『Maxed Out: AI-Powered Selling for SMBs』のカバーアート

Maxed Out: AI-Powered Selling for SMBs

Maxed Out: AI-Powered Selling for SMBs

著者： Heartcast Media
無料で聴く

概要

 Welcome to Maxed Out: AI-Powered Selling for SMBs, the podcast where sales leaders mix up their best tips, strategies, and insights for crafting the perfect go-to-market motion. Hosted by Heath Barnett, VP of Revenue at Mixmax, each episode dives deep into sales trends, leadership lessons, and actionable tactics with top experts and industry insiders. Whether you're a sales professional looking to sharpen your skills or a leader aiming to elevate your team's performance, Mixology delivers fresh, real-world advice that goes beyond theory.Mixmax マネジメント マネジメント・リーダーシップ 個人的成功 出世 就職活動 経済学 自己啓発
エピソード
  • Revolutionizing Sales Strategies with Rachit Kataria

    Revolutionizing Sales Strategies with Rachit Kataria
    2026/02/10
    Welcome back to Maxed Out: AI-Powered Selling for SMB’s. In today’s episode, host Heath Barnett engages with Rachit Kataria, co-founder and CEO of Centralize, to explore how AI agents are revolutionizing relationship selling. Moving beyond traditional uses of AI for productivity and research, their discussion centers on leveraging AI to cultivate stronger, more authentic connections with every stakeholder in today’s complex sales environments.

    As enterprise and SMB deals increasingly involve multiple stakeholders, the real challenge lies not just in tracking activities but in ensuring meaningful interactions with the right individuals at the right moments. Rachit recounts his transition from engineering at Meta and Slack to developing solutions that streamline the intricate middle stages of B2B sales. He explains how Centralize utilizes AI to identify valuable connections, highlight overlooked opportunities, and provide actionable insights, enabling sales teams to prioritize genuine relationships over static data.

    Whether you’re an account executive seeking to eliminate tedious relationship mapping, a customer success manager managing risks when key contacts depart, or a CRO aiming to enhance deal forecasting, this conversation offers valuable insights. Discover how integrating data, AI, and improved collaboration can lead to not only increased sales but also higher-quality engagements. Tune in to gain a new perspective on selling in the era of artificial intelligence.

    Chapters:

    00:00 - Introduction
    01:39 - "AI Agents Enhance Relationship Selling"
    05:44 - Tech Lead's Gas Card Insight
    10:10 - Champion Dynamics in Sales Strategy
    13:34 - Sales Complexity in Relationship Management
    17:15 - Boosting Enterprise Rep Productivity
    20:42 - "Unified Team Insights Platform"
    22:38 - Effective Pre-Call Strategy Planning
    26:01 - Simplifying Deal Health Assessment
    30:49 - "Effective Deal Engagement Strategy"
    33:27 - "Plan Selling Framework Insight"
    35:42 - "Visualizing Complex Deal Strategies"
    38:34 - Boosting Sales Efficiency
    47:41 - AI-Driven Product Roadmap Insights
    51:27 - Understanding Sales Relationships Complexity
    54:06 - "Data Centralization and Insight Power"
    55:47 - "Optimizing Relationship-Driven Growth"
    57:21 - Outro

    Quotes:

    "Sales aren't linear anymore. AI enables us to understand relationships deeply, fostering seamless collaboration and connecting with buyers where they are."- Heath Barnett

    "Deals are won by individuals. By identifying our strengths and gaps, we prevent single-threading losses.”- Rachit Kataria

    Key Takeaways:

    Rethinking the “R” in CRM
    Relationship Selling: The New Revenue Engine
    The Real Cost of Being Single-Threaded
    From Homework to High-Impact Strategy
    AI Agents: From Data Hygiene to Deal Acceleration
    Pipeline Health: Beyond Gut Feel to Data-Driven Precision
    The Future: Personalized, Dynamic, and Human

    Connect with Rachit Kataria, Co-Founder & CEO, Centralize
    LinkedIn: https://www.linkedin.com/in/rachitkataria/

    Connect with the Host: Heath Barnett, VP, Revenue at Mixmax
    LinkedIn: https://www.linkedin.com/in/whatsupheath/
    続きを読む 一部表示
    58 分
  • The AI Efficiency Trap: Why Doing More Faster Is Killing Sales Results with Richard Purcell

    The AI Efficiency Trap: Why Doing More Faster Is Killing Sales Results with Richard Purcell
    2026/02/03
    Welcome back to Maxed Out! Most sales leaders have been sold the same promise: AI tools will make your team faster, more productive, more profitable. But what if efficiency is the trap?

    Host Heath sits down with Richard Purcell, founder of Moxie GTM, to examine what happens when teams become incredibly efficient at the wrong activities. Richard watched the entire sales playbook collapse in mid-2022. Outbound engines that had worked for years suddenly stopped converting. Personalized emails that once cut through the noise now looked like everyone else's. The tools got better, the data got cleaner, but results got worse.

    What followed was an experiment in survival. Richard and his team stripped down to three resources: a go-to-market leader, ChatGPT, and a virtual assistant. What they discovered challenges the current orthodoxy around AI in sales. The best experiments weren't about volume or automation—they were tied to existing relationships. Pipeline numbers stayed the same with a fraction of the team. The difference was focus.

    This conversation moves from theory to execution. Richard explains why AI SDRs confuse automation with intelligence, how to identify buying triggers that actually predict retention, and why most companies are optimizing for metrics that don't matter. Heath and Richard examine the infrastructure changes required for experimentation, the signals that indicate real intent versus noise, and why the winners in this market won't be the teams doing the most things efficiently—they'll be the teams doing the right things effectively.

    If your pipeline is full but your conversion rates are falling, this episode will show you where to look.

    Chapters:

    00:00 - Introduction
    00:06 - "Career Evolution in Outbound Sales"
    05:47 - "Fewer Leads, Better Results"
    08:39 - "Go-to-Market Engineer Necessity?"
    12:18 - "Shifting SDR Strategy: Push to Pull"
    15:29 - High-Impact Signals for Intent
    17:57 - "Identifying and Targeting Ideal Customers"
    23:59 - "AI Worsens Spam Targeting Issues"
    27:01 - "Key Metrics for Customer Retention"
    28:46 - "Optimizing Metrics for Market Strategy"
    32:06 - "Process-Driven Experimentation Beats Reliance"
    37:54 - "Optimizing Referrals with Power Users"
    39:27 - Personalized Outreach and Nurturing Prospects
    43:42 - "AI Curates, Humans Connect"
    46:35 - "AI SaaS Growth Challenges"
    49:38 - Optimizing Your Tech Stack
    51:51 - Outro

    Quotes:

    "In the age of AI, the winners aren’t the teams doing the most things efficiently—they’re the ones doing the right things effectively."- Heath

    "If you want breakthrough results, don’t just chase more leads or tools. Lean into fewer tools, better enablement, and relentless experimentation."- Richard Purcell

    Key Takeaways:

    Efficiency ≠ Effectiveness
    The Market’s Shift Demands Experimentation
    Human Connection Still Wins
    Process Over Tools
    It’s All About Buyer Pull, Not Seller Push
    Measure What Matters
    The Flywheel and Full Funnel Mindset

    Connect with Richard Purcell, Founder @ MoxieGTM

    LinkedIn: https://www.linkedin.com/in/richardfpurcell/

    Connect with the Host: Heath Barnett, VP, Revenue at Mixmax

    LinkedIn: https://www.linkedin.com/in/whatsupheath/

    Produced by Heartcast Media
    http://www.heartcastmedia.com
    続きを読む 一部表示
    52 分
  • Advanced AI Recruitment Techniques with Richard Washington

    Advanced AI Recruitment Techniques with Richard Washington
    2026/01/27
    In this episode of Maxed Out: AI-Powered Selling for SMB’s, host Heath Barnett speaks with Richard Washington, founder of Tick Talent—a tech talent consultancy that plays a crucial role in scaling startups across Europe and beyond. With over 15 years of experience in go-to-market recruitment and leadership, Richard has witnessed how the right hires can propel a company forward, while the wrong ones can hinder its growth.

    Heath and Richard explore the complexities of building exceptional GTM teams in today’s AI-driven landscape. They discuss the limitations of traditional recruiting methods and the effectiveness of Richard’s “multiplier scorecard” framework, which offers a fresh approach for founders aiming to cultivate high-impact, culture-aligned leaders.

    Listeners will learn about Richard’s journey from a sales director experiencing burnout to a startup founder, the unique challenges of hiring for GTM roles, and the ways AI is transforming talent acquisition and leadership development. Whether you’re a revenue leader, founder, or sales professional contemplating your next move, this conversation provides valuable insights and practical strategies for assembling a multiplier team in the age of AI.

    Ready to rethink your hiring approach and develop top talent in an AI-enhanced world? Let’s begin.

    Chapters:

    00:00 - Introduction
    01:00 - Burnout Sparks Career Rethink
    07:15 - Sales Challenges and Reality Check
    10:59 - Specialization Enhances Recruitment Success
    16:54 - AI Misuse in Job Recruiting
    22:19 - Recruitment Process as Sales Strategy
    26:44 - AI's Role in Sales Hiring
    34:23 - Rethinking Leadership for Fast Growth
    41:38 - Identifying Key Employee Types
    46:58 - Resourcefulness and Execution in Startups
    52:00 - Multiplier Scorecard Framework Overview
    56:59 - Leadership and Organizational Dynamics
    01:01:40 - Redefining Hiring: Aligning Culture and Expectations
    01:04:14 - Balancing Vision and Reality
    01:09:26 - Mixmax: Where Magic Happens
    01:09:43 - Outro

    Quotes:

    "Great products require great people. In the AI era, empowering the right talent with the right tools is where true magic happens."- Heath Barnett

    "To build a high-impact team, define greatness and create an environment where people can own, solve, execute, and grow. Everything else follows."- Richard Washington

    Key Takeaways:

    Recruit for Multipliers, Not Just ‘A Players’
    AI Can’t Replace Human Touch in Talent—Yet
    Your Candidate Pipeline is a GTM Funnel
    The Future of GTM Teams is All About Alignment
    AI is a Catalyst—But Mindset is the Multiplier
    Leadership is a Magnet—for Better or Worse
    Always Hire for Where You’re Going—Not Just Today

    Connect with Richard Washington, Founder, Tick Talent
    LinkedIn: https://www.linkedin.com/in/richwash/

    Connect with the Host: Heath Barnett, VP, Revenue at Mixmax
    LinkedIn: https://www.linkedin.com/in/whatsupHeath Barnett/
    続きを読む 一部表示
    1 時間 10 分
まだレビューはありません