Core to Cloud

As Head of Business Development at Core to Cloud, I lead the SDR and BDM teams, focusing on improving sales performance, refining processes, and driving sustainable growth. My role combines coaching, process optimisation, and strategic improvements to help the team exceed targets and deliver results.

Key Achievements so far:

Reducing Deal Losses:
Last financial year, deals were lost due to unmet requirements, resulting in significant lost revenue. By refining the sales process and working closely with technical teams, I reduced these losses by 42% in the first quarter of the financial year.

Shortening the Sales Cycle:
Addressed delays across sales stages by improving discovery, tightening qualification, and encouraging multi-threading into accounts. These changes reduced the average sales cycle, which resulted in a 40% improvement and enabled faster deal closures.

Increasing Close Rates:
Multi-threading into accounts has strengthened engagement with Economic Buyers and technical decision-makers, significantly improving close rates across key opportunities.

Streamlining the Sales Process:
Introduced a new discovery step to strengthen qualification alongside tailored discovery, demo, and cold-calling scripts aligned with our ICP. Implemented Gong.io to improve forecasting and deal management, enabling the team to focus on high-value opportunities.

Driving Team Performance:
Delivered 1:1 coaching, MEDPICC training, and improved SDR-to-BDM handovers to ensure collaboration and high-quality opportunities. These changes have helped the team have a better chance of hitting their targets.

I've created a scalable system that delivers results by refining processes, focusing on multi-threading and supporting the team with practical tools like Gong.io. I always focus on driving growth by reducing the sales cycle, increasing close rates, and empowering the team to succeed.

Head of Business Development

Sales Enablement Society

The Sales Enablement Society is a volunteer organization founded in January 2016, by a diverse group of like-minded sales and marketing professionals based in the Washington, D.C. area. The SES's overall mission identifies best practices for successful outcomes, clarifies the operations for the sales enablement business, and develops the criteria for sales enablement roles within successful organizations

Member

Bigtincan

- Leading a high-performing sales team to deliver Bigtincan's Sales Enablement solutions to prospective new customers.

- Under my leadership, the EMEA team significantly enhanced regional sales strategies, achieving a 2.5x higher revenue per Sales Qualified Lead (SQL) than the US over the last two fiscal years.

- My leadership approach is characterised by empathy, adaptability, and a commitment to excellence. By leading by example, understanding individual motivations, and fostering an environment of trust and support, I aim to drive high performance and cultivate a culture of success and well-being.

- By doing the above, it has helped collaborate with the AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Working closely with the VP of Sales and senior management to refine Go-To-Market strategies

- Recruiting and onboarding top sales talent

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Over £3 million in net new logos and £1.5 million in renewed business

- President's Club Winner

To explore how Sales Enablement Software can help your customer-facing teams, visit our website: www.bigtincan.com

Sales Leader EMEA

- Collaborating with AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

- "Most Valued Sales Rep" winner 2020/2021

Regional Sales Manager EMEA

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

Enterprise Account Executive

RevGenius

RevGenius is a group of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!

Cyance

Cyance solves the biggest challenge marketing and sales teams around the world face...

Which companies do you target? When do you target them? What are they interested in?

Our buying intent technology shines a light on the companies that are actively trending around your keywords online. Our customers then use this data to fuel their campaigns from ABM to general lead generation and pipeline creation. 

As Business Development Manager I am responsible for identifying the challenge our customers face globally and solving the problem to ensure higher conversion for less cost, time and resource.

Senior Account Executive EMEA

Clearvision

The Clearvision mission is to bring about a more efficient, collaborative and cost-effective software development industry – and most importantly, to show companies how they can save time and money without having to compromise on quality. Discover better software solutions with world leading Atlassian Experts.

With offices in the UK, USA, India and Ireland, Clearvision has a global enterprise client base that includes leaders in the SaaS, banking, pharmaceutical, manufacturing, government and telecoms industries. As well as the Atlassian suite, Clearvision's expert consultants can help with Git, Subversion, Zendesk and Agile working. 

Clearvision also offers the whole range wraparound professional services, including training, managed hosting, branding, support and more. Find out more about how you can benefit from working with Clearvision by visiting: www.clearvision-cm.com

Other areas that we cover are: 

Licensing | Training | Consultancy | JIRA | BitBucket | Confluence | Hipchat

Senior Business Development Manager

Account Manager

Inbox Insight

Inbox Insight are now one of the market leaders in Digital B2B Demand Generation, offering a range of products that enable organisations to generate high quality leads through our content-driven marketing solutions.

Our B2B bulletins, digital surveys, lead nurturing solutions and content creation team enable us to execute our client’s strategic demand generation requirements across EMEA. Our approach enables our clients to supplement their inbound marketing strategies with a demand generation partner focused on results, data driven intelligence and compelling content. Our priority is hitting conversion metrics, deadlines and offering outstanding customer service.

Our growth is rapid which makes for a dynamic, fun and professional working environment as well as enabling us to provide on-going development opportunities for our talented team. We continually strive to develop and improve our business model in order to add more value for our customers, subscribers and employees alike.

Media Consultant EMEA

Lead Forensics

Lead Forensics is intelligent B2B insight software which challenges traditional lead generation techniques, enabling you to uncover new and lost sales opportunities from your website.

Lead Forensics uses IP tracking technology to identify businesses that visit your website and provides full contact details of those visitors, including company name, telephone number, industry/SIC code, number of employees, and how they found you. This is a web analytic tool that can give you a return on investment like no other.

Senior Client Manager

Matchtech

Recruiting for the Building Structures market in Matchtech's Property team. We work closely with leading consultancies including Mott Macdonald, Atkins, WSP and Waterman Group. 

Our diverse portfolio of clients ranges from blue chip, international organisations to SMEs. Likewise, the projects we support range in size and scope, from single office units to larger housing estates and developments.

We have a team of 8 dedicated consultants within this team, specialising in both contract and permanent, often very niche roles for this industry sector. Their combined experience of over 15 years means they have the industry knowledge and expertise to offer a fully consultative service to our clients. This in turn has enhanced our strong reputation as a service provider to the property industry

Recruitment Consultant

Detect Fire & Security Ltd

Detect Fire & Security has been providing Fire & Security solutions to customers across the South since 2003.

Our continued steady rise exemplifies the very best of a regional based business.

"We work hard for our customers and our people, to build a business to create enduring value that goes beyond the bottom line."

Chris Ellis, Co-founderCouncils, Health Authorities, Housing Associations, blue chip and local businesses have all benefited from our bespoke designed and fitted Fire & Security systems to afford protection to their properties and those that either live, work or visit them.

In order for Fire & Security Systems to be truly effective, we passionately believe that it is our duty to ascertain what your problems, needs and expectations are so we can we really provide the correct solution to you

Sales and Service Consultant

🚀Sales Leader EMEA | Sales Enablement | Bigtincan | Army Veteran🚀

My journey has been anything but ordinary, from the British Army to Cyber Security. 

Now, as Head of Business Development at Core to Cloud, I have come in to transform their sales processes and drive growth in the cybersecurity space.

Leading Core to Cloud’s mission to provide businesses with trusted cybersecurity solutions. By focusing on innovation, collaboration, and client success, I’m dedicated to shaping a secure digital future for organisations worldwide.

Core to Cloud is a trusted name in cybersecurity. Our mission is to provide businesses with personalised solutions to complex security challenges, ensuring every organisation feels protected and supported in today’s digital world. 

By focusing on trust, collaboration, and innovation, we empower teams to deliver exceptional client outcomes.

Feel free to reach out to me on here or visit our website: www.coretocloud.co.uk

Adam Weekes

The Revenue Enabler

The Revenue Enabler is a B2B consulting and membership company.

Why? Because nobody gets a degree in B2B Sales!

I help B2B sales teams and individual reps increase pipeline and convert opportunities into closed won deals.

Most companies and sellers aren’t really ready to drive revenue.

They either;

1. Struggle to build qualified pipeline resulting in low pipeline coverage.
2. Poor sales execution leads to a leaky funnel and ultimately missing their revenue goal.

Most of the time, this is due to not having a common language. A proven sales playbook that sellers can pick up, follow and win with.

In my first VP Sales role, I increased revenue by 1,000% during the pandemic when many businesses struggled.

For me, it all comes back to the sales playbook. Giving sellers the dotted line for success.

The Revenue Enabler is focused on helping businesses and sellers get ready to drive revenue!

A few ways I help:

1) I work directly with reps with my Sales University and boot camps
2) I work with Sales Leaders to train their teams 
3) I work with Founders as a part time CRO or VP of Sales 

Visit my website to learn more about my services and book a call.
www.therevenueenabler.com

Founder & Chief Revenue Officer

Hit Your Number Newsletter

The HIT YOUR NUMBER Newsletter is written by James Bissell, Founder @ The Revenue Enabler. 

We share actionable insights and sales strategies each week on a Monday morning to set you up for success. 

Who is the newsletter for?
→ SDRs
→ AEs
→ Sales Managers & Leaders
→ Founders 

The way customers buy has changed forever, and the way we sell hasn't. 

It's time to change that. 

Join today, and you'll get instant access to free sales resources just by signing up. 

See you on Monday?

Chief Writing Officer

Seenit

In the first few months I helped:

- Take the team from 6 to 60 meetings booked a month 
- increased the win rate from 11% to 57%
- 0% target attainment to 100%. Lowest 120% and highest 240%.
- Reduce time to close by 64%
- Increase the average deal size and win rate significantly

VP of Sales

StaffCircle

I led the sales organisation during two funding rounds and increased annual recurring revenue by over 1,000%.

Sales Director

wejo

Enterprise Business Development Director

Corporate Account Executive

Senior Account Executive

Comms UK Ltd

Account Executive

Astute Marketing Services Ltd

Senior Business Development 

Chief Revenue Officer & Founder @ Revenue Ready

SDR > AE > 2x VP of Sales turned Founder. I've spent over ten years in B2B sales as a high-performing individual contributor and then VP of Sales. 

In both leadership roles, I increased productivity, and my proudest achievement was increasing the annual recurring revenue at an HR tech start-up, StaffCircle, by 1,000%.

Now, I help reps, Sales Leaders and Founders implement and operationalise my proven sales playbook.

A few recent highlights:

- Increasing the Annual Recurring Revenue (ARR) by 1,000%.
- Taking the team from 6 to 60 meetings booked a month within 45 days. 
- 0% target attainment to 100%. The lowest was 120% and the highest was 240%.
- Reduced the time to close by 64%
- Increase the average deal size and win rate significantly
- Multiple MEDDPICC implementations 

If your business needs help with building pipeline and/or converting qualified opps to revenue, let me know.

James Bissell

Little secret from a VP of Sales

It could save you thousands in commission in Q4

Buyers will buy without a discount

I’ve bought a load of tech/services as a VP

Some at full price and some at a huge discount. 

The reality is I’d have paid full price for everything but sellers offer discounts 🤯

Stop giving your hard earned commissions away. 

If you do, get something in return!! 

I spent £500 on this coffee machine a few days ago. 

It didn’t go up on sale so I just bought it at full price. 

Your prospects will do the same. 

Be bold. Be brave. Back yourself. 

Happy selling 🤙

Author: The Champion Playbook | Host: Hit Your Numbers Podcast | Founder: The Revenue Enabler - The leading skill optimisation platform for reps and teams | 400 Lessons, Sales Coaching & AI Agents

No alternative text description for this image

Home office update 

It’s really coming together and that coffee machine 👌 

Love working down here! 

What would you add next?

Most AEs will hate this! 

If you’ve got a pipeline problem take this action…

Reps are loving our daily planners. 

You need to take your big revenue goal for the quarter and break it down into a daily plan. 

Then go execute it. 

Most AEs I start working with have a pipeline problem. 

Usually after a few minutes we quickly realise they’re not doing to ugly, hard work that’s required. 

Go implement this with a winning attitude for the next 30 days and you’ll likely fix your pipeline problem. 

If not come back to this post and tell me in full of shit. 

Go make your plan and build a fat pipeline now. 

Or go blame marketing or SDRs for not hitting your target, earning great commission and building your career.

Elijah Awoke and I spoke about AI in sales on my podcast and check this out for an idea...

Why not allocate a few hours and a portion of your L&D budget every month to your sales team to simply get curious and explore how AI can help solve a business problem?

Imagine what your team could build over 1-2 quarters. 

-Discovery prep
-Business case builder
-Battlecard builder 
-Cold call coach

The ROI would be insane. I'm already seeing it. 

In my business, with my customers and with leaders I interview on the podcast. 

Time to get curious people. 

Go check this episode out, mega value from Elijah. 

https://lnkd.in/em54WP5E

Thanks again mate. Always love our chats!

"Why don't you outbound James?"

I'll tell you in 98 seconds...

I LOVED this chat with Will Scott. If you're in sales, regardless of seniority, this is a must listen!! 

https://lnkd.in/eh7dxTT6

I'm not saying you shouldn't outbound, you 1,000% should. 

All I'm saying is become known for something so some people come to you! 

Also, for my sales leadership network, the talent that comes to you is wild! 

Employer branding sits with you, not HR! 

I did a post at the weekend saying I'm thinking about hiring and within minutes I've got AEs in my DMs asking to come join my org.

Stop sleeping on this platform. 

We all have time available, we just don't prioritise the important stuff. 

If I can find time running a business with a 22 month old son so can you. 

Go get it. 

Follow Will, he is amazing and really knows his stuff! 

Thanks again. 100% need to get you back on the podcast for more of your expertise!

Stop making excuses. 

It’s so easy to say no or I’ll do it later when the hard tasks come up. 

You are your biggest competitor. 

Get out of your way and go do the hard things! 

Back to my run then root top spa 🤙

Loving Sweden!

I’ve missed Sweden!! 

Great spas and food. 

Recharging the batteries. 

Any recommendations? 

I’m in Stockholm.

There is still time to save Q4 deals 

Run this for 100% of deals

Step 1

Arrange a call with your Champion

Step 2 

Open a Google doc

Step 3 

Co-create a business case 

Why?

You need to justify your cost. 

Most of the time your Champion won’t do it like you can. 

What to write? 

Follow these sections…

Headline

CTA + COI

Problem statement 

Talk about the problem and why they can’t solve it without you

Solution

In simple terms how you solve the problem in a way an exec will understand 

Business Value

What do they get back? Which metrics improve? What happens if those metrics improve?

This can all be done on one max two pages of a Google doc. 

Leave the deck behind. 

Go enable your Champions. 

I’m off to relax then it’s time for a roof top cold plunge and late night sauna and swim in Sweden

taplio

The Battle

Adam Weekes

James Bissell

Followers

Posts

Engagements

Likes

Performance ScoreJames Bissell's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Adam Weekes

James Bissell

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}James Bissell's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJames Bissell's LinkedIn Performance