Episode #127 Productize Sales Before You Hire More Reps | Heath Barnett

Is your revenue plan stuck on hiring more reps?In this episode of Bridge the Gap, we sit down with Heath Barnett, VP of Revenue at Mixmax, to break down why most teams hire reactively and how to fix the engine behind growth before adding headcount.We cover what productizing sales really means, how to build the right GTM motions by ICP tier, what to measure instead of call volume, and how to use automation to raise rep capacity without losing the human side of selling.Key Highlights ✓ Why companies default to hiring instead of fixing the system ✓ ICP tiers that define your motion sales led sell assisted and self-serve ✓ Productize sales by defining what good looks like ✓ Hire for GRIP and build FORCE to scale predictably ✓ Say no to bad revenue and protect rep time ✓ Track unique accounts engaged, not just call volumeIf you lead GTM and want predictable revenue without bloated headcount, this episode is for you.Connect with Heath- heathbarnettSponsor info: We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! Learn more about Sendoso today at https://www.sendoso.com…   ZoomInfo is another proud sponsor: https://www.zoominfo.com/gtm?utm_sour...  🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

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