All founders need to listen to this!
Fergal is joined today by Heath Barnett, VP of Revenue at Mixmax.
From launching his first company in his early 20s to leading high-performing revenue teams at Uber, Airwallex and Mixmax, Heath opens up about the highs and lows of founder life, including the personal cost of burnout, and how those experiences now shape the way he builds sales teams.
He also shares his take on AI in the sales world and also what he’s learned from starting his own podcast.
Fergal and Heath also discuss:
- How the “Plan Selling” framework works
- Why BANT and MEDDIC no longer cut it
- The importance of aligning with buyer priorities
- Building full-cycle AEs to improve pipeline flow
- The future of SDRs and sales roles in the AI era
- How to create a sales culture of accountability, ownership and grit
Timestamps
00:00 Intro to Heath
00:44 Lessons Learned from the First Startup
09:02 Joining Mixmax and Revolutionising Sales Engagement
13:00 AI in Sales
14:54 What most sales frameworks get wrong
21:26 Qualifying Leads with CHAMP
22:20 “Plan Selling” explained
24:36 Incentives, onboarding and long-term account growth
25:45 Changes in SDR and AE Roles
35:54 The Revenue Bow Tie Model
38:12 Launching a Podcast
41:38 Where to find Heath
Thank you again to Heath for coming on the podcast! If you enjoyed the episode, don’t forget to subscribe and rate the show 5 stars.
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Heath:LinkedIn: Heath BarnettPodcast: Mixology by MixmaxWebsite: Mixmax.com
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