SERVICES

Every function has its own number. None of them add up to the plan.

Coverage says 3x and the quarter still misses. Is this deal real gets answered with a feeling. The churn showed up in a cancellation email. You can see the gap. Nobody can name where it is.

Somewhere in the engine the number is leaking, and it leaks where nobody can see the customer at the moment it matters: in the campaign, in the deal, in the forecast, or in the revenue you already won. The buyer did the research and arrives as a committee, so the leak is usually in what you cannot see. I pointed AI at the old workflow myself first, and the same fifteen steps ran faster while the number did not move. So now I start from the other end: the meeting with the buyer, the deal that is real, the customer who stays. Then I fold the steps between you and it into one thing a person opens, and I keep the steps that still need a person. What I have not figured out is a method that works everywhere. Every read starts from your strategy and your pipeline, not a template.

Let's chatOR DM ON LINKEDIN →
HOW WE WORK TOGETHER

Two ways in: a consulting build, or a workshop for your team. The build is a path, not a menu. Most leaders come in with one symptom and are not sure which leak it belongs to, so we start by reading the engine and the build follows what the read says. The read is sized so a VP can champion it and a CEO can approve it in one conversation.

  1. 1
    The conversation.
    Free

    Thirty minutes. Bring one deal you are not sure is real, the launch that is not catching, or the whole engine and the plan it has to hit. I will say which of the four leaks it looks like and whether I am the right person for it. Come yourself or send your VP. Whoever books the call is who I work for.

  2. 2
    The read.
    Fixed fee, from $10,000

    Two weeks inside the whole engine: the real pipeline, the real calendars, the base, a few buyer and rep conversations. Two conversations a week with you; the rest is me and the data. You keep two things. One page, in plain words with the arithmetic: whether the strategy holds, where the number leaks across marketing, sales and the base, and what to build first. And a deal confidence score on every open opportunity, backtested on your last four quarters of closed deals before anyone relies on it. The read goes to whoever booked the call. You decide who sees it next.

  3. 3
    The build.
    Fixed, from $25,000 a sprint

    One theme at a time, in six-week sprints, built with your VP, your reps and your RevOps lead if you have one, inside the CRM you already have, so it is theirs when I leave. One working session a week with you; the rest is with the reps. I am not here to be hired over anyone. A sprint ends when the new default has run two cycles without me.

  4. 4
    Stay on.
    From $6,000 a month

    One operator in the weekly pipeline review after the build. No title, no org chart. Optional, and not where we start.

Not looking for a build? I also run AI workshops for your sales and customer success teams.AI workshops ↓BOOK A FIT CALL →
BEFORE THE LEAKS: THE READ STARTS WITH THE STRATEGY

The strategy mistakes I see most.

Most leaks are downstream of one of these. The read checks the strategy before it picks a leak, because a system built on the wrong motion runs the wrong motion faster.

“We copied the playbook from the last company. This market is not that market.”

“We sell to anyone who takes a call, so the ICP is whoever bought last.”

“We hired the reps before we had the motion. Now the reps are the motion.”

“The board plan assumes what worked at $5M works at $20M.”

WHAT THE STRATEGY WORK LOOKS LIKE
The market or model call, with the arithmetic.

Fifty buyer conversations turned into the ICP, the segment, the price and the motion, written down before a hire. The pivot to a new model and the cold-start region both started here.

The motion designed before the hires.

Who sells, to whom, in what order, through which channel, and what a ramped rep looks like, so the plan does not depend on people you have not met yet. Fifteen market launches ran on this, and the launch that never caught is usually fixed here, not in outbound.

The channel nobody could see.

The product-led motion built with Product and Marketing became the number-one source of new business. Strategy includes finding the motion already working that nobody owns.

THEN THE LEAKS: THE READ USUALLY FINDS ONE OF THESE

Four places the number leaks. You probably recognize yours.

Themes, not products. Under each: what it sounds like inside the company, where the customer went unseen, what the AI carries, and examples of work I have run to fix it. The build in step 3 is one of these at a time.

Find more pipeline.

01 /

Not enough of the right conversations, and the answer so far is more outbound.

  • “The board asked where next year's pipeline comes from and I answered with a story.”
  • “The ICP doc is a Sales Navigator filter nobody has read since it was written.”
  • “We launched the new market and the motion never caught.”
WHERE THE CUSTOMER WENT UNSEEN

You are reading a filter, not a buyer.

WHERE AI CARRIES IT

The fit check, the enrichment, the signal read, the score and the first touch fold into one account brief a rep opens, already explained.

WHAT THE WORK LOOKS LIKE
  • Finding who actually buys.

    Interviews with the people who bought, almost bought, and left. The ICP comes out of their words and gets wired into scoring, routing and the first call.

  • The first touch that already knows them.

    The brief and the draft arrive together, written from the signal and the relationship history, so the rep edits instead of starting from a blank sequence.

  • Outbound aimed at a trigger, not a list.

    A real signal, a checkable fact about the company, and a touch written for it. Fewer sends, more replies.

Convert more pipeline.

02 /

Coverage says 3x. The quarter still misses. Everyone privately knows why.

  • “Qualified means something different on every team, sometimes on every rep.”
  • “Is this deal real? gets answered with a feeling.”
  • “Reps spend more time on research and data entry than in conversations.”
WHERE THE CUSTOMER WENT UNSEEN

Nobody defined qualified in the buyer's own behavior.

WHERE AI CARRIES IT

The scoring model and the account brief, built from your closed-won and run on every new deal, so qualification stops being a meeting.

WHAT THE WORK LOOKS LIKE
  • Defining the words.

    What qualified means in observable buyer behavior, from the deals you have actually won. This sounds trivial. It is the whole fight.

  • Scoring pointed at the market you can win.

    Built off closed-won patterns and aimed at the serviceable market, not the raw TAM or a vendor's defaults.

  • Routing and briefs so the rep walks in ready.

    Enrichment, research and account briefs done by the machine before the call, so the hours go to the conversation.

Close more deals.

03 /

Deals that will not land, and a forecast that is a negotiation instead of a number.

  • “That deal has been next quarter for three quarters.”
  • “The forecast changes depending on who is asking, and I relay it to the board anyway.”
  • “A new rep takes a quarter to be useful.”
WHERE THE CUSTOMER WENT UNSEEN

The forecast reads the rep, not the customer.

WHERE AI CARRIES IT

The deal confidence score and the inspection read, refreshed before every forecast call, so the inspection meeting, the pipeline scrub and the forecast negotiation become one read.

WHAT THE WORK LOOKS LIKE
  • A deal-inspection standard that reads the deal.

    Stakeholders reached, problem pinned, decision process mapped, next step with a date. Deal craft run as a system.

  • A deal confidence score and a forecast you can defend.

    Built on observed buyer behavior, not stage names, and read in the weekly review until it is the default.

  • Coaching and onboarding inside the system.

    Managers sharpen reps deal by deal with the inspection data in front of them. New reps get into real deals in days.

Keep and expand more revenue.

04 /

The revenue hiding in plain sight. You pay for outbound signals and cannot read your own.

  • “We have thousands of users and enterprise deals feel like luck.”
  • “I found out about the churn from the cancellation email.”
  • “Expansion is whatever the CSM happens to notice on a QBR.”
WHERE THE CUSTOMER WENT UNSEEN

The signals are yours and nobody is reading them.

WHERE AI CARRIES IT

The health score and the expansion triggers fold into one daily read of the base, routed to a human while it still matters.

WHAT THE WORK LOOKS LIKE
  • Churn early warnings and win-backs.

    A health score built on churn-risk behavior, read early enough to act, pointed back at the accounts already lost, with a named owner for every signal.

  • Expansion triggers routed to a human.

    Seat growth, usage shape, team spread: the behaviors that precede an expansion, delivered to the owner as a play, not a dashboard nobody opens.

  • AI in the CSM's week.

    The renewal brief, the health read and the follow-up done by the machine, so your CSMs get the hours back for the conversation. Enterprise deals surfaced inside the self-serve base, built with Product, who own the events.

WHERE I HAVE RUN IT
ON-DEMAND MARKETPLACE
$100M+
15 US markets, number-one region at 185%+ attainment
READ THE BUILD →
GLOBAL PAYMENTS
5x
Americas revenue from a cold start, win rate past one in two
READ THE BUILD →
B2B FOOD SUPPLY
2x to 6x
the revenue multiple on the pivot I led
READ THE BUILD →
MID-STAGE B2B SAAS
2x
new business on a far leaner, AI-native engine
READ THE BUILD →
SAME ENGINE, THE BASE
Churn stopped
the base grew cohort by cohort, and a seven-figure churned customer came back
READ THE BUILD →
WHAT FOLDS, WHAT STAYS

What folds into one step. What stays with the reps and the CSMs.

THE MACHINE'S SIDE

Five steps a rep used to run by hand, the fit check, the enrichment, the signal read, the score and the first touch, fold into one account brief that arrives already scored, enriched and explained. The system does the reading.

THE HUMAN'S SIDE

Discovery, the negotiation, the coaching, the renewal conversation, the call that carries consequence. The rep reads the play, changes what they know better, and hits send. That click is theirs and stays theirs.

I have built this from the inside once, twenty agents on one library of facts, and in pieces many times. It worked, and the numbers above are those builds. I will not pretend that makes a universal method. The whole system, chapter by chapter, is on How I AI.

THE OTHER WAY IN: AI WORKSHOPS FOR YOUR GTM TEAM

Bring your reps and CSMs along.

Not a build. A day for your sales and customer success teams, booked by the leader who owns their number. I teach reps and CSMs how AI and large language models work, how to brief them, and how to use the AI already in the tools you own, on the day they already have: the prep, the follow-up, the research, the admin. They leave with a workflow running. You get their hours back for the part of the job only they can do, and a team that can run the system if we ever build one. The workshop is where a team first learns to see its own customers with AI.

HALF DAY
Team workshop

Up to about 15 people, on-site or virtual. The fundamentals and the foundation, then one seat's afternoon on its own work.

FULL DAY
Company session

A session on the AI-native shift for the org, then the full day for sales and customer success, every seat on its own work. A one-hour ask-me-anything with your champion after.

MULTI-SESSION
Virtual cohort

Remote teams. The same day over a few live sessions, with practice between them.

See the AI workshopsBOOK A FIT CALL →
THE OPERATOR BEHIND IT

I'm Heath. I build revenue engines.

Fifteen years of go-to-market from the operator's seat: scale-ups, turnarounds, a cold-start region built past $100M+, a company relaunched around a new model, and most recently a revenue engine rebuilt AI-native from the inside, most of it coded personally. I am independent now, and available for the next build.

Every system on this page runs on skills I built and published. They are free, and they are the proof. The posture underneath is what I call Responsive Selling.

The names, titles and dates are all on LinkedIn. The shows I host and speak on are on Sell Better. Everything I am building and learning right now is on this site, in the open, so you will know how I work before we ever talk.

Let's chatLet's get connected on LinkedInCheck out my shows
[ HB ]HEATH BARNETT
WHILE YOU DECIDE

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