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Maxed Out: AI-Powered Selling for SMBs

Maxed Out: AI-Powered Selling for SMBs

Written by: Heartcast Media
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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 Careers Economics Management Management & Leadership Personal Success Self-Help Success
Episodes
  • Employee Generated Content for B2B Sales with Melissa Gaglione

    Employee Generated Content for B2B Sales with Melissa Gaglione
    Jan 13 2026
    In this episode of "Maxed Out: AI-Powered Selling for SMB's" host Heath Barnett engages with Melissa Gaglione, Senior Sales Manager at Warmly and founder of Async Sales Co. Melissa is leading the transformation of B2B sales through employee generated content (EGC), an approach that humanizes brands and empowers sellers in the digital marketplace. They discuss the shift from traditional marketing to authentic, people-centric storytelling, the rising popularity of EGC in B2B SaaS, and how companies like Warmly implement these strategies for measurable business outcomes.

    Melissa shares her journey from elementary education and news reporting to leading innovative sales teams. She addresses the challenges and benefits of launching an EGC initiative, including overcoming imposter syndrome and cultivating a volunteer-driven culture that encourages employees to share and engage. Additionally, she explains her SHINE framework for creating meaningful content, offers practical advice for organizations hesitant to adopt EGC, and provides straightforward insights on managing LinkedIn AI comments.

    Listeners will gain actionable strategies, participate in insightful discussions, and find inspiration to develop their own authentic brands within their organizations.

    Chapters:

    00:00 - Introduction
    00:25 - Influencer Marketing Evolution
    04:06 - "Empower Employees for Authentic Marketing"
    09:23 - Implementing EGC Strategy at Warmly
    12:45 - "Authenticity in LinkedIn Marketing"
    16:22 - Overcoming LinkedIn Posting Fear
    19:31 - Defining Personal Content Pillars
    23:20 - AI-Driven Comments on LinkedIn
    25:08 - "Relatable Passion and Belief"
    29:49 - Documenting My Daily Routine Journey
    31:24 - Overcoming Imposter Syndrome Through Learning
    35:34 - Stop Caring About Others' Opinions
    38:29 - "Building Brand and Community Engagement"
    43:47 - Relationship-Based Sales via LinkedIn
    44:47 - "Evolving Sales in Modern Landscapes"
    48:14 - Subscribe to Mixology Channels
    48:26 - Outro

    Quotes:

    "Approach social selling authentically to meet buyers where they are—that’s where the magic happens."- Heath Barnett

    "Feeling like an imposter means you’re growing. Share your journey, and amazing things will follow."- Melissa Gaglione

    Key Takeaways:

    Employee-Generated Content (EGC) is Humanizing B2B Sales
    Social Selling Thrives on Authenticity
    Start Small—And Make It Enjoyable
    Fear and Consistency are the Biggest Hurdles
    Results Come—But Patience Matters
    The Sales Role is Evolving—Adapt or Miss Out
    Just Give It a Try—You Have Nothing to Lose

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

    Connect with Melissa Gaglione, Founder & CEO, ASYNC Sales Co
    LinkedIn: https://www.linkedin.com/in/melissagaglione/
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    49 mins
  • AI-Driven Go-to-Market Strategies with Jordan Crawford

    AI-Driven Go-to-Market Strategies with Jordan Crawford
    Nov 25 2025
    In this episode of Maxed Out: AI-Powered Selling for SMB's, Heath Barnett welcomes Jordan Crawford, founder of Blueprint GTM and a prominent voice in the go-to-market and AI sales arena. Jordan's straightforward insights and practical methods highlight his role in actively shaping the future of revenue and sales.

    Jordan explores the concept of a "go-to-market engineer" and its impact on the integration of sales, marketing, and AI-driven automation. He introduces frameworks like PQS (pain qualified segment) and PvP (permissionless value proposition), demonstrating how a deep understanding and segmentation of customers lead to highly effective messaging. Additionally, Jordan shares his perspective on why many current AI sales tools fail to deliver meaningful results.

    Listeners will hear about Jordan's initiatives, including Cannonball and the upcoming AI Barf event, where his team will build live AI sales campaigns for selected brands before an audience. The conversation also covers practical strategies for revenue leaders to move beyond AI hype and achieve measurable outcomes in an AI-centric landscape. Topics include targeting niche markets, leveraging unique customer data, conducting rapid experiments, and restructuring modern revenue organizations.

    Whether you're a revenue leader seeking effective strategies, a sales professional navigating AI advancements, or simply interested in the evolution of go-to-market approaches, this episode provides actionable insights and forward-thinking ideas that are essential for succeeding in today's dynamic environment.

    Chapters:

    00:00 - Introduction
    00:25 - "Evaluating AI Messaging Frameworks"
    06:57 - Vertical SaaS and Industry Niches
    15:05 - Rethinking Sales Playbooks
    20:18 - Efficient Scheduling for Expanding Business
    24:36 - AI in Marketing and Sales
    30:25 - "Preventing Bounces: Unique Email Insights"
    35:44 - Challenges of B2B Vertical SaaS
    38:49 - Focused Restaurant Marketing Strategy
    45:54 - Optimizing Outbound for Competitive Edge
    50:06 - "Manual First, Automate Later Strategy"
    53:23 - Optimizing Email Engagement Strategies
    01:02:23 - "AI Oversight and Quality Assurance"
    01:07:43 - "Urgent Customer Issue Research Request"
    01:09:35 - AI Boosts Career Efficiency
    01:15:06 - CROs: Organize Teams Around AI
    01:19:59 - "Peloton YouTube Workout Hack"
    01:21:20 - Outro

    Quotes:

    “We must transform our strategies to match the evolving buyer’s journey. Our only limit is ourselves.”- Heath Barnett

    “Imagination is the only limit. Define your impactful message and build systems to scale it. Don’t wait for the future—create it.”- Jordan Crawford

    Key Takeaways:

    Stop Predicting, Start Engineering
    Move from Persona to Situation
    PQS & PvP: Frameworks for Cutting Through the Noise
    Reverse-Engineering Go-to-Market Motion
    Verticalization > Horizontal SaaS
    Experiment, Iterate, and Get Hands-On
    Human + AI: New Roles, New Mindset
    Your Limitation Is Your Imagination

    Connect with Jordan Crawford, Founder, Blueprint GTM
    LinkedIn: https://www.linkedin.com/in/jordancrawford/

    Connect with the Host: Heath Barnett, VP, Revenue at Mixmax
    LinkedIn: https://www.linkedin.com/in/whatsupHeath Barnett Barnett/
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    1 hr and 22 mins
  • AI-Powered Selling Strategies with James Buckley

    AI-Powered Selling Strategies with James Buckley
    Oct 8 2025
    On this episode of Maxed Out: AI-Powered Selling for SMBs, Heath interviews James Buckley, host of the Sell Better Daily Sales Show and a proponent of modernizing sales while maintaining the human connection. With 15 years in the restaurant industry, advancing from busboy to general manager, and extensive experience in SaaS and tech sales, James offers insights into how service and resilience underpin effective selling.

    James and Heath discuss the evolving sales landscape, where buyers are more informed, sales cycles have lengthened, and technology—particularly AI—is reshaping the field. They examine the changes in the seller's role over the past decade, the new challenges in prospecting, and the importance of pragmatism and authenticity in sales.

    Listeners will gain practical advice on integrating AI into their sales strategies, managing the demands of current quotas and leadership expectations, and mastering time and task management. Additionally, James outlines his vision for the seller of 2030: technology-enhanced, full-cycle, and focused on building genuine connections amid advancing tools.

    If you're looking to update your sales approach and harness AI for a competitive edge, this conversation provides valuable guidance. Let’s begin.

    Chapters:

    00:00 - Introduction
    01:00 - "Sales and Social Conditioning"
    04:41 - Sales Territory Challenges
    08:46 - Sales Strategy: Pragmatism vs. Process
    11:49 - "Effective Sales Engagement Strategies"
    16:11 - Sales Quota Expectations Unfairly Rising
    18:59 - Sales Strategy Overhaul Challenges
    21:55 - "Tech Evolution and Gen Z Impact"
    25:32 - "Asana Time Block Strategy"
    28:42 - Focus on Controllable Efforts
    31:35 - Focus Solely on Cold Calling
    34:31 - AI-Powered Company Grading Agent
    37:29 - AI's Next Step: Independent Action
    42:07 - Sales and Customer Success Future
    44:39 - Avoid Obsolescence: Embrace AI Now
    46:37 - Outro

    Quotes:

    "Embrace AI or risk being left behind. Evolve by learning, adapting, and staying authentic."- Heath Barnett

    "Stay true to yourself and use AI as your partner. Balance technology with the human touch to secure your future in sales."- James Buckley

    Key Takeaways:

    Hospitality Roots Build Sales Hustle
    The Evolution of the Seller: From Scripts to Pragmatism
    Buyers Are Smarter, Tech Is Here to Stay
    AI: Your Co-Pilot, Not Your Replacement
    Managing Tasks & Time Like a Pro
    Micro-commitments Drive Macro Results
    Iterate, Learn, and Personalize at Every Step
    Full Cycle Sellers Are the Future
    Your Authentic Self Is Still Your Superpower

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

    Connect with James Buckley:
    Host, Sell Better Daily Sales Show
    LinkedIn - https://www.linkedin.com/in/jamessaywhatsalesbuckley/
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    47 mins
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