How do you hire sellers who don’t just close deals - but multiply impact?
Hear the full episode: https://youtu.be/viv8BikwTNg?si=6Ag_WGbFAZVZe-ul
In this Best Bits from Making Revenue Tick, Heath Barnett, VP of Revenue at Mixmax and host of Mixology, joins Richard Washington to break down one of the biggest hiring traps in startups: The Resume Fallacy.
Founders and GTM leaders often chase pedigree - hiring reps from big logos, proven companies, or “top performers.”
But early-stage success demands something entirely different: resourcefulness, curiosity, and an operating system for ambiguity.
In this 18-minute highlight, Heath shares:
💡 Why “top reps” from big companies often fail in startups
🎯 How to identify resourceful sellers who build process, not just follow it
⚙️ What early-stage leaders get wrong about hiring for potential vs proof
🧭 How to interview for grit, coachability, and execution under chaos
🤝 Why great recruiters often become exceptional SaaS sellers themselves
If you’re hiring your first sellers - or levelling up your GTM team - this clip is your shortcut to avoiding expensive misfires and finding the multipliers who actually scale.
About Heath Barnett
Heath is a revenue leader and PLG operator who’s helped startups scale from early traction to hypergrowth. Currently leading Revenue at Mixmax, he’s known for building lean, high-impact sales teams and for hosting Mixology, a podcast for operators who care about doing the work that actually works.
🔗 Connect with Heath on LinkedIn https://www.linkedin.com/in/gtmjuice/
About Richard Washington
Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success.
Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/
Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928
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