Ep. 14- The Real Issue With Most Sales Frameworks With Heath Barnett

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 worksWhy BANT and MEDDIC no longer cut itThe importance of aligning with buyer prioritiesBuilding full-cycle AEs to improve pipeline flowThe future of SDRs and sales roles in the AI eraHow to create a sales culture of accountability, ownership and gritTimestamps00:00 Intro to Heath00:44 Lessons Learned from the First Startup09:02 Joining Mixmax and Revolutionising Sales Engagement13:00 AI in Sales14:54 What most sales frameworks get wrong21:26 Qualifying Leads with CHAMP22:20 “Plan Selling” explained24:36 Incentives, onboarding and long-term account growth25:45 Changes in SDR and AE Roles35:54 The Revenue Bow Tie Model38:12 Launching a Podcast41:38 Where to find HeathThank 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.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Heath:LinkedIn: Heath BarnettPodcast: Mixology by MixmaxWebsite: Mixmax.com