Bridge the Gap™ by Revenue Reimagined Episode #127 Productize Sales Before You Hire More Reps | Heath Barnett
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Dec 17, 2025 
Heath Barnett, VP of Revenue at Mixmax and expert in scaling revenue teams, digs into the pitfalls of reactive hiring. He explains the concept of productizing sales, emphasizing the need to define 'what good looks like' for repeatable success. The conversation covers aligning go-to-market strategies with ideal customer profiles, leveraging automation to enhance productivity, and hiring for GRIP to foster growth. Barnett highlights the importance of tracking meaningful metrics over call volume, aiming for sustainable revenue without an overstaffed team.
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From Uber Driver To Scaling Uber Teams
- Heath briefly recounts driving for Uber early in his career to cover rent while building his startup.
- That experience later came full circle when he scaled teams at Uber.
Hiring Is The Default Pattern
- Companies default to hiring because it's an easy, ingrained pattern created by past growth-at-all-costs behavior.
- Boards and leaders now push efficiency and sustainability over pure headcount expansion.
Segment ICPs To Choose GTM Motions
- Distinguish ICP tiers to define distinct GTM motions: sales-led, sales-assisted, self-serve.
- Align each motion to the buyer's journey rather than forcing buyers into your sales process.