenueGrowth #ScaleUp #B2BPodcast #salespodcast

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

]]> <![CDATA[AGI & Win the Day | Field Notes Ep. 5]]> Thu, 18 Jun 2026 23:00:00 GMT 33:06 6a3413494a187774ac9713b3 false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/agi-win-the-day-field-notes-ep-5 6a3413494a187774ac9713b3 6a043d9b3eb6452356ed58db agi-win-the-day-field-notes-ep-5 AGI and why today is the only day that matters full Two topics. Against the clock.


Rich opens with something coming up in every conversation he's having right now — what happens to leadership when AGI arrives. He gets into why most managers will struggle, what the ones who won't have in common, and why IQ being democratised by AI makes EQ the most important leadership skill most organisations aren't investing in.


James follows with a framework he has been using in his business and his personal life. It starts with one question: what do I need to do today to be wildly successful? He gets into why most leaders end up managing scoreboards instead of people, and what actually changes when you stop obsessing over the quarter and start winning the day.


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 #AGI #FutureOfWork #FutureOfLeadership #EmotionalIntelligence #EQ #LeadershipDevelopment #SalesLeadership #AILeadership #WinTheDay #Productivity #SalesPerformance #Mindset #B2BSales #RevenueLeadership #GoToMarket #SalesEnablement #SalesCoaching #StartupLife #TechSales #DailyPlanner #FocusAndClarity #TimeManagement #HighPerformance #B2BPodcast #SalesPodcast


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

]]> Two topics. Against the clock.


Rich opens with something coming up in every conversation he's having right now — what happens to leadership when AGI arrives. He gets into why most managers will struggle, what the ones who won't have in common, and why IQ being democratised by AI makes EQ the most important leadership skill most organisations aren't investing in.


James follows with a framework he has been using in his business and his personal life. It starts with one question: what do I need to do today to be wildly successful? He gets into why most leaders end up managing scoreboards instead of people, and what actually changes when you stop obsessing over the quarter and start winning the day.


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 #AGI #FutureOfWork #FutureOfLeadership #EmotionalIntelligence #EQ #LeadershipDevelopment #SalesLeadership #AILeadership #WinTheDay #Productivity #SalesPerformance #Mindset #B2BSales #RevenueLeadership #GoToMarket #SalesEnablement #SalesCoaching #StartupLife #TechSales #DailyPlanner #FocusAndClarity #TimeManagement #HighPerformance #B2BPodcast #SalesPodcast


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

]]> <![CDATA[The Dark Funnel & the Playbook Nobody Builds | Field Notes Ep. 4]]> Thu, 04 Jun 2026 23:00:00 GMT 30:17 6a1c1ff3428d759cb3c60eb9 false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/the-dark-funnel-the-playbook-nobody-builds-field-notes-ep-4 6a1c1ff3428d759cb3c60eb9 6a043d9b3eb6452356ed58db the-dark-funnel-the-playbook-nobody-builds-field-notes-ep-4 The candidates who opted out before you met them and the reps who have a quota but no map full 4 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.


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.

]]> <![CDATA[Pipeline Experiments & the Interview Flip | Field Notes Ep. 3]]> Thu, 28 May 2026 23:00:00 GMT 28:03 6a15e7b283dd9b6e11c9a3be false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/pipeline-experiments-the-interview-flip-field-notes-ep-3 6a15e7b283dd9b6e11c9a3be 6a043d9b3eb6452356ed58db pipeline-experiments-the-interview-flip-field-notes-ep-3 The experiments that build real pipeline and the interview flip that wins great talent full 3 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 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.

]]> <![CDATA[Champion Burnout & the Culture Metric | Field Notes Ep. 2]]> Thu, 21 May 2026 23:00:00 GMT 27:41 6a0899fb3fd6979bfcd15b70 false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/champion-burnout-the-culture-metric-field-notes-ep-2 6a0899fb3fd6979bfcd15b70 6a043d9b3eb6452356ed58db champion-burnout-the-culture-metric-field-notes-ep-2 The deals that go dark and the culture metric nobody is measuring full 2 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.

]]> 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.

]]> <![CDATA[Pipeline Bloat & the Leadership Trait You Can't Find on a CV | Field Notes Ep. 1]]> Thu, 14 May 2026 23:00:00 GMT 35:16 6a05c3a7efd1f558b01dee7f false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/pipeline-bloat-the-leadership-trait-you-cant-find-on-a-cv-fi 6a05c3a7efd1f558b01dee7f 6a043d9b3eb6452356ed58db pipeline-bloat-the-leadership-trait-you-cant-find-on-a-cv-fi full 1 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.

]]> 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.

]]> Field Notes | Coming Soon Field Notes | Coming Soon Wed, 13 May 2026 10:19:10 GMT 0:55 6a04501ed58f9c365bfe5aed false https://shows.acast.com/field-notes-podcast-james-bissell-rich-washington/episodes/field-notes-coming-soon 6a04501ed58f9c365bfe5aed 6a043d9b3eb6452356ed58db field-notes-coming-soon James Bissell and Rich Washington bring you real-world insights full 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.

]]> 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.

]]>