Shows
Paul Higgins Podcast609 - RevOps Reimagined: AI, Agility, and the End of Cold Outreach with Jacki LeahyWhy you should listenUnderstand why rigid RevOps systems are failing SaaS teams today—and what to build instead.Get actionable tips on using AI (like Clay and ChatGPT) to scale without losing your personal touch.Hear how Jacki uses LinkedIn like a "social butterfly" to create inbound interest through strategic commenting.Still clinging to outdated RevOps playbooks? You might be quietly killing your growth. In this episode of the Paul Higgins Podcast, I sit down with Jacki Leahy, the high-energy founder of Activate the Magic, to unpack why cold outbound is dead and how to bu...
2025-05-1227 minPaul Higgins Podcast608 - Your Challenge Isn’t Unique—But Your Response Is What Sets You ApartIf you’ve ever thought, “Am I the only one dealing with this?”—you’re not. In this solo episode of the Paul Higgins Podcast, I dive into the 5 most common challenges SaaS Consulting Partners are facing today—directly from real conversations inside our group calls. From burnout to ghosted deals, half-built funnels to delegation struggles, these aren’t unique issues. They’re fixable ones.I’ll walk you through what’s working for others and the exact shifts that helped them get unstuck. Whether you’re juggling too much, following up too little, or stuck with a funnel that never la...
2025-05-0811 minPaul Higgins Podcast604 - Why Your Client’s Outbound Isn’t Working—and the Data-Driven Fix That Is with Jordan CrawfordWhy you should listenLearn why tech isn’t the real reason outbound fails—and how messaging rooted in insight changes everything.Discover how to craft Permissionless Value Propositions (PVPs) that prospects want to read before they know your name.Understand how to guide clients beyond tools like Clay and Apollo and into high-impact GTM strategies.If your clients aren’t getting results from outbound, the problem isn’t the tools—it’s the messaging. In this episode of the Paul Higgins Podcast, I speak with Jordan Crawford from BlueprintGTM.com, who shows us how to flip the scr...
2025-04-2140 minPaul Higgins Podcast601 - Why Most Salesforce Partners Miscalculate Customer Acquisition Costs with Paul WnekWhy you should listenDiscover how ExpandAP fills a critical gap in Salesforce by providing spend intelligence that ties your marketing investments directly to sales opportunities, campaigns, and customer lifetime value.Learn about a native Salesforce solution that can finally help marketing and sales leaders prove ROI on campaigns and customer acquisition costs—a persistent challenge for tech consultants.Paul Wnek shares valuable insights from 12 months of bringing this solution to market.Are you struggling to track the true costs of acquiring and maintaining your clients within Salesforce? In this episode, I talk with Paul Wnek fr...
2025-03-3123 minPaul Higgins Podcast599 - What I Actually Do And Why It Matters to YouEver wondered what I actually do at Paul Higgins Mentoring beyond all the content you see? In this solo episode, I pull back the curtain to reveal exactly how I help SaaS consulting partners achieve breakthrough growth.You'll learn the critical difference between coaching and mentoring, and why my practical, experience-based approach delivers faster results. I identify the three common challenges that keep most tech consultants stuck: juggling too many responsibilities, over-reliance on referrals leading to small deals, and becoming the bottleneck to scaling beyond $1M.I explain my three-lever framework for transformation:Attracting...
2025-03-2011 minPaul Higgins Podcast578 - Win More Deals with Live Proposal ReviewsAre you tired of sending proposals into a black hole only to hear back that the client chose a different direction? In this solo episode, I delve into the importance of presenting proposals live instead of sending them via email. I share insights from my experience working with tech consultants and highlight how focusing on business outcomes can lead to successful sales. With practical tips and a proven structure for proposals, this episode is a must-listen for anyone looking to improve their sales process.Resources and LinksBetter ProposalsPandaDocQwilrGetAcceptPrevious episode: 577 - The Essential Role of Business A...
2024-11-2808 minPaul Higgins Podcast577 - The Essential Role of Business Analysis in Tech Consulting with Vanessa GrantWhy you should listenLearn how to effectively connect business needs with technical solutions, ensuring your projects meet user and organizational goals.Discover why the role of business analysts remains crucial in an AI-driven world, emphasizing the importance of communication and empathy.Understand the benefits of joining the Salesforce Business Analyst Virtual Community, which offers support, resources, and networking opportunities.In today’s rapidly evolving tech landscape, the role of the business analyst is more important than ever. In this episode, I chat with Vanessa Grant, the driving force behind the Salesforce Business Analyst Virtual Community. We...
2024-11-2534 minPaul Higgins Podcast576 - Salesforce + Inventory: The NAO ERP Solution with Wayne MacartneyWhy you should listenDiscover how Nao ERP can streamline inventory management within the Salesforce ecosystem, addressing a common pain point for small businesses and SMEs.Learn how Nao ERP stands out against complex ERP systems by offering seamless integration and user-friendly features.Gain insights on how effective communication and understanding client needs can drive revenue and strengthen relationships as a system integrator.Are you struggling to meet your clients' inventory needs while navigating the complexities of the Salesforce ecosystem? In this episode, I speak with Wayne Macartney from Nao ERP, who shares how their innovative...
2024-11-1835 minPaul Higgins Podcast575 - The Art of Asking $300K Questions Sales Skills for Tech ConsultantsAre you losing deals because you jump straight into your pitch without fully understanding your client's problems? In this episode, I discuss the critical skill that separates average tech consultants from exceptional ones: the art of asking powerful questions. Drawing on my experience mentoring tech consultants and insights from over 300 interviews, I highlight the importance of effective questioning to uncover the true issues and their business impact. I share practical frameworks for context, problem, impact, and future state questions, emphasizing the need for thoughtful follow-ups. By mastering these techniques, you can transform your sales conversations and drive meaningful results...
2024-11-1408 minPaul Higgins Podcast574 - Revolutionizing Customer Care: How AI is Outpacing Old-School Software with Alex LevinWhy you should listenDiscover how traditional contact centers are evolving from cost centers to revenue-generating hubs.Learn how AI agents can enhance customer interactions and drive revenue growth, backed by real-world examples.Understand how Regal.io is positioned to integrate seamlessly with existing tech stacks to improve customer experiences.Are you frustrated with outdated contact center software that prioritizes cost-cutting over customer satisfaction? In this episode, I chat with Alex Levin, co-founder and CEO of Regal.io, about how traditional contact centers are falling behind and the transformative role of AI agents in driving revenue...
2024-11-1124 minPaul Higgins Podcast573 - Beyond Borders Leveraging Overseas Talent to Boost Your Tech Consultancy with Andrew JacobyWhy you should listenDiscover why Andrew Jacoby believes hiring a virtual assistant (VA) is essential for business growth and how it differs from common narratives.Learn about the beliefs that foster trust between business owners and their virtual assistants, making collaboration more effective.Understand how Good Shepherd Staffing not only helps entrepreneurs but also supports communities in developing countries.In this episode, I sit down with Andrew Jacoby from Good Shepherd Staffing to discuss the transformative power of virtual assistants. Andrew shares his insights on why every entrepreneur should consider hiring a VA, how he...
2024-11-0430 minPaul Higgins Podcast572 - The Tech Consultant's Marketing Playbook: From Overwhelmed to OverbookedFeeling overwhelmed by the multitude of marketing strategies available to tech consultants? In this solo episode, I summarize a comprehensive marketing playbook designed to help you build a solid foundation and grow your tech consultancy. Drawing from my experience and a recent case study with a Zoho consultant, I outline a four-quarter approach to marketing that will reduce overwhelm and allow you to focus on what truly matters.Resources and LinksMarketing Plan PlaybookShare your feedback on the podcast!Previous episode: 571 - Unlocking Revenue Potential: How Clay Revolutionizes Client Data Management for Tech Consultants with Yash...
2024-10-3107 minPaul Higgins Podcast571 - Unlocking Revenue Potential: How Clay Revolutionizes Client Data Management for Tech Consultants with Yash TekriwalWhy you should listenLearn why Clay is essential for tech consultants and how it can streamline your revenue processes.Gain insights into specific examples of how Clay can enhance the efficiency of your SaaS operations.Understand how implementing Clay can increase revenue for you and your clients.Are you tired of wasting valuable time on outdated client data management? In this episode, I chat with Yash Tekriwal, Head of Education at Clay, about how tech consultants can leverage Clay to improve their operations and drive revenue growth. We dive into the pain points of traditional...
2024-10-2837 minPaul Higgins Podcast570 - Fix Any Process With The M4 Method with Derrick MainsWhy you should listenLearn how to shift your approach to process improvement with Derek Mains, an expert in operations and process engineering.Discover the powerful M4 method—Map, Measure, Manage, and Motivate—that can streamline your processes and enhance team performance.Gain practical examples and strategies that you can implement immediately to improve efficiency and effectiveness in your business.Are you struggling with inefficient processes that hinder your SaaS business growth? In this episode of the Paul Higgins Show, I talk with Derek Mains from TheProcessFixer.com, who shares his expertise on transforming organizational processes. We d...
2024-10-2137 minPaul Higgins Podcast569 - AI-Powered Content Creation for Time-Strapped Tech ConsultantsAre you struggling to create compelling content and sales messages due to time constraints and budget limitations? In this solo episode, I address this common pain point tech consultants face. I’ll explore how AI agents and crafted prompts can revolutionize your content creation process, allowing you to save time while enhancing the quality of your messaging. Join me as I share practical strategies and examples tailored specifically for tech consultants, empowering you to leverage AI effectively and ensure your messaging resonates with potential clients.Resources and LinksClaude 3.5Monica.imMagai.coThe AI Ex...
2024-10-1709 minPaul Higgins Podcast568 - From Hip Hop to High Tech Mastering ServiceNow with Merv SmallWhy you should listenGain valuable knowledge from Merv Small, who has over 12 years of experience building a successful ServiceNow practice. Learn how to maximize the platform's capabilities and drive value for your organization.Discover Merv's unique approach to generating leads through ServiceNow and personal networks, providing actionable strategies that you can implement in your own business.Explore how ServiceNow can effectively complement other platforms like Salesforce, and learn how to create a seamless technology ecosystem that enhances operational efficiency and user experience.Are you unsure how to leverage ServiceNow alongside platforms like Salesforce? In this...
2024-10-1436 minPaul Higgins Podcast567 - Cracking the verticalization Code with Tom HallWhy you should listenDiscover how to transform project-based work into a sustainable, recurring revenue model.Learn from Tom Hall about leveraging verticalization and the Zoho platform to enhance your business.Gain actionable tips on building your brand through events, social media, and creating a "moat" around your product.Are you struggling to transition from project-based work to a sustainable, recurring revenue model? In this episode, I chat with Tom Hall from BluRoot about the challenges and opportunities of verticalization in the mortgage industry. Tom shares his journey as a partner at BluRoot, where he led...
2024-10-0737 minPaul Higgins Podcast566 - Beyond the SaaS: Cracking the Code of Business Owner PsychologyAre you struggling to close deals because you're too focused on your services? In this solo episode, I discuss a critical topic for tech consultants: understanding profit from the owner's perspective. I also share a valuable lesson learned from my time at Coca-Cola. If you want to refine your sales approach and foster stronger client relationships, this episode is packed with insights and practical tips to help you succeed.Resources and LinksTake the Podcast surveyJoin the Tech CollectivePrevious episode: 565 - From Startup to Exit: Building a 10-Year Plan for Your Tech Consulting Business with Greg...
2024-10-0307 minPaul Higgins Podcast565 - From Startup to Exit: Building a 10-Year Plan for Your Tech Consulting Business with Greg PoirierWhy you should listen Learn the steps Greg took to successfully exit his tech consulting business after a decade.Discover how Greg leveraged content to drive growth and expedite the sales process.Understand the importance of a remuneration plan that motivates your team and ensures business continuity.Are you feeling uncertain about how to plan your business exit? In this episode, I speak with Greg Poirier, founder of CloudKettle, who shares his journey of building a tech consulting firm with a clear exit strategy in mind. We delve into how he executed his plan over ten y...
2024-09-3039 minPaul Higgins Podcast564 - Removing Growth Barriers with Top Talent with Matt YahesWhy you should listenLearn how outsourcing to top talent, particularly from the Philippines, can help you scale your business effectively.Hear a compelling example of how a Chief of Staff role transformed a client’s business operations and growth trajectory.Understand the common misconceptions about hiring remote talent and how to shift your mindset for growth.Are you feeling overwhelmed by the countless tasks on your plate, struggling to find time to grow your business? In this episode, I chat with Matt Yahes from Extend Your Team about how outsourcing can alleviate that burden. We di...
2024-09-2331 minPaul Higgins Podcast563 - Five Traits of High Performing Tech ConsultantsFeeling stuck while watching others in your industry thrive? In this solo episode, I dive into the secrets of high-performing tech consultants and what truly sets them apart. Inspired by a listener's question, I outline five key traits that successful partners share: continuous learning, tight niches, strong company culture, diversified revenue streams, and personal branding. If you're ready to elevate your consulting game, this episode is packed with actionable insights!Resources and Links497 - 7 Game-Changers for Tech Consultants488 – Unlocking Success: Five Essential Actions to Avoid as a Tech Consultant479 – Right to Play Isn’t The...
2024-09-1908 minPaul Higgins Podcast562 - Best of Both Worlds Balancing Services and Product Success with Sandeep BangaWhy you should listenDiscover how to choose the right niche for your services business while launching a successful product.Learn how to identify and solve the right customer problems that can lead to product success.Understand the infrastructure and investment needed to launch a product alongside your service offerings effectively.Are you running a services business and considering launching a product but don’t know where to start? In this episode, I talk to Sandeep Banga from Acutedge about the journey of managing a niche services business while successfully launching a product. Sandeep shares his in...
2024-09-1627 minPaul Higgins Podcast561 - Stop Getting Ghosted: Master Account-Based Marketing for High-Value Deals with Wouter DielemanWhy you should listenLearn how to target and secure deals worth $50,000 to $100,000 through effective account-based marketing (ABM).Gain strategies from Wouter Dieleman, a HubSpot consultant with over a decade of experience, to elevate your marketing game.Discover actionable tools and resources that can help you streamline your ABM efforts and improve client engagement.Are you tired of getting ghosted on LinkedIn and via email while trying to close high-value deals? In this episode, Paul Higgins talks to Wouter Dieleman about the power of account-based marketing (ABM). Wouter shares his extensive experience with HubSpot and explains...
2024-09-0928 minPaul Higgins Podcast560 - The Ultimate Sales Playbook for Tech ConsultantsAre you a tech consultant staring at an empty sales pipeline, worried about paying your contractors and keeping your business afloat? You’re not alone. Many tech consultants who once thrived on referrals face a tough reality as the market shifts. The good news? You don’t need to overhaul your entire business or become a content marketing expert overnight. What you need is a well-crafted, tech consultant-specific sales playbook to help you maximize every sales opportunity. In this solo episode, I’ll guide you through how a sales playbook can transform your business, secure your contractors, and keep you th...
2024-09-0508 minPaul Higgins Podcast559 - Three Cold Email Myths Busted with Damien ElsingWhy you should listenLearn the truth behind common misconceptions about cold email and how to overcome them.Discover actionable strategies to increase your cold email open rates and responses.Gain insights from an industry expert with years of experience in cold email marketing.Are you struggling with cold emails that just don't get responses? In this episode, I sit down with Damien Elsing from CLCK Digital to bust three common myths about cold emailing that are holding you back. Damien shares his expertise on what really works in cold email campaigns, how to make your...
2024-09-0232 minPaul Higgins Podcast558 - Breaking Through the Partner Pack to Stand Out with David PriemerWhy you should listenLearn proven techniques to differentiate your business in a saturated market and attract the right clients.Discover how David's scientific approach to sales can help you refine your messaging and connect with clients on a deeper level.Gain insights into the challenges partners face today and how to overcome them with effective sales strategies.Are you struggling to stand out as a partner in a crowded marketplace? Feeling like your solutions are just blending in with the rest? In this episode, I sit down with David Priemer from Cerebral Selling to discuss...
2024-08-2636 minPaul Higgins Podcast557 - Unlocking Your Potential with the Tech CollectiveFeeling isolated, overwhelmed, and unsure of how to scale your tech consulting business? In this episode, I tackle these common challenges head-on by introducing the Tech Collective. I share how joining a community of peers can provide fast answers, proven shortcuts, and exclusive experiences to help you overcome obstacles and accelerate your growth. Tune in to discover how you can unlock your potential by leveraging the power of community.Resources and LinksJoin the Tech CollectiveEpisode 549 - Expert Outreach Strategies to Drive Top of Funnel Success with Tom SimpsonPrevious episode: 556 - Discover the Power of Slack...
2024-08-2209 minPaul Higgins Podcast556 - Discover the Power of Slack: More Than Just a Messaging Tool with Laurence FitchWhy you should listenLearn how Slack can go beyond messaging and become a central collaboration hub for your business.Learn practical examples of how companies use Slack to streamline operations and improve efficiency.Get tips and strategies from a Slack veteran on leveraging the platform for maximum business impact.Do you still see Slack as just a messaging tool? In this episode, I sit down with Laurence Fitch from Bryd.io to uncover how Slack can be so much more. We dive into how businesses can transform operations by fully utilizing Slack’s capabilities, from se...
2024-08-1935 minPaul Higgins Podcast555 - Leveraging Industry Experience and ERP Solutions to Amplify Business Growth with Jamie L. SmithWhy you should listenLearn Jamie's approach to selecting and integrating new ERP systems for growing businesses.Hear about Jamie's personal journey and the challenges she overcame in expanding her SaaS partnerships.Get actionable tips on managing client experiences and financial strategies in a dynamic business environment.Feeling overwhelmed as a tech consultant with one SaaS partner and considering adding another? In this episode, I speak with Jamie Smith, co-founder of Amplified Advisors, about the challenges and opportunities of expanding your ERP solutions. Jamie shares her journey from managing a single SaaS partner to incorporating a...
2024-08-1240 minPaul Higgins Podcast554 - Shift Your Tech Consulting Business Into High GearAre you a tech consultant feeling stuck and overloaded with no clear path to sustainable growth? In this solo episode, I share what I learned from 18 years of successfully scaling and exiting my business and now mentoring other tech consultants to do the same. I introduce a new free lead magnet, the Tech Consultant’s Roadmap, a practical guide to boosting cash flow and achieving real profits and freedom. Discover the proven strategies to transform your business.Resources and LinksTech Consultant’s RoadmapJoin the Tech CollectivePrevious episode: 553 - How White Label Automation Can Revolutionize Your Tech...
2024-08-0804 minPaul Higgins Podcast553 - How White Label Automation Can Revolutionize Your Tech Consulting Business with Tiberiu SocaciWhy you should listenLearn how Tibi leverages no-code solutions to help businesses streamline their processes and integrate various SaaS platforms.Discover how MakeItFuture has helped companies overcome automation challenges and significantly improve their operations.Gain actionable tips on implementing automation in your business and understand the benefits of outsourcing automation services.Struggling with the lack of capability or capacity to seize new business opportunities? In this episode, I chat with Tiberiu from MakeItFuture.com about the power of white-label automation services. Tiberiu, an expert in no-code automation, shares his journey from running a coffee business...
2024-08-0538 minPaul Higgins Podcast552 - How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine GrayWhy you should listenLearn how Geraldine manages her business while working only two days a week, focusing on efficiency and delegation.Gain insights from a Salesforce Hall of Famer on effective Salesforce implementation and client management.Discover the benefits of fractional leadership roles and how they can contribute to business success.Balancing a tech consulting business and a personal life can be overwhelming, but Geraldine Gray shares how she successfully manages her thriving Salesforce Acceleration company while working only two days a week. With a supportive team of 40 people, Geraldine reveals the...
2024-07-2934 minPaul Higgins Podcast551 - Optimizing Your Marketing Strategy A Framework for Tech ConsultantsIn this solo episode, I share a comprehensive marketing plan tailored to tech consultants implementing SaaS platforms like Salesforce, NetSuite, and HubSpot. I break down the plan into six key segments—Brand and Positioning, Website Optimization, Content Strategy, LinkedIn Presence, YouTube and Email Marketing, and Future Strategies—over a 12-month period. Whether you're starting from scratch or refining your current efforts, I provide actionable insights and resources to enhance your marketing effectiveness and drive business growth. Tune in for practical advice and a structured approach to simplify your marketing journey.Resources and Links329 - Get More Sale...
2024-07-2512 minPaul Higgins Podcast550 - Demystifying Outsourced SDRs: Key Insights for Success with Filip PopovWhy you should listenLearn from Filip Popov's journey from an SDR to VP of Partnerships, with practical advice on managing sales prospecting.Discover effective methods to automate and streamline your top-of-funnel activities.Hear success stories and specific scenarios where outsourced SDRs made a significant impact.Feeling overwhelmed with the front end of your sales funnel? In this episode, I talk to Filip Popov from Growth Era about how outsourced SDRs can bridge the gap when your team cannot manage initial sales prospecting. Filip shares insights from his extensive sales experience, offering solutions for businesses looking...
2024-07-2236 minPaul Higgins Podcast549 - Expert Outreach Strategies to Drive Top of Funnel Success with Tom SimpsonWhy you should listenDiscover strategies to rejuvenate your lead generation efforts and fill the top of your funnel.Gain insights into maintaining accurate data and effective prospecting methods.Understand the benefits of staff augmentation to streamline your business operations.Are your referral sources drying up, leaving you struggling to generate new leads? In this episode, I sit down with Tom Simpson, founder and CEO of We Are Team Rocket, to discuss how to revitalize your lead generation strategy through targeted, multi-channel outreach. We explore tech consultants' common challenges, from managing numerous tasks to finding reliable...
2024-07-1536 minPaul Higgins Podcast548 - Who Are Your Champions?In this solo episode, I address many business owners' challenges, especially when struggling to manage finances and maintain cash flow. Drawing from my experiences, I share the importance of leveraging mentors and champions to navigate through tough economic cycles. I'll take you through my journey from my early days at Coca-Cola to running my businesses and how the guidance of various mentors helped me overcome obstacles and achieve success. Resources and LinksBook: Who Not How by Dan Sullivan and Dr. Benjamin HardyPrevious episode: 547 - Achieving No. 1 Google Analytics Partner Status After a Layoff with Feras A...
2024-07-1109 minPaul Higgins Podcast547 - Achieving No. 1 Google Analytics Partner Status After a Layoff with Feras AlhlouWhy you should listenLearn how Feras turned a layoff into an opportunity, growing multiple successful businesses.Gain practical advice on sales, marketing, and scaling your business from someone who's done it all.Discover the importance of strategic partnerships and certifications in building credibility and driving growth.Navigating the complexities of payroll and other business operations can be overwhelming, especially when it leads to short-changing yourself. In this episode, I chat with Feras Alhlou from StartUpwithFeras.com about his incredible journey from being laid off in 2003 to becoming the world's number one Google Analytics partner. Feras...
2024-07-0842 minPaul Higgins Podcast546 - When to Hire Your First Salesperson with Rory GalvinWhy you should listenLearn when and how to hire your first salesperson to scale your tech consulting business.Discover strategies for building a high-quality, effective team.Gain insights into maintaining a strong company culture and leveraging your network for growth.You've grown your tech consulting business and are juggling too many responsibilities, one of which is sales. In this episode, I talk to Rory Galvin, founder and CEO of Navirum, about the crucial decision of when to hire your first salesperson and how to build a high-performing team. Rory shares his journey from the corporate...
2024-07-0132 minPaul Higgins Podcast545 - Using AI to Improve Sales Call RapportBuilding rapport is essential for a successful sales call, but it's often inefficient, wasting valuable time. In this solo episode, I share strategies for building rapport using AI tools. Learn how to use AI to quickly gather insightful information about your potential clients, enabling you to make a stronger personal connection right from the start. Discover how this approach can lead to more meaningful conversations and, ultimately, more closed deals.Resources and LinksPerplexity.aiEpisode 506 - Mastering the Art of Sales Call Practice for Higher Conversions386 – How To Structure An Investment Call To Close More Sales322 – How T...
2024-06-2710 minPaul Higgins Podcast544 - Building a Sales Process: Key Strategies for Tech Consultants with Jason KramerWhy you should listenLearn how to spot inefficiencies in your current sales funnel and address them effectively.Gain insights from Jason Kramer's extensive experience in B2B lead nurturing and sales process optimization.Discover practical tips for using technology to improve your sales team's performance and close more deals.Many tech consultants struggle with marketing and lead generation due to gaps in their sales processes. In this episode, I talk to Jason Kramer, founder of Cultivize, about the importance of building an effective sales process. Jason shares his expertise in B2B lead nurturing and...
2024-06-2431 minPaul Higgins Podcast543 - Why Process Mapping is Key to Salesforce Implementations with Jessie MeadWhy you should listenLearn why mapping out business processes is crucial before implementing technology solutions and how this can lead to more successful projects.Discover the importance of speaking the same language as your clients and building long-term, trust-based relationships.Get insights into integrating platforms like Rootstock with Salesforce to provide comprehensive solutions tailored to specific industries.You're handed a potential client lead but quickly realize there's a significant missing step: the right process. In this episode, I sit down with Jessie Mead, co-founder of Cloud Journey Consulting Group. Jessie shares her extensive experience in...
2024-06-1724 minPaul Higgins Podcast542 - 7 Profit Drivers for Tech ConsultantsYou're smart, ambitious, and passionate, but is that enough to generate profit and achieve your desired freedom? In this solo episode, I outline tech consultants' true challenges and introduce the 7 profit drivers. Discover how to differentiate yourself, generate consistent leads, and create a profitable, scalable business. Resources and LinksGet the 7 Profit Drivers PDF Watch the 7 Profit Drivers videoWant to schedule a call with Paul? Book it here.Previous episode: 541 - Integrating Salesforce and HubSpot: Expert Tips on Marketing Automation with Justin CrawfordCheck out more episodes of The Paul Higgins ShowTech Consultant’s RoadmapJoin our newsletterJoin the...
2024-06-1313 minPaul Higgins Podcast541 - Integrating Salesforce and HubSpot: Expert Tips on Marketing Automation with Justin CrawfordWhy you should listenDiscover how to consolidate disjointed tech stacks to ensure clean, accurate data across sales and marketing.Learn about the role of automation in enhancing personalization and operational efficiency.Get practical examples of bridging gaps between platforms like Salesforce and HubSpot to enhance your RevOps strategy.Struggling with disjointed systems and data misalignment between your sales and marketing teams? In this episode, Justin Crawford, CEO of The Automation Company, shares invaluable insights on integrating your marketing and sales systems to create a seamless flow of data across your organization. Don't miss these practical...
2024-06-1023 minPaul Higgins Podcast540 - Become a Super Salesforce Consultant with Heather BlackWhy you should listenLearn how to develop a robust methodology that ensures successful project delivery.Discover how Supermums is transforming the tech industry by empowering women.Gain practical tips and strategies for enhancing your Salesforce consulting practice.Are you losing clients to competitors with better methodologies? You're not alone. In this episode, Heather Black from Supermums shares her expertise on improving your Salesforce consulting skills to win more work. Heather, an award-winning advocate for women in tech and founder of Supermums, has overseen 700+ Salesforce projects and built a global social enterprise.About Heather...
2024-06-0333 minPaul Higgins Podcast539 - 5 Essential Productivity HacksAre you a tech consultant juggling multiple hats and never finding enough time to focus on what truly matters? You're not alone. In this solo episode, I share five game-changing productivity hacks designed to help you cut through the noise and focus on what drives your success. With my experience as a facilitator for Franklin Covey, my lifelong dedication to productivity, and my daily mentoring of tech consultants, I’ve seen what works and what doesn’t.Resources and LinksTella.tvZightSuggested resources: https://paulhigginsmentoring.com/resources/Previous episode: 538 - 50%+ Growth Fuelled by a Proactive Culture with...
2024-05-3012 minPaul Higgins Podcast538 - 50%+ Growth Fuelled by a Proactive Culture with Ross LattaWhy you should listenLearn how to scale your team efficiently and manage growth challenges in a competitive market.Discover how to maintain a positive and productive work culture, even as your team expands.Understand the importance of building and maintaining strong relationships with key partners like NetSuite to drive business success.Are you struggling to grow your team while maintaining a positive work culture? Are you struggling to build and leverage relationships with key partners like NetSuite? If these challenges sound familiar, then this episode is for you. In this episode, I sit d...
2024-05-2734 minPaul Higgins Podcast533 - Networking Bandits: Unmasking the Illusion of LinkedIn OutreachIn this solo episode, I delve into the gritty realities of LinkedIn outreach services. As someone who's both felt the sting of subpar services and seen other tech consultants experience it, I unpack the common pitfalls in using a LinkedIn outreach agency and give you five actionable tips on navigating the complexities of LinkedIn outreach without compromising your brand or wasting resources. End your reliance on inefficient and costly LinkedIn outreach strategies by tuning into this episode.Join the Tech CollectivePrevious episode: 532 - Data Sync Made Easy with Ben Liebert Check out more episodes of The Paul Higgins S...
2024-05-0311 minPaul Higgins Podcast532 - Data Sync Made Easy with Ben LiebertWhy you should listenLearn about SyncHub's unique three-click system—Connect, Sync, and Report—that simplifies the integration of data from multiple sources like HubSpot, Salesforce, and Zoho into actionable insights.Gain insights from Ben's 20 years of experience in software development and his strategic approach to data extraction, which is crucial for tech consultants aiming to provide top-tier advisory services.Discover the future developments in SyncHub, including the integration of AI and advanced reporting tools, which are set to revolutionize how consultants handle data visualization and client reporting.In this episode, we dive deep into the real...
2024-04-2928 minPaul Higgins Podcast531 - Gearing Up for a Sale with Russell BadgettWhy you should listenLearn from Russ’s extensive experience in aiding organizations in transitioning from outdated systems to modernized tech stacks.Discover effective strategies for managing significant organizational changes, especially for those new to platforms like Salesforce.Gain insights into building a successful consultancy through Russ’s leadership, culture, and client management lessons.In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and founder of radianhub.com. With over two decades in the software industry, Russ brings much knowledge and experience, particularly from his 14 years in the Salesforce ecosystem. During our...
2024-04-2233 minPaul Higgins Podcast530 - ROI is Killing Your DealIn this solo episode, I tackle the often misleading use of Return on Investment (ROI) in deals and introduce a more tangible measure—economic impact. I discuss how focusing on the real-time financial pains of clients can transform the sales conversation from speculative to substantive. Throughout the episode, I share strategies that have shifted my approach to evaluating opportunities, moving away from unpredictable ROI forecasts to discussing immediate economic impacts that resonate more with clients. Tune in to learn how to change your approach and create actual value by focusing on what truly impacts your clients today.Re...
2024-04-1807 minPaul Higgins Podcast529 - The Future of CRM with Jon FerraraWhy you should listenGain valuable insights from Jon Ferrara, who has decades of experience in the CRM industry, including founding one of the earliest CRMs, GoldMine.Learn about the next evolution of CRM systems, which focus on building relationships across entire businesses rather than just enhancing sales processes.Discover a special offer from Jon, providing you with tools to effectively enhance your business and client relationships.In this episode, Jon Ferrara, a pioneer in the CRM industry and founder of Nimble, shares his extensive knowledge and experience. He discusses the transformation of customer relationship management...
2024-04-1532 minPaul Higgins Podcast528 - Four Minds of Digital Transformation with Ben StroupWhy you should listenLearn why immediate solutions might not always be in your best interest and how they can divert you from addressing the root cause of challenges.Discover the concept of adaptive change and its significance in achieving sustainable organizational success beyond mere technological implementations.Gain valuable strategies from Ben's "four minds" model to navigate uncertainty, streamline operations, and capitalize on growth opportunities effectively.Are you ready to revolutionize your organization's approach to change? In this episode, Ben Stroup introduces the transformative concept of adaptive change through the lens of the "four minds"—strategy, Op...
2024-04-0836 minPaul Higgins Podcast527 - So What is the Point?Have you ever stopped asking yourself, "What is the point?" of your actions? In this solo episode, I dive into a pivotal lesson I learned from a senior executive during my 18 years at Coca-Cola. I share the moment that transformed my approach to work: focusing on initiatives with a definitive purpose and outcome. This episode could be the pause and reflection you need to realign your efforts with your goals.Resources and LinksPrevious episode: 526 - Your Marketing Automation Partner with Laine BelcastroCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind o...
2024-04-0404 minPaul Higgins Podcast526 - Your Marketing Automation Partner with Laine BelcastroWhy you should listenExpert Guidance on Marketing Automation Platforms: Laine breaks down the complexities of choosing and utilizing your business's right marketing automation platform, offering insights that could save you time and resources.Strategic Email Marketing Insights: Discover the dos and don'ts of email marketing, learning how to create emails that genuinely engage your audience rather than ending up in the spam folder.Future of AI in Marketing: Get a glimpse into the evolving role of AI in marketing automation, including practical tips on how to leverage AI today and predictions for how it will shape marketing...
2024-04-0130 minPaul Higgins Podcast525 - AI - Death of Developers? With Mark GoodWhy you should listenStay Ahead in AI Integration: With AI evolving rapidly, this episode provides insights into effectively training your team to harness AI's full potential, ensuring you stay competitive and innovative.Expert Insights from Mark Good: With a decade of experience and a passion for AI since 2015, Mark shares his journey and mission to accelerate AI adoption in business processes, offering a unique perspective on combining business acumen with AI development.Practical Solutions for AI Training: This episode offers practical advice and solutions for individual professionals and organizations aiming to enhance their AI capabilities....
2024-03-2528 minPaul Higgins Podcast524 - Mining Sales GoldWhat do you do when potential clients say no? In this solo episode, I dive deep into a critical aspect of sales that we often overlook: responding to potential clients' rejections. I share why capturing and using the reasons behind these rejections is crucial. Despite our expertise in implementing sales CRMs for our clients, we often neglect this practice in our operations, missing valuable insights that could turn those nos into future yeses. Whether you're a seasoned tech consultant or new to the field, this episode is packed with insights on turning rejections into opportunities, making your sales process...
2024-03-2107 minPaul Higgins Podcast523 - How You Should be Using Video to Make More Profit with Grant ShaddickWhy you should listenUnlock the Power of Video: Learn how video can transform your sales process, making it more personal and effective, and why it's becoming an essential tool for businesses in the digital age.Efficiency and Quality Combined: Discover how Tella offers the perfect balance between ease of use and professional-quality video production, saving you time without compromising on the impact of your content.Stay Ahead with AI: Gain insights into the future of video editing and content creation with AI and how Tella is leading the charge in making advanced video production accessible to everyone.
2024-03-1834 minPaul Higgins Podcast521 - One more stepIn this solo episode, I reflect on the fifth anniversary of my life-changing transplant, thanks to my friend Brendan's generous donation. Sharing my recovery journey and the drive to reach my personal "Everest," I offer universal lessons on resilience, the power of support, and making incremental progress towards significant goals. This episode celebrates a personal milestone and serves as a call to action for you to take that crucial next step in your business or personal life.Resources and LinksPrevious episode: 520 - Developing a Key Operator Role with Jhana LiCheck out more episodes of The...
2024-03-0405 minPaul Higgins Podcast520 - Developing a Key Operator Role with Jhana LiWhy you should listenJhana shares her vast experience transforming businesses through effective operations, consulting, recruitment, and training.Learn how to identify and empower a second in command to take over daily operations, allowing you to focus on growth and personal goals.Get inspired by success stories of entrepreneurs who have scaled their businesses while reclaiming their time and freedom.Are you feeling trapped in your success, missing out on personal experiences due to your business's heavy dependence on you? In this episode, Jhana Li from Spyglass Ops reveals how to build a second in command...
2024-02-2630 minPaul Higgins Podcast519 - Peer Help for Material Business DecisionsAre you grappling with material business decisions in your tech consulting business and feeling isolated in the process? In this solo episode, I introduce the Tech Collective, a revamped community designed to support tech consultants like you. Dive into different discussions about pricing strategies, effective lead generation beyond referrals, and hiring for your practice, among other topics. Discover how focused peer advice, proven playbooks, and a supportive network can guide you through making material decisions with confidence.Resources and LinksJoin the Tech CollectiveBryd.ioCheck out the episode on our website: 519 - Peer Help for Material Busi...
2024-02-1909 minPaul Higgins Podcast518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKayWhy you should listenGain direct insights on how to prepare your business for a successful exitLearn about the critical steps in setting up your business for M&A transactionsLearn about aligning personal goals with business strategies and the significance of simplicity and focus in scaling your business effectively for an eventual lucrative exit.Are you pondering the right time for an exit or how to prepare your tech consulting business for sale? Alex MacKay from Techquity Advisors brings a wealth of experience from the enterprise software and services sector to the table. Throughout the episode...
2024-02-1231 minPaul Higgins Podcast517 - Key Roles for a Pain-free HolidayIn this solo episode, I address a common yet critical issue many business owners face: the inability to take time off without letting themselves and their families down due to work interruptions. I share a straightforward yet effective three-step process to not only manage, but thrive during your time off. From listing tasks to deciding what to delete, delegate, or do, and finally, hiring the right support, I cover it all. Don't miss the insights and resources available to make your next holiday season truly work-free. Ready for a change? Let's dive in.Resources and Links...
2024-02-0508 minPaul Higgins Podcast516 - Education as a Competitive Advantage in Tech Consulting with Peter FullerWhy you should listenUnderstand the importance of differentiating their services in a competitive market.Learn how focusing on a specific niche, like education, can lead to substantial business growth and client retention.Gain insights into creating a successful business model that integrates training and consulting for maximum client value and satisfaction.Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting...
2024-01-2927 minPaul Higgins Podcast515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan WillmanWhy you should listenDiscover real-life, effective methods that transformed a tech consultancy from near-collapse to substantial growth.Gain insights from Bryan Willman's experience with executive coaching and the EOS framework, offering valuable lessons in business leadership and management.Learn about the innovative 'Support as a Service' approach and its impact on recurring revenue, a crucial aspect for any tech consulting firm.In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino...
2024-01-2227 minPaul Higgins Podcast514 - 2023 WrapIn this solo episode, take a journey with me as we reflect on the eventful year of 2023. We'll revisit the significant changes, milestones, and invaluable lessons learned, highlighting some of my favorite episodes. But this isn't just a retrospective; it's also a glimpse into what 2024 holds for myself and the technology consultants I help. Join us as we gear up for the challenges and opportunities that await us in the new year. Wishing you a wonderful festive season!Resources and Links514 - 2023 WrapEp 444 - Closing The Sales Gap Between No Decision And Purchase With Matt Dixon E...
2023-12-1412 minPaul Higgins Podcast513 - Salesforce Partner Success: Key Strategies During Economic Downturn with Alex BariyevWhy you should listenLearn strategies to steer your Salesforce consultancy through economic downturns successfully.Alex Bariyev shares invaluable insights from his extensive experience, offering practical advice for resilience and growth.Get actionable steps to optimize operations and expand your business during tough economic times.In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your business. Our guest, Alex Bariyev, VP of Consulting at AquivaLabs, delves into effective strategies for increasing revenue during challenging times. With his extensive...
2023-12-1122 minPaul Higgins Podcast512 - AI Unleashed: Demystifying AI for Tech Consultants with Stephen StoufferFaced with the ever-evolving world of AI and its impact on the tech consulting landscape, many consultants are overwhelmed and unsure how to integrate AI into their strategies. In this episode, Stephen Stouffer, VP of Digital Transformation at SaaScend, unravels the complexities of AI and its practical applications for tech agencies and consultants. Stephen, an AI enthusiast, also delves into how AI can transform ICP generation, lead routing, and more. His insights offer valuable guidance on navigating AI's current and future roles in the tech consulting world. Whether grappling with AI integration or seeking innovative ways to harness its...
2023-12-0426 minPaul Higgins Podcast511 - Empowering Success for Salesforce Partners Through Staff Augmentation with Nazar MykytynEpisode OverviewIn the ever-evolving world of Salesforce consulting, finding the right talent at the right time can be daunting. In this episode, we delve into staff augmentation as a strategic solution for Salesforce partners facing skill gaps in their projects. Join us as Nazar Mykytyn, CEO of Redtag, shares his journey in Salesforce implementation and staff augmentation, offering insights on how staff augmentation can empower Salesforce partners during growth phases. This episode also explores the impact of AI in development, providing valuable perspectives for Salesforce partners striving to stay ahead in a competitive market....
2023-11-2726 minPaul Higgins Podcast510 - AI-Powered Growth: Leveraging Artificial Intelligence for Tech Consulting Success with Noah BerkEpisode OverviewAre you still navigating the complexities of AI? Are you uncertain about the preparations needed for its effective integration? In this episode, join us as Noah Berk, co-founder of OBO, talks about leveraging AI to optimize tech operations and drive business growth. Learn from Noah's 20 years of B2B expertise and OBO's success in integrating AI with platforms like Salesforce, HubSpot, and Monday.com. This episode is packed with actionable insights, from preparing for AI integration to practical applications across various tech platforms. Don't miss this opportunity to future-proof your tech consulting business with AI...
2023-11-2032 minPaul Higgins Podcast509 - The Strategic Profit Blueprint for Tech ConsultantsEpisode OverviewWant to break away from the “sea of sameness”? In this solo episode, discover how to differentiate your tech consulting business and avoid common pitfalls many fall into. Get insights from my years of experience running a tech consulting business, mentoring other tech consultants, and interviewing the most successful in our industry. Tune in to learn how to survive and thrive by standing out in the tech consulting world.Resources and Links509 - Show NotesEp 497- 7 Game-Changers for Tech ConsultantsStrategic Profit BlueprintThe Paul Higgins ShowJoin our newsletterPaulhigginsmentoring.comConnect With Paul...
2023-11-1609 minPaul Higgins Podcast507 - AI Forecast: Talent Transformation in the Salesforce Ecosystem with Bradley RiceEpisode OverviewNavigating the evolving Salesforce ecosystem amidst the AI revolution can seem daunting—whether you're a seasoned professional hedging against job security concerns or a newcomer seeking a career in Saleforce. In this episode, Bradley Rice unravels how aligning your career and personal aspirations is key to surviving and thriving in a tech-driven future. We delve into the roles of AI and dismantle the most common myths about it. This is a great episode you shouldn’t miss!About Bradley RiceBradley has worked in the Tech Ecosystem for over 10 years and beca...
2023-11-0629 minPaul Higgins Podcast505 - AI-Powered Sales Mastery: Winning the Outbound Game with Collin MitchellEpisode OverviewIn this episode, learn how to elevate your outbound game using AI tools. Discover the critical steps in vetting potential clients and establishing a robust sales process before diving into outbound strategies, ensuring your foundation is solid for success. We explore the power of LinkedIn for forging genuine connections and utilizing AI tools for personalized engagement. Collin also shares insights into various sales tools and strategies and the importance of personal branding for sales professionals. Don't miss out on these valuable lessons to transform your outbound sales efforts!About Collin MitchellColl...
2023-10-3026 minPaul Higgins Podcast504 - Getting Women Back Into the Salesforce Ecosystem with Manika GoyalEpisode OverviewIn this episode, Manika shares her inspiring journey and how she runs her successful businesses while helping and advocating for women, especially mothers, to confidently step back into the workforce, through her specialized program. She continues to be a beacon in the Salesforce community, fervently driving her mission to reintegrate women into the professional sphere. Don't miss out on these insights and more!About Manika GoyalManika Goyal is a Salesforce Industries Architect and the founder of Intellicloud Solutions, a consultancy focused on Salesforce Industries, SFMC, and other Salesforce products. With...
2023-10-2321 minPaul Higgins Podcast502 - Empowering the Next Generation of Women Leaders in the Salesforce Ecosystem with Pallavi AgarwalEpisode OverviewIn this episode, we delve deep into the Salesforce ecosystem, shedding light on the untapped potential of female talents, especially those transitioning from different sectors. Join Pallavi as she recounts her inspiring journey in tech, underscoring the value of mentorship and recognizing transferable skills. Tune in as we uncover pathways for women leaders and how partners can capitalize on exceptional female talents.About Pallavi Agarwal Pallavi Agarwal founded Kander, a woman and immigrant-founded Salesforce boutique consulting firm. Her passion is finding ways to help clients determine their true path and identify t...
2023-10-1623 minPaul Higgins Podcast501 - Building Brands to Stand Out With the Kevin Bacon of Salesforce with Eric DreshfieldEpisode OverviewIn this insightful episode, we're joined by Kevin Bacon of Salesforce as he delves into the transformative power of branding for ISV partners and consultants. Transitioning from his earlier career, Eric spotlights the importance of a standout brand presence in the bustling Salesforce ecosystem. Dive in for an enriching conversation on branding, events, and the art of standing out.About Eric Dreshfield Eric Dreshfield is a "Connector," a blogger and marketer, a mentor for those new to the Salesforce ecosystem, and a Community Advocate. Working in the Salesforce ecosystem since 2009, with e...
2023-10-0924 minPaul Higgins Podcast500 - Epic 500 Milestone and a Huge AnnouncementEpisode OverviewHappy 500th episode!In a solo episode, I will take you through my nostalgic podcast journey back to where it all began, celebrating numerous evolutions, heartfelt conversations, and my undying passion for engaging dialogue. I am also taking this opportunity to thank everyone who's been part of this incredible journey—from past teams and mentors to every listener. This episode marks a milestone and reveals a significant change: introducing "The Paul Higgins Show" with a renewed commitment to tech consultants - scale faster to live better. Join me on this celebratory episode, and as...
2023-10-0407 minPaul Higgins Podcast496 - Inside the Journey of Scaling a 7-Figure NetSuite Partner Business in Just 4 Years with Robert JurcecEpisode OverviewIn this episode, we dive into the inspiring journey of Onekloudx, as Robert shares their remarkable success story and the challenges they faced in scaling the business. He also highlights the significance of deeply understanding organizations' pain points and aligning tailored technology solutions while emphasizing the importance of strategic partnerships and effective marketing strategies.Main things Robert shared in this episode:Self-generated leads through strategic partners Why does he have a dedicated marketing person, and what do Knowledge base - help with user acceptance and prep for AIAbout Robert Ju...
2023-09-1826 minPaul Higgins Podcast495 - Leveraging a Fractional Sales Expert to Amplify Your Revenue with Harris KennyEpisode OverviewIn this episode, we jump into fractional sales and its potential advantages, especially for tech consulting businesses. Harris also shares when and why you should hire a fractional sales expert while addressing the challenges and the need for continuous development and improvement.Main things you will learn from this episode:Why go with fractional salesHow to best use it How Harris is using AIAbout Harris KennyHarris Kenny founded Intro CRM, a sales agency based in Denver, Colorado. He helps build scaleable systems for sales teams, integrating w...
2023-09-1133 minPaul Higgins Podcast494 - The Number One Habit Hindering Growth as a Tech ConsultantEpisode OverviewTime to break the habit that’s holding you back!In this solo episode, I discuss the detrimental habit of self-assessment, which hinders growth in business and personal endeavors. With a relatable golfing anecdote, I emphasize the importance of seeking guidance from experienced mentors instead of blindly implementing content from various sources. Key actions from todayStop thinking the volume of content is the problem Agree the true problem is self-assessment Talk to someone or ask me for someoneResources and Links494 - Show NotesScaling Blueprint Join our ne...
2023-09-0706 minPaul Higgins Podcast493 - Growing Through Acquisition with Rohit ThakralEpisode OverviewHave you ever considered growing your business through acquisition?In this episode, Rohit Thakral discusses how Target Integration has expanded from just services into products through acquisition. He openly shares how they did it and why they decided to do it. Rohit also focuses on these topics:Why acquire Finding the right company and team to make it happen The process to maximize synergies IsAbout Rohit ThakralRohit is an Entrepreneur and business Automation Consultant experienced in working for businesses from Manufacturing to Finance and Ret...
2023-09-0530 minPaul Higgins Podcast492 - Unlocking Ecuador's Salesforce Potential with Alex GarciaEpisode OverviewIn this episode, Alex Garcia focuses on managing services for Salesforce partners and how it works. He also shares how they do it at Ennube Solutions and what sets them apart.3 Key things you will learn today:A hidden gem of a country How managed services work Three areas - admin/app/reporting About Alex GarciaAlex is a co-founder of Ennube Solutions and a California native. He has over a decade of consulting experience on innovation and cloud technology systems, working with the best com...
2023-08-2825 minPaul Higgins Podcast491 - Untapped Leads: Revealing Little-Known Lead Sources for Tech ConsultantsEpisode OverviewAre you relying solely on referrals? Do you have other lead sources?In this solo episode, I will reveal three little-known lead sources for tech consultants to help you get those leads outside of referrals. I will also share some bonus tips and a playbook with all the necessary information.Key actions from todayDownload the Self-generated lead sources playbook Action one Ask me questions Resources and Links491 - Show NotesSelf-generated lead sources playbookScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With Pau...
2023-08-2414 minPaul Higgins Podcast488 - Unlocking Success: Five Essential Actions to Avoid as a Tech ConsultantEpisode OverviewAre you not getting the desired results despite putting in your 100% effort?In this solo episode, I will talk about the five critical factors contributing to this challenge you are facing and how to avoid them. Also, look out for the resource that I will share with you.Key actions from todayDownload the ICP resource Take one action on one of the five Make it public Resources and Links488 - Show NotesIdeal Client Profile (ICP) playbookCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins Ment...
2023-08-1111 minPaul Higgins Podcast486 - Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett MartinEpisode OverviewIn this episode, Brett gives us a masterclass on using inbound marketing, focusing on providing valuable content and utilizing various platforms like YouTube, podcasts, etc., to attract more clients and grow your tech consulting business. He also shares his journey and experience in building a strong online presence which helped Zenatta Consulting become the #1 Zoho partner in the US. You will also learn:Why consistency is the key What media assets to create A golden tip of webinars never shared beforeAbout Brett MartinBefore founding Zenatta Consulting, Brett s...
2023-07-3142 minPaul Higgins Podcast485 - One Action to Boost Your Confidence When SellingEpisode OverviewImagine a potential client agreeing to have a call with you - you do your homework and prepare for the call, but you end up stumbling at the start. You and the potential client feel awkward, and it never recovers. After all, first impressions do count. In this solo episode, I will share how a simple video sent before a sales call will help you gain confidence, build trust, reduce the awkwardness during the call, and let them know what they can expect.Key actions from todayDownload the Video p...
2023-07-2709 minPaul Higgins Podcast484 - From Zero to $5 Million: How One Salesforce Partner Achieved Rapid Growth with Adam TroughearEpisode OverviewIn this episode, Adam shares how he, his co-founders, and their whole team worked to achieve rapid growth. He highlights the significance of building strong relationships with A.E.s and customers, having the right people in your team and trusting them fully, and the success of personal networking in lead generation.Adam also focuses on:Why salesforce multi-cloud Sources of growth When to hire a sales director About Adam Troughear Adam is a Co-Founder & Managing Director of Skie Solutions, an APAC Salesforce partner. He is a passionate and...
2023-07-2427 minPaul Higgins Podcast483 - Automating Your Sales with Carol SpringerEpisode OverviewAre you automating your sales process?In this episode, Carol focuses on the role of automation in sales. She emphasizes how you can expand your Salesforce practice with Pardot - a powerful marketing automation tool. She also highlights how it can be used for effective lead generation and nurturing and to deliver comprehensive solutions to clients.You will specifically learn:How SF and Pardot can work seamlessly Who is a great fit for it How to use content to grow your Cloud Consulting businessAbout Carol Springer...
2023-07-1739 minPaul Higgins Podcast482 - Closing More Sales With Case StudiesEpisode OverviewImagine this: You’re on a sales call going well, then your potential client asks to speak to someone you’ve worked with before. How do you handle this?In this solo episode, I talk about how you can close a sale without losing momentum, using case studies - and not boring ones like some. Listen as I share the format I use to create engaging, informative, and effective case studies.Key actions from todayDownload the case study builder from www.paulhigginsmentoring.com/casestudy.Create compelling case studies using the...
2023-07-1310 minPaul Higgins Podcast481 - Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John BurdettEpisode OverviewAre you struggling to scale your business? Hiring people who are aligned with the core values of the company will definitely help you scale. In this episode, John shares his expertise in helping businesses scale and improve their operations. He also gives insights into the proven and effective strategies and values that have contributed to their success in recruiting top talent and the overall growth of Fast Slow Motion. Key topics you should look out for:3 core values At-risk comp model Internal recruitment and marketing About Joh...
2023-07-1036 minPaul Higgins Podcast480 - Growing a Salesforce Partner Business Through Live Events With Vincent MotteEpisode OverviewAre you looking for other ways to grow your Salesforce partner business? Have you tried doing Live events?In this episode, Vincent focuses on running and growing a successful Salesforce partner business within the competitive ecosystem. He shares his experiences and insights on market approach, differentiation, marketing strategies, recruitment challenges, networking through live events, and so much more. In this interview, he also covers these specific topics:How to pick a vertical and match them where they are at Breakfast events soup to nuts Why investing funds upfront is the rig...
2023-07-0332 minPaul Higgins Podcast479 - Right to Play Isn't The Right to Profit: The #1 Marketing Mistake That Keeps You on Business WelfareEpisode OverviewImagine this; you're a cloud consultant trying to grow your business. You look around and see your peers seemingly thriving while you're struggling to find your footing.In this solo episode, I discuss the fundamental mistake many struggling cloud consultants make when trying to grow their businesses. While factors like leads, partnerships, hiring, and pricing can contribute to growth challenges, they are not the root cause. The number one mistake is positioning oneself solely as a SaaS partner, rather than as a consultant who understands and solves clients' business problems.Key...
2023-06-2909 minPaul Higgins Podcast478 - Avoiding Common Hiring Mistakes with Josh MatthewsEpisode OverviewIs your hiring process a nightmare? Are finding it hard to find the perfect candidate?In this episode, let’s delve into companies' common mistakes regarding their hiring process and how to avoid them. Josh also shares insights into their approach to attracting and screening top candidates for clients and explores the topic of biases in the hiring process.In this interview, he emphasizes these topics:The one question you should ask in an interview What candidates are looking for in their next leader How to avoid 'pink flags' in an in...
2023-06-2640 minPaul Higgins Podcast477 - Recession Readiness for Digital Consulting Agencies with Ryan WatsonEpisode OverviewWhat are you doing to be recession ready?In this episode, Ryan guides service-based businesses, specifically agencies, to navigate tough economic times. He delves into managing human capital, maintaining cash reserves, and implementing effective contingency plans. He also gives practical insights and tips for surviving a recession and achieving long-term success.About Ryan WatsonRyan is an experienced operations and finance leader for creative agencies and venture-funded startups. As a partner at Upsourced, he helps scaling agencies build better plans, see the future and drive profits. Before Upsourced, Ryan...
2023-06-1940 minPaul Higgins Podcast476 - Stop Short-changing YourselfEpisode OverviewAre you short-changing yourself?In this solo episode, I share the importance of not undervaluing oneself and provide practical advice and a case study to inspire cloud consultants to reassess their pricing and overall business strategies to avoid shortchanging themselves.Key actions from todayLook at what a commercial rate would be for youSpeak to your accountantGet a financial advisor or speak to themResources and Links475 - Show NotesCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect W...
2023-06-1510 minPaul Higgins Podcast475 - Maximizing the Potential of Data in the Cloud: Insights for Cloud Consultants with Aron ClymerEpisode OverviewDo you believe data plays a crucial role in today's digital era?In this episode, Aron from Data Clymer delves into the fascinating world of data and how you can leverage it to gain a competitive edge, enhance operational efficiency, and drive innovation. With his extensive experience in the industry, including his time at Salesforce, where he established a product intelligence team, you will gain a deeper understanding of the power of data and its crucial role in shaping businesses' success.In this interview, he also talks about:W...
2023-06-1234 minPaul Higgins Podcast474 - Do it Selling with David NewmanEpisode OverviewDo you struggle with marketing and sales? Are you heavily relying on referrals? In this episode, David shares a fresh perspective on sales, and proven sales strategies, especially for cloud consultants with small teams and revenue ranging from 750k to 4 million. If this is you, this is an episode you wouldn’t want to miss!David also covers:How to research 5-sentence email and add value Top 3 actions from 77 in his book do it selling About David NewmanDavid Newman is known as one of the top r...
2023-06-0544 minPaul Higgins Podcast473 - 1:3:1 RuleEpisode OverviewDo you ever feel like you're the bottleneck for delivering results in your business? Don’t worry. You are not alone. This is a common challenge faced by business owners. And in this solo episode, I will share the 1:3:1 rule - a simple and effective approach to problem-solving. It involves identifying one problem, developing three potential solutions, and giving one recommendation. By adopting this rule, team members are empowered to solve problems independently, fostering growth and learning. Key actions from todayStop doing what you can and focus on what you should Trai...
2023-06-0107 minPaul Higgins Podcast445 - Start the year with lessHello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445Today's topic isStart the year with less If it is your first time, welcome. I share my learnings from mentoring cloud consultants - typically 10-15min max. Check out past shows - search Accelerate sales and try the interview shows.If you love what you hear, please subscribe.If you are a regular, thanks for your support. Please email me at paul@paulhigginsmentoring.com to let me know if you liste...
2023-01-2607 min
Paul Higgins Podcast426 – The 6 Pillars To A Happy & Healthy HubSpot Agency With Clodagh HigginsStarting a marketing agency is challenging, but everything gets easier when implementing the right systems and procedures for you and your clients. In this episode, Clodagh S. Higgins shares her insights on how to build a happy and healthy agency. She is a business coach and consultant for digital marketing agencies and an ex-HubSpotter who helps owners in the areas of sales, marketing, services, and scaling. She explains how the Gino Wickman EOS model can work for your agency, the 6 pillars to a happy, healthy agency and how the They Ask, You Answer methodology will catapult your...
2022-10-1042 minPaul Higgins Podcast381 - Get 30 Leads A Month To Your Cloud Consulting Business Leveraging Youtube With Paul MinorsUnless you’ve been living under a rock, you’ve heard how video is a great source of leads. Paul Minors, a productivity consultant, is here to confirm that. He started his YouTube channel as a part-time job, and now he has over 21,000 subscribers.In the conversation with Paul Higgins, he shares some tips on creating a YouTube channel that brings you lots of qualified leads every month. But he also reveals that the secret to converting those leads is the art of follow-up. He gives a brilliant process of how he does it and how you can...
2022-03-2139 min