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Maxed Out: AI-Powered Selling for SMBs

Maxed Out: AI-Powered Selling for SMBs

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 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 Erfolg im Beruf Management & Leadership Persönliche Entwicklung Persönlicher Erfolg Ökonomie
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  • 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
    Feb 3 2026
    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
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    52 Min.
  • Advanced AI Recruitment Techniques with Richard Washington

    Advanced AI Recruitment Techniques with Richard Washington
    Jan 27 2026
    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/
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    1 Std. und 10 Min.
  • Boost Sales with AI Insights from Angus Nelson

    Boost Sales with AI Insights from Angus Nelson
    Jan 20 2026
    Welcome to "Maxed Out: AI-Powered Selling for SMB’s." Today, Heath Barnett sits down with Angus Nelson, a performance coach and AI specialist, to explore what it takes to succeed in an AI-enhanced sales environment.

    Angus recounts his personal journey, highlighting the challenges he overcame and how these experiences informed his approach to integrating AI while maintaining authenticity. Together, they address common misconceptions about AI in sales, discuss strategies for incorporating technology without causing burnout, and examine how emotional intelligence and self-awareness can elevate performance in a data-driven landscape.

    Additionally, Angus shares the tools and systems he uses, such as custom GPTs,http://make.com , and the 10 Minute Motivator, which help him and his clients boost productivity, strengthen leadership, and foster genuine connections. He offers practical advice for sales professionals and leaders on adopting an AI-first mindset, building resilient teams, and preserving the crucial human element.

    For those looking to advance their sales careers and effectively leverage AI, this episode provides valuable insights and strategies. Let’s get started.

    Chapters:

    00:00 - Introduction
    00:18 - "Using AI for Adaptive Learning"
    03:46 - "Enhancing Self-Awareness and Leadership"
    09:19 - "Changing Narratives, Shifting Mindsets"
    12:17 - Early Business Struggles and Setbacks
    16:58 - "Rock Bottom, New Beginnings"
    18:05 - Enhancing Sales with AI Insights
    21:50 - AI Unlocks Creative Expression
    26:49 - "Understanding Self Before Using AI"
    33:23 - "Effective Communication Vital for AI"
    35:04 - Prompt Stacking: Effective AI Use
    38:53 - Embracing Change in Leadership
    43:36 - "Fostering Trust and Culture"
    45:01 - Vision for Transformative Leadership
    49:55 - Facing Self-Doubt and Future Challenges
    52:53 - "Finding Angus Nelson & Self-Permission"
    54:29 - AI-Driven Sales and Human Edge
    54:55 - Outro

    Quotes:

    "AI streamlines processes, but mindset unlocks potential. The future belongs to those who embrace change and believe in their ability to thrive."- Angus Nelson

    "Self-awareness amplifies your strengths effortlessly. AI acts as your co-pilot, enhancing what makes you unique."- Heath Barnett

    Key Takeaways:

    AI Is Here to Serve—But You’re Still the Pilot
    Self-Awareness: Your Ultimate Sales Superpower
    AI Augments, But Doesn’t Replace, Emotional Intelligence
    Build Better Systems—But Keep Human Eyes on the Prize
    Mindset Shift: From Survival Mode to Empowerment
    Culture Matters More Than Code
    The Future Belongs to the Aligned

    Connect with Angus Nelson, Founder, Evolve Leadership
    LinkedIn: https://www.linkedin.com/in/angusnelson/

    Connect with the Host: Heath Barnett, VP, Revenue at Mixmax
    LinkedIn: https://www.linkedin.com/in/whatsupHeath Barnett/
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    51 Min.
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