Paul Higgins Podcast

Why 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 from ExpandAP about their native Salesforce solution that bridges the gap between your sales data and spending intelligence. Whether you're running campaigns, traveling to meet prospects, or managing client projects, ExpandAP provides visibility into what you're actually spending to win and maintain business. Paul explains how this solution evolved from his experience implementing ERP systems and seeing the consistent challenge of expense tracking and attribution across organizations. If you've ever wondered about the real ROI of your marketing efforts or the true profitability of specific clients, this conversation reveals how bringing spend data directly into Salesforce can transform your business decision-making.About Paul WnekPaul Wnek is the founder and CEO of ExpandAP and a 15x certified Salesforce B2B solutions architect. Paul is an expert in complex business systems management, integration and implementation and is well versed in CRM, ERP, PSA, payment systems, subscription billing and CPQ and how to connect workflows for a holistic view of business outcomes.Resources and LinksExpandap.comPaul's LinkedIn profileBook a demo here!Previous episode: 600 - From Bootstrap to 7 figures: Building a NetSuite Powerhouse Through Marketing with Nathan GaringCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterSuggested resources

Why you should listenNathan Garing shares how he bootstrapped and scaled his NetSuite consulting business to include dedicated sales and marketing teams, revealing practical growth strategies beyond the "solopreneur with referrals" stage.Discover how to build a dual revenue model by transforming client-funded custom solutions into productized apps that can open doors to new customers and create recurring revenue streams.Learn Nathan's approach to marketing attribution in the complex B2B tech consulting space where sales cycles can stretch beyond a year, and why consistency across multiple channels ultimately pays off.Are you struggling to grow beyond referrals and wondering when's the right time to invest in dedicated sales and marketing resources? In this milestone 600th episode, I talk with Nathan Garing from Salora ERP about his journey building a thriving NetSuite consulting practice. Nathan shares how he overcame the fear of investing ahead of revenue to build a team that now includes three full-time salespeople and multiple marketing resources. We dive into his strategic transition from pure services to developing 40+ apps that both serve existing clients and attract new ones. Whether you're considering adding products to your service offering or trying to determine the right time to invest in growth, Nathan's bootstrapped success story offers valuable insights for tech consultants at any stage.About Nathan GaringNathan is a Co-Founder of Salora ERP, leveraging more than seven years of NetSuite consulting experience and a decade of accounting experience. He started his career managing over $250M in Accounts Payable across multiple locations and subsidiaries for a multi-national business using NetSuite as a user. He then transitioned into a NetSuite consultant role, leading implementations for clients. Outside of work, he enjoys spending time with his French Bulldog, Stella, and traveling.Resources and LinksSaloraerp.comNathan’s LinkedIn profileSalora ERP on LinkedInPrevious episode: 599 - ​​What I Actually Do And Why It Matters to YouCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterSuggested resources

Ever 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 high-paying clients through niche clarity and bold positioningClosing bigger deals with productized offers and systematic sales approachesScaling without you by systemizing delivery and leveraging AIThe episode outlines my two service models—group mentoring with implementation support and a self-guided digital knowledge base—and shares my mission to help SaaS consultants break through their growth ceilings based on my own journey selling a consulting business.Resources and LinksTalk with Paulpaulhigginsmentoring.com/dealsBook: The Tao of CoachingPrevious episode: 598 - Breaking Into Trade Associations: A Tech Consultant's Guide with Chris VaughanCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterSuggested resources

Why you should listenChris Vaughan reveals the untapped potential of industry associations as a lead generation channel for tech consultants, including a game-changing resource that helps you instantly find the right associations for your niche.Learn who to approach within associations, what marketing assets to leverage, and how to position yourself to gain access to their member directories and events—complete with practical strategies for building trust.Discover why associations are actively seeking technology partners like you and how their post-COVID growth creates perfect timing for tech consultants to forge these valuable relationships.As a tech consultant who's picked a niche and maxed out your network contacts, you're likely wondering how to tap into those perfect industry associations filled with your ideal clients. In this episode, I talk with Chris Vaughan from Sequence Consulting who brings his unique background in both tech consulting and association management to solve this exact challenge. We dive into how to find the right associations, who to approach, and what marketing assets to leverage for maximum impact. Chris reveals that most tech consultants make the mistake of leaving association partnerships as their last growth strategy when it should be one of their first—especially since associations are experiencing unprecedented growth and are actively seeking technology expertise to modernize their operations.About Chris VaughanChris Vaughan is the co-founder and Chief Strategy Officer of Sequence Consulting, where he helps associations grow membership, engagement, and revenue in ways they never thought possible. With over two decades of experience and a background in Big Strategy consulting, he has worked with some of the world’s most influential associations—AARP, American Medical Association, National Association of Realtors and many more—to drive record-breaking growth and sustainable impact. He is an expert on industry trade associations and how vendors can partner with them to grow their business.Resources and LinksSequenceconsulting.comChris’ LinkedIn profileCauseiq.comOceanofPDFPrevious episode: 597 - Growth Lessons: Balancing Partners, Inbound and Outbound with Scott HollrahCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterSuggested resources

Why you should listenScott Hollrah shares his 10-year journey scaling Venn Technology from referrals to a 35-person company, revealing a winning mix of partner relationships, inbound marketing, and their new outbound strategy.Discover the game-changing marketing hire that transformed their business and how giving up control allowed Scott to overcome the bottleneck of his own growth.Learn practical strategies for leveraging technology partnerships without being wholly dependent on them. These strategies can help you build trust, which can lead to higher close rates and industry recognition.As a tech consultant who's maximized your network, you're likely feeling the crunch from 2024 and wondering what else you can do to grow your business. In this episode, I talk with Scott Hollrah from Venn Technology, who shares how he's expanded beyond just referrals to build a thriving integration company. Whether you're struggling to break free from the referral ceiling or looking to diversify your lead sources, Scott's journey offers practical insights on building a marketing engine, strengthening partner relationships, and launching an effective outbound strategy. His company helps free finance and accounting professionals from tedious data tasks so they can "make it to their kid's soccer game" – and his growth approaches can help you break through your own barriers to scale.About Scott HollrahScott is the founder and CEO of Venn Technology and host of the podcast In the Thick of It. He has over 15 years of experience in the business technology industry, specializing in ERP, CRM, and accounting software solutioning. Scott founded Venn Technology in 2015 to help small and medium-sized businesses regain their time and sanity by building integrations between their more important business apps. Plus, the Venn team also implements and customizes all things Salesforce. Venn’s top priority: build solutions that free people to focus on what they’re best at. Resources and LinksVenntechnology.comScott’s LinkedIn profileVenn Technology on LinkedInIn the Thick of It podcast on YouTubeVenn Technology’s YouTube channel: @venntechnologyVenn Technology on Instagram: @venntechnologyIn The Thick of It Podcast on Instagram: @inthethickofit_podcastPodcast: How I Built This Podcast: AcquiredPrevious episode: 596 - The Productivity System That's Adding Hours to Tech Consultants' DaysCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterSuggested resources

If you're drowning in emails, your task list is overflowing, and you can't find enough hours to focus on growing your business, this episode is for you. I'm sharing a game-changing productivity framework I've refined over 28 years, including my time at Coca-Cola and Franklin Covey, and now mentoring tech consultants and SaaS partners. I've seen a common pattern: brilliant minds getting bogged down by tasks that shouldn't be on their plate. No matter what strategy we agree on, if you can't find the capacity to implement it, you simply can't move the needle on your business. In this episode, I break down my "Three D's" approach (Delete, Delegate, Do) and reveal five productivity tips that have transformed how my clients manage their time and task.Resources and LinksBook: Build Live GivePrevious episode: 595 - From Salesforce Insider to AppExchange Expert with Peter GanzaCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterSuggested resources

Why you should listenPeter shares his insider expertise as a former Salesforce employee on how to optimize your AppExchange listing to generate more quality leads and close more deals.Discover why most Salesforce partners struggle with the same fundamental go-to-market problems and learn the unconventional strategies that can help you stand out from the competition.Learn practical approaches to focusing your messaging, leveraging the AppExchange search algorithm, and building effective partnerships with Salesforce's marketing programs.As a Salesforce partner, I know the dread you feel when you look at your AppExchange listing that you've neglected despite knowing it could bring in the most deals. In this episode, I talk with Peter Ganza from AppXWhisperer.com who specializes in helping ISVs and Salesforce Implementation partners get more leads (and ultimately deals) through optimized AppExchange listings. Peter shares his unique approach that goes beyond traditional SEO and marketing tactics, explaining why most partners "suck at go-to-market" and how to break away from the herd mentality. Whether you're a Salesforce partner or working with another platform, you'll learn valuable strategies for standing out in crowded marketplaces and leveraging partner directories to generate business.About Peter GanzaPeter Ganza has been in the B2B tech industry for over 20 years with roles in marketing, product marketing, product management and technical support.He worked for Salesforce for 2 years as a Product Marketing Leader, building Canada's first integrated GTM program across all products and verticals. He now supports ISVs and 5SIs to get more leads on the app exchange. Resources and LinksAppxwhisperer.comPeter’s LinkedIn profilePrevious episode: 594 - Picking the Right Platform: Building and Selling an 8-Figure Amazon Agency with John GhiorsoCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why you should listenJohn Ghiorso shares his journey from freelance to building an eight-figure agency, offering invaluable lessons for anyone looking to scale their service-based business.Learn effective methods for bootstrapping growth and discover high ROI activities that can transform your agency's performance.Gain practical advice on leveraging platforms like LinkedIn and cold email strategies to generate leads and drive sustainable growth.As a bootstrap service-based business owner, you may feel overwhelmed by the hard work required to reach seven or even eight figures. In this episode, I talk with John Ghiorso from Vantafive.com, who provides concrete answers to help you navigate this challenging landscape. We discuss the importance of choosing the right platform in the age of AI, effective bootstrapping strategies, and high ROI activities that can propel your business forward. Join us to learn how to work smarter, not harder, in your quest for growth.About John GhiorsoJohn founded Orca Pacific in 2018, a full-service Amazon agency. Over the following decade, he built it into one of the world’s leading Amazon and e-commerce agencies.He then made the decision to sell Orca to Media. Monks (S4 Capital) and stayed on for three years to complete his earn out and further expand the business into the enterprise market. In 2023, he decided to retire but quickly got bored.He is now in the process of building a new company, a venture studio that aims to launch five marketing agencies over the next two years. It already has one agency up and running, with a second close behind.Unlike the last time around, He’ll be building in public, sharing what he learned from his last company and how he's applying those lessons to the next five.Resources and LinksVantafive.comInfluent.coJohn's LinkedIn profilePrevious episode: 593 - The Tech Consultant's Guide to AI: What's Actually Working in 2025Check out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Are you feeling overwhelmed by the endless tasks of content creation, sales call reviews, and proposal writing? You're not alone; many tech consultants and SaaS partners face this challenge. In this episode, I’ll share how I cut my content creation time from 90 minutes to just 30 minutes a week using AI tools. You can expect practical insights on leveraging AI for efficiency, custom prompts for analyzing sales calls, and tips for involving your team in the process. Join me as we explore how to enhance your operations while maintaining the essential human touch in your business interactions.Resources and LinksClaudeChatGPTRick Mulready’s AI Playbook CommunityPrevious episode: 592 - AI in Tech Consulting: Future Opportunities and Threats with Keith GutierrezCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why you should listenExplore the opportunities and threats that AI presents to businesses, particularly in the agency and consulting sectors.Learn why transitioning to value-based pricing is crucial for maintaining profitability in an AI-driven landscape.Discover how AI agents can be licensed and utilized by clients, enhancing operational efficiency and effectiveness.Imagine facing the challenge of fully leveraging AI technology while navigating an ever-evolving landscape that seems overwhelming. In this episode, Keith Gutierrez from Modility shares his insights on how AI is reshaping the marketing and sales industry.  With over 20 years of experience, Keith discusses the opportunities and threats that AI presents, emphasizing the importance of adapting pricing strategies to remain competitive. He also highlights practical applications of AI agents, how to maximize the value of platforms like HubSpot, and the necessity of transitioning to value-based pricing to ensure profitability in this new era. Join us to discover how to navigate these challenges and harness the power of AI for your business success.About Keith GutierrezKeith Gutierrez is a marketing and sales executive with over 20 years of experience in the industry. He is the co-founder and agency principal at Modgility, where he leads a team of RevOp and Inbound Marketing specialists. He is currently focused on implementing innovative AI solutions in-house and for clients. Modgility is a HubSpot Platinum Partner located in Cleveland, Ohio, USA. Keith teaches the Pipeline Generation Bootcamp for the HubSpot Academy.Resources and LinksModgility.comKeith's LinkedIn profileKeith on X: @keithgutierrezSchedule a time with KeithMarketing Against the Grain PodcastBook: Implementing Value Pricing: A Radical Business Model for Professional Firms by Ron BakerPrevious episode: 591 - Increase Sales Follow-Up With Your Sales AI Assistant with Isabella BedoyaCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why you should listenDiscover how AI can automate your sales follow-up, providing a reliable alternative to human salespeople without the downsides of illness or fatigue.Learn three key areas where sales AI can be implemented, along with simple exercises to assess its effectiveness for your business.Understand how implementing a sales AI can significantly enhance your clients' ROI, helping them achieve better financial outcomes.Imagine having someone handle your sales follow-up that is 100% reliable. In this episode, I chat with Isabella Bedoya from MyInfinite.ai about the transformative potential of sales AI. Isabella, a serial entrepreneur with a proven track record in AI-driven businesses, shares insights on how AI can streamline the sales process, improve efficiency, and ultimately increase revenue for businesses. We discuss the unique capabilities of sales AI, how it can be customized to fit different industries, and the importance of nurturing leads effectively. About Isabella Bedoya As a serial AI entrepreneur, Isabella has built a reputation for growing AI-driven businesses to multiple six-figure revenues. With certifications as a CAIO and conversational AI expert, she has mastered the art of leveraging AI for impactful business outcomes. Her personal journey to building an organic following of 42,000 on LinkedIn, resulting in over 6 million impressions in under a year, demonstrates her ability to grow creator-led businesses in today's fast-paced AI landscape. Isabella has been mentioned in Forbes, HubSpot, Business Insider and more.Resources and LinksMyinfinite.aiIsabellabedoya.aiIsabella’s LinkedIn profileIsabella on X: @izzyAI_Isabella’s YouTube ChannelPrevious episode: 590 - Visual Maps and Sandboxes: Making Tech Solutions Tangible for ClientsCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Have you ever left a sales meeting feeling uncertain whether your potential client will buy? If you've experienced clients nodding along but still feeling overwhelmed, you're not alone. In this solo episode, I share two powerful actions you can take to simplify the buying process for your clients. First, we'll explore the importance of using a visual industry map that highlights their journey and pain points. Then, I'll discuss how building an industry-specific sandbox allows clients to interact with your solution tangibly. These strategies have proven effective for tech consultants and partners across various industries, and I'm excited to help you implement them in your own sales process.Resources and LinksPrevious episode: 589 - AI 1st business with John MunsellCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why you should listenLearn from the expert: John Munsell, CEO of Bizzuka, shares his extensive knowledge on implementing AI strategies that save businesses time and money.Discover innovative ways to use AI in business proposals and how to foster an AI-first culture within your organization.Learn valuable tips on avoiding mistakes when integrating AI into your business processes. This will help you streamline operations effectively.Are you feeling overwhelmed with daily operations while trying to grow your business? Do you find yourself in need of a team but struggling to afford one? If you've been burned by past experiences with experts and feel trapped, you’re not alone. In this episode, I sit down with John Munsell from Bizzuka to discuss how AI can be the game-changer you need. We explore the importance of building an AI-first culture, scalable prompt engineering, and how to leverage AI to enhance business proposals. John’s insights can save you countless hours of research and help you implement effective AI strategies that truly work.About John MunsellJohn Munsell is the CEO of Bizzuka, an Inc. 5,000 company that helps businesses implement Al strategies that enable them to do two things... Save Money & Save Time.John has helped over 600 business leaders scale their operations in just this past year utilizing his innovative Al Strategy Canvas ™ and Scalable Prompt Engineering™ methods that top universities such as LSU are making mandatory as part of their Al curriculum for their students.As a CEO who has sold businesses of his own, John understands that to scale a company in today's age, Artificial Intelligence is the key to success...if done right.John is passionate about helping Companies Scale Al across their organization so they can take their business to the next level in less time.Resources and LinksBizzuka.comJohn's LinkedIn profileGet the AI Strategy Canvas hereGet John’s book: Ingrain AIJohn’s episode on AI Explored podcastPrevious episode: 588 - From Website Shame to Website Fame with Greg MerrileesCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why you should listenLearn why your website should be the central hub of your marketing efforts and how it can convert visitors into leads and sales.Discover five essential design principles that can transform your website into a powerful marketing tool.Gain access to a valuable quiz to review and improve your website, helping you identify gaps and opportunities.Do you have a website that you're embarrassed to show off? You're not alone. Many tech consultants feel "website shame," and it can significantly impact your business. In this episode, I chat with Greg Merrilees, founder of Studio1 Design, about the importance of having a well-designed website as the hub of your marketing strategy. We discuss why your website matters, key design principles to follow, and how to assess your current site for improvements.About Greg MerrileesGreg Merrilees is the Founder & Director of Studio1Design.com, a world-leading website design, and branding agency based in Australia with 28 people who are passionate about designing really, really, good-looking websites that convert cold visitors into hot leads and sales for their clients. Resources and LinksStudio1design.comGreg's LinkedIn profileDiscover how to convert more of your website's visitors into hot leads: Take the Quiz now!Never Split the Difference by Chris VossBuilt to Sell by John WarrillowPrevious episode: 587 - The Painful Truth About Ignoring Business Warning SignsCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Are you sacrificing family time for work, convincing yourself it's just temporary? In this solo episode, I share a personal story that underscores a critical issue many tech consultants face: ignoring warning signs in their business. Let’s explore how to recognize these signs and take action before they lead to bigger problems.Resources and LinksPrevious episode: 586 - Do Google Ads Work for Tech Consultants with John HornCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why you should listenLearn how Google Ads work specifically for tech and consulting businesses, including different types of campaigns and their effectiveness.Discover why Google remains a dominant player in digital advertising and how to leverage its strengths even in a competitive landscape.Gain insights into the power of retargeting ads and how to create effective campaigns that resonate with your audience.Are you struggling to generate leads beyond referrals and partnerships? In this episode, we tackle this common challenge with expert insights from John Horn, CEO of the StubGroup. With over 11 years of experience in digital marketing, John reveals how Google Ads can be a game-changer for tech consultants and businesses seeking to attract more clients. He discusses the mechanics of Google Ads, the platform's enduring relevance despite emerging AI competitors, and effective strategies for retargeting ads to engage potential customers who have already shown interest in your services.About John HornJohn Horn is the CEO of StubGroup, a digital advertising agency and a premier Google ad agency. Subgroup has helped over 2000 clients, across 15k campaigns, with their paid ads and suspension issues. They have generated over half a billion dollars in revenue for their clients across many different verticals including ecommerce, lead generation, B2B, B2C, local services, and more.John has also taught digital advertising to over 100,000 students via online courses and the videos he produces through StubGroup's YouTube channel have received millions of views. When he's not marketing, John loves spending time with his wife and two little boys and exploring the Texas countryside he calls home.Resources and Linksstubgroup.comJohn's LinkedIn profileStubGroup Youtube channel: @StubgroupPrevious episode: 585 - The LinkedIn Assistant That Helps Users Save Time and Make Money with Joe ApfelbaumCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why you should listenLearn about evyAi, an AI-driven tool designed to streamline your LinkedIn engagement and help you connect with potential clients effortlessly.Joe shares valuable insights on overcoming fears that prevent you from being more active on LinkedIn, helping you to grow both personally and professionally.Gain practical tips on how to create engaging content, build relationships, and leverage AI to enhance your networking efforts.Are you struggling to share your valuable insights with potential clients because you feel overwhelmed or unsure of how to present them? You're not alone. In this episode, I chat with Joe Apfelbaum, CEO of Ajax Union, who reveals how to leverage AI tools to simplify your LinkedIn engagement and attract more clients with less effort. Joe shares his innovative platform, EvyAI, which empowers users to automate their LinkedIn interactions, making it easier to connect and engage without the usual stress.Throughout the episode, we dive deep into the mindset barriers that hold many professionals back from maximizing their LinkedIn potential. If you're ready to transform your LinkedIn presence and grow your business, this episode is packed with insights you won’t want to miss!About Joe ApfelbaumJoe  is the CEO and founder of Ajax Union, a B2B digital marketing agency in Brooklyn, NY.Joe is a business strategist, LinkedIn expert, and Certified Google Trainer. He enjoys speaking and writing about digital marketing, professional networking, and personal development in his seminars, webinars, and articles.Joe is the author of High Energy Secrets, How To Lose 95 Pounds and Keep it Off, and his latest book, High Energy Marketing. Joe is the host of the popular podcast The Breakthrough Maze where he coaches entrepreneurs on how to go from frustration to ‘Mojovation’; he has also been featured on hundreds of popular podcasts.Resources and Linksajaxunion.comevyai.comJoe’s LinkedIn profilePrevious episode: 584 - 2025 Best Year YetCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Are you feeling overwhelmed by the endless sea of advice on growing your tech consultancy? You’re not alone. Many tech consultants find themselves lost in a mix of YouTube videos, blog posts, and the latest AI tools, all while struggling to identify what truly works for their businesses. In this solo episode, I’m here to help you cut through the noise and make 2025 your most successful year yet.Drawing from my experiences mentoring hundreds of tech consultants and interviewing over 300 successful professionals, I’ll share insights that are hard to find elsewhere. We’ll explore two critical areas that can propel you to seven-figure success. By focusing on these elements, you can transform your consultancy and achieve the growth you've been striving for.Resources and Links7 Drivers of Tech Consulting Freedom481 – Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John Burdet486 – Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett Martin552 – How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine GrayPrevious episode: 583 - 2024 Wrap UpCheck out more episodes of The Paul Higgins ShowSubscribe to our YouTube channel: @PaulHigginsMentoringThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

As we look back on 2024, it's time to reflect on the lessons learned and how we can leverage them to accelerate our growth in 2025. This is our final episode for the year. Join me as we celebrate a remarkable year with over 10,000 downloads and numerous success stories from tech consultants like you. I want to express my gratitude to everyone who has reached out to share their experiences; your feedback means the world to me.In this episode, I’ll be highlighting the top 10 episodes from this past year, discussing what made them special and why you should revisit them to implement their insights into your own practices.Top 10 episodes518 – Hidden Secrets 518 – Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKay515 – From Struggles to Soaring: Unveiling a Netsuite Partner’s 266% Growth in 3 Years with Bryan Willman516 – Education as a Competitive Advantage in Tech Consulting with Peter Fuller552 – How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine Gray522 – You Are Your Brand with Peter G. Goral529 – The Future of CRM ​​with Jon Ferrara543 – Why Process Mapping is Key to Salesforce Implementations with Jessie Mead528 – Four Minds of Digital Transformation with Ben Stroup517 – Key Roles for a Pain-free Holiday520 – Developing a Key Operator Role with Jhana LiResources and LinksEmail: [email protected] episode: 582 - Happy holidaysCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Picture this: you're racing to complete a project before the holidays, but then it hits you—the most valuable project is the time spent with loved ones. In this solo episode, I take a moment to reflect on the importance of prioritizing family during this festive season.As tech consultants, we often focus on optimizing systems and driving business growth. However, I believe it’s crucial to shift our attention to what truly matters: the connections we make with family and friends.Whether you’re celebrating a holiday or enjoying some downtime, I wish you joy and meaningful moments with your loved ones. Resources and LinksPrevious episode: 581 - The Uncomfortable Truth About AI and Your Tech Consultancy Check out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Have you ever woken up to find that the SaaS platform you've built your consultancy around has introduced AI features that could automate most of your work? This isn't just a hypothetical situation; it's a reality many of us are facing today. In this solo episode, I dive into the significant impact of AI on our industry, inspired by a thought-provoking conversation with Greg Head, who helps non-VC funded SaaS founders.I discuss how AI is not only changing our workflows but also reshaping the entire value chain for tech consultants and SaaS partners. Industry leaders are suggesting that platforms like HubSpot may eventually replace many agency functions, including strategic roles. However, I want to emphasize that this transformation isn't a death sentence for us; rather, it's a chance to evolve and thrive.Resources and LinksJoin the Tech CollectiveMoonshot PRInsight PartnersSaaStrTomasz TunguzGreg Head486 - Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett Martin525 - AI - Death of Developers? With Mark GoodPrevious episode: 580 - From Messy CRM to Revenue Engine: Clay Implementation Secrets with Patrick SpychalskiCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterSuggested resourcesFind out more about Paul and how he can help you

Why you should listenLearn how Clay.com can transform your messy data into actionable insights, helping you generate better leads for your business and clients.Hear about a successful campaign, showcasing how effective data management can lead to significant business growth.Discover Patrick's secrets to building a successful YouTube channel that drives engagement and showcases expertise in the tech consulting space.Are you struggling with messy CRM data and finding it hard to attract new clients? In this episode, we tackle this common pain point with insights from Patrick Spychalski, co-founder of The Kiln. Patrick discusses how Clay.com can transform your disorganized data into actionable insights, enabling better lead generation and client acquisition.He shares valuable lessons on optimizing data for both outbound and inbound marketing efforts, along with a compelling case study that illustrates the power of effective data management. Additionally, Patrick provides tips for growing a successful YouTube channel, making this episode a must-listen for anyone in the tech consulting space looking to elevate their marketing strategies. About Patrick Spychalski Patrick is the co-founder of the Kiln, an agency that uses tools like Clay to automate outbound, inbound, and revops processes for mid-market and enterprise businesses. He has been working with Clay since before they had customers, and has grown The Kiln to a team of 9 Clay experts that help companies get the most out of the tool. Resources and LinksThekiln.comPatrick’s LinkedIn profileYoutube channel: @GrowWithClayClay.com571 - Unlocking Revenue Potential How Clay Revolutionizes Client Data Management for Tech Consultants with Yash TekriwalTubebuddyGamma.appPrevious episode: 579 - Scaling Your Salesforce Practice Through Masterminds with Jon EwoniukCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why you should listenDiscover how to effectively use LinkedIn to generate leads and engage potential clients, leveraging John's proven techniques.Learn how to balance onshore and offshore teams to maximize efficiency and service delivery in your Salesforce practice.Explore the benefits of the 360 Salesforce Mastermind, designed to help Salesforce partners bridge the gap between technical skills and business acumen.Are you a Salesforce partner feeling overwhelmed by lead generation and seeking guidance from someone who understands your unique challenges? In this episode, I sit down with John Ewoniuk, founder of Peak360 IT and creator of the 360 Salesforce Mastermind. John shares his extensive experience in the Salesforce ecosystem, focusing on actionable strategies for leveraging LinkedIn to generate leads and the importance of effective team management.John emphasizes the value of community and collaboration through his mastermind, aimed at helping Salesforce partners enhance their business skills and overcome common hurdles in client acquisition. Tune in for insights that can transform your approach to sales and marketing in the Salesforce landscape.About Jon EwoniukJon Ewoniuk is the Founder of Peak360 IT, a Salesforce SI Partner, and The 360 Salesforce Mastermind. With 25 years of experience in enterprise IT, software engineering, and data services, Jon has specialized in helping businesses optimize their Salesforce implementations and integrate complex cloud and on-premises technologies. His expertise extends across multiple industries, including telecom, healthcare, and finance, where he has led global software development teams and delivered strategic technology solutions.Jon’s leadership has guided organizations through Salesforce transformations, addressing challenges such as technical debt and process automation. Previously, he held IT leadership roles at Kaiser Permanente and CenturyLink, where he oversaw large-scale software projects and developed integrated solutions. Jon founded The 360 Salesforce Mastermind after recognizing that many Salesforce consultants and SI partners possess technical skills but face challenges in building a business—struggling with areas like marketing, lead generation, client acquisition, and scaling. The Mastermind is designed to bridge that gap, providing insights and resources to help these professionals succeed beyond the technical scope. He holds a B.S. in Computer Science from the University of North Dakota and is passionate about mentoring the next generation of IT leaders.Resources and LinksPeak360it.comJon’s LinkedIn profileThe 360 Salesforce MastermindBook a call with JonPrevious episode: 578 - Win More Deals with Live Proposal ReviewsCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Are 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 Analysis in Tech Consulting with Vanessa GrantCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 discuss the essential skills for business analysts, the irreplaceable human component in technical roles, and how effective communication can make all the difference. Vanessa shares her journey in the Salesforce ecosystem and emphasizes the importance of community in fostering growth and learning.About Vanessa GrantVanessa Grant is a freelance Salesforce consultant and has built her career around solving business problems with technical solutions and process improvements. After Salesforce fell in her lap in 2010, it became the go-to tool in her technical solution tool belt. Salesforce work embodies everything Vanessa loves in a job: teamwork, challenges, helping people, and Salesforce. Besides being a certified Scrum Master and 12x Salesforce certified, she also had the honor of contributing to creating the Salesforce Business Analyst Certification.As a mentor and speaker, she’s committed to improving outcomes for all Salesforce projects by promoting the importance of quality business analysis, devops, and design. She has spoken at Salesforce events such as Dreamforce, London’s Calling, and Midwest Dreamin’. She also co-hosts the Salesforce Career Show podcast and is a regular contributor to the popular Salesforce Ben blog.Resources and LinksVanessa's LinkedIn profileVanessa on X: @rlvanessagrantJoin the Salesforce BA Virtual Community here!Previous episode: 576 - Salesforce + Inventory: The NAO ERP Solution with Wayne MacartneyCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 solution simplifies inventory management for small businesses and SMEs. We discuss the integration of Nao ERP with Salesforce and how it enhances client engagement, ultimately leading to increased revenue for system integrators.About Wayne MacartneyWayne Macartney is the Managing Director / President of NAO ERP, a streamlined inventory management solution built on the Salesforce platform. Designed for small businesses and SMEs, they offer features such as inventory management, sales order management, purchase order management, goods receivable process, and average weighted cost calculation. NAO ERP is an initiative of Bricoleur Technologies, a leading Salesforce Implementation Partner.Resources and LinksNao-erp.comBricoleurtech.comWayne's LinkedIn profilePrevious episode: 575 - The Art of Asking $300K Questions: Sales Skills for Tech ConsultantsCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Are 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 for your clients.Resources and LinksChatGPTClaude.aiPrevious episode: 574 - Revolutionizing Customer Care: How AI is Outpacing Old-School Software with Alex LevinShare your feedback on the podcast!Check out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 and enhancing customer experiences. Alex shares insights on how Regal.io integrates seamlessly with existing technologies, empowering businesses in high-touch industries like healthcare and education to create personalized interactions that truly engage customers.About Alex LevinAlex Levin is the Co-Founder and CEO of Regal.io. He leads the GTM teams. Before Regal.io, Alex was a product manager at Personal and Thomson Reuters and then joined Handy (acquired by ANGI in 2018) as an early employee. At Handy and then ANGI, Alex led growth and marketing. Alex grew up in New York and received his BA from Harvard.Resources and LinksRegal.ioAlex's LinkedIn profilePrevious episode: 573 - Beyond Borders: Leveraging Overseas Talent to Boost Your Tech Consultancy with Andrew JacobyCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 prepares his team to deliver maximum results and the cultural differences that influence the effectiveness of remote staff. With a focus on serving both business owners and communities in need, Andrew's approach combines business acumen with social responsibility.About Andrew JacobyAndrew Jacoby is an entrepreneur, and an artist who is currently building Good Shepherd Staffing to help business owners who have not experienced the power of hiring remote overseas staff to help them grow their businesses do so, while at the same time helping Catholics in developing countries find work that enables them to make a local living wage as well as can work near their families. Andrew learned the power of overseas staff in the process of building his first business, GrowthEra, which is a multimillion-dollar sales enablement agency with over 80 employees, all of which, besides the CEO, are overseas. Resources and LinksGoodshepherdstaffing.comAndrew’s LinkedIn profileGood Shepherd Staffing on X: @goodshepherdnow550 - Demystifying Outsourced SDRs: Key Insights for Success with Filip PopovPrevious episode: 572 - The Tech Consultant's Marketing Playbook: From Overwhelmed to OverbookedCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help youBONUS: If you would like to try working with a remote overseas virtual assistant Good Shepherd offers a free 10 hour trial just go to goodshepherdstaffing.com and contact the company.

Feeling 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 TekriwalCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 CRM systems and explore how Clay can serve as the glue that connects various data sources, allowing for seamless integration and automation. Yash shares his journey from education to tech and practical insights into how Clay can transform your approach to client data and revenue generation.About Yash TekriwalYash is a former high school teacher, edtech founder, data scientist, consultant, coach, and so much more. He is now channeling his broad background into his role as Head of Education at Clay. Clay is building the future Go-To-Market (GTM) systems for modern GTM teams. Bringing teams into the future of work requires a significant investment in user education and content. Yash has been spearheading company initiatives like Clay University and Clay Cohorts to help scale learning for customers of all kinds at Clay.Resources and LinksClay.com Yash’s LinkedIn profileLearn all the fundamentals you need to navigate Clay seamlesslyPrevious episode: 570 - Fix Any Process With The M4 Method with Derrick MainsCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 discuss why traditional management philosophies need to evolve and how his M4 method can help you map out, measure, manage, and motivate your team for better outcomes. If you're ready to elevate your business and avoid the pitfalls of poor process management, this episode is for you!About Derrick MainsDerrick is an Emmy Award-winning content creator, four-time author, operations podcaster with more than 160,000 monthly listeners, and optimization consultant renowned for his pioneering work in process engineering, design, and transformation. Derrick's work spans over 20 years and 150 companies, from early-stage companies to the Fortune 10. Derrick's approach melds essentialism with a keen focus on human-centric system design, emphasizing regular audits, reflection, and reinvestment to achieve optimization.Derrick believes that all organizational systems share a fundamental purpose: transforming resource input into value through outputs. Resources and LinksTheprocessfixer.comDerrick’s LinkedIn profilePrevious episode: 569 - AI-Powered Content Creation for Time-Strapped Tech Consultants Check out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Are 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 Explored PodcastPrevious episode: 568 - From Hip Hop to High Tech: Mastering ServiceNow with Merv SmallCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 episode of the Paul Higgins Show, I chat with Merv Small from Agiro, who shares his 12 years of experience in building a successful ServiceNow practice.Merv discusses effective lead generation, the synergy between ServiceNow and Salesforce, and his innovative approach to creating a blended team through offshore development. With an inspiring journey from hip-hop artist to tech leader, Merv offers valuable insights for anyone looking to enhance their understanding of ServiceNow and its integration with other platforms.About Merv SmallAs a tech founder and Cloud platform specialist, Merv brings a unique blend of executive leadership and hands-on experience to propel organisations toward digital excellence.With over 18 years dedicated to application management and ITIL, coupled with over 12 years of hands-on and strategic involvement in the ServiceNow domain, Merv is well-versed in driving Business Process improvement, IT Service Management, IT Strategy, IT Training, Project Management, Technical Development, and ServiceNow Platform Management.As a seasoned ServiceNow trainer and lecturer, Merv has had the privilege of imparting knowledge to ServiceNow professionals including ServiceNow employees and by delivering training support at the prestigious ServiceNow Knowledge conference in Las Vegas, he was also entrusted to pioneer the delivery of the first-ever ServiceNow University course offered in the APAC region at Western Sydney University (WSU).Resources and LinksAgiro.com.auMerv’s LinkedIn profilePrevious episode: 567 - Cracking the Verticalization Code with Tom HallCheck out more episodes of The Paul Higgins ShowThe Tech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 the development of the Blue Mortgage CRM, transforming it into an industry leader for mortgage brokers in Canada. You'll also learn practical strategies for engaging clients. If you're ready to elevate your consulting business and create lasting revenue streams, this episode is filled with valuable insights tailored for you.About Tom HallTom joined Bluroot as a partner in 2018 and led their vertical CRM product, BluMortgage, to become an industry-leading CRM used by thousands of mortgage brokers across Canada. Tom has been recognized as an industry "Rising Star" by CMP magazine and now hosts his own podcast, Mortgage Tech Talks.Resources and LinksBluroot.caTom's LinkedIn profilePrevious episode: 566 - Beyond the SaaS: Cracking the Code of Business Owner PsychologyCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterSuggested resources

Are 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 PoirierCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterSuggested resources

Why 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 years, the role of content in his growth, and the innovative remuneration plan that gave a third of the company to his team. If you're aiming to scale and eventually exit your business, this episode is packed with insights and actionable steps to help you succeed.About Greg PoirierGreg Poirier is the Founder and President of CloudKettle, which was acquired by Bell this summer. Greg has been in the Salesforce ecosystem for a decade and a half. In 2010, he joined Radian6 (acquired by Salesforce), where he grew the digital marketing team. After Salesforce, he was recruited to build the Sales and Marketing engines at a number of startups before founding CloudKettle.Now in its 10th year, CloudKettle is a Salesforce Summit (Platinum) partner that specializes in servicing enterprises with complex compliance, regulatory and security needs.Resources and LinksCloudKettle.comGreg's LinkedIn profileYoutube Channel: @CloudKettleRecommended broker for acquisitions: Alex MacKay518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKayPrevious episode: 564 - Removing Growth Barriers with Top Talent with Matt YahesCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why 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 discuss why hiring top talent from the Philippines can be a game-changer for your operations. I also share a compelling example of how a Chief of Staff role has transformed one of my clients' growth trajectories. If you're unsure about taking the leap into outsourcing, this episode offers valuable insights and actionable steps to help you get started.About Matt YahesMatthew Yahes has built businesses, big and small, from the ground up. He’s always believed in the power of outsourcing because he’s seen it work repeatedly.But he was often met with skepticism from other entrepreneurs who didn’t think it was possible to find top, remote talent that would seamlessly integrate within their organizations, especially since most outsourcing companies were in the business of staffing bodies instead of team members. Together with a management team of top business leaders and entrepreneurs, Matthew founded Extend Your Team to serve as a trusted partner for organizations looking to do outsourcing right.Resources and LinksExtendyourteam.comMatt's LinkedIn profileBook: The 5AM Club by Robin SharmaPrevious episode: 563 - Five Traits of High Performing Tech ConsultantsCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Feeling 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 Right to Profit: The #1 Marketing Mistake That Keeps You on Business Welfare538 – 50%+ Growth Fuelled by a Proactive Culture with Ross Latta 546 – When to Hire Your First Salesperson with Rory Galvin481 – Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John Burdetttalkpaul.comPrevious episode: 562 - Best of Both Worlds: Balancing Services and Product Success with Sandeep BangaCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring Youtube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why 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 insights on selecting the right niche, understanding customer needs, and the infrastructure required for product development. If you want to balance service and product offerings, this episode is packed with valuable takeaways!About Sandeep BangaSandeep Banga is the founder and CEO of Acutedge, a Salesforce partner specializing in implementations for nonprofit and healthcare organizations. With a background in architecture and an MBA, Sandeep brings a unique problem-solving perspective to the tech industry.Since 2007, Sandeep has led over 500 Salesforce projects, focusing on empowering organizations to better serve their communities. His passion for solving complex challenges with technology recently led Acutedge to launch Scribble, an AI assistant for home health clinicians that automates tedious paperwork.Combining technical expertise with a deep understanding of sector-specific needs, Sandeep continues to drive innovation in how organizations leverage technology to maximize their impact. Beyond the office, he's an avid motorcyclist, embracing adventure and new experiences in his personal life and his approach to business challenges.Resources and LinksAcutedge.comGoscribble.aiSandeep's LinkedIn profilePodcast: Masters of ScalePrevious episode: 561 - Stop Getting Ghosted: Master Account-Based Marketing for High-Value Deals with Wouter DielemanCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why 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 how ABM can help you attract ideal clients and improve your sales process. If you want to transform your approach and achieve consistent revenue growth, this episode is a must-listen.About Wouter DielemanWouter is a HubSpot ABM consultant and has worked with HubSpot for over 10 years. Has helped a HubSpot partner grow from Silver to the first Elite in the Benelux as Inbound Marketing teamlead during a 5-year tenure, during which he was also a HubSpot certified trainer. Done 100+ HubSpot projects for B2B SaaS, IT, and professional services. Loves crypto, poker, and anything strategical.Resources and LinksWouter’s LinkedIn profileEmail Wouter at: [email protected] MonicaBook: Revenue Architecture Book by Jacco van der Kooij Previous episode: 560 - The Ultimate Sales Playbook for Tech ConsultantsCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Are 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 thriving in a competitive market.Resources and LinksGet the Sales Playbook here!486 - Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett Martin388 - Super Niche To Scale FasterPrevious episode: 559 - Three Cold Email Myths Busted​​ with Damien ElsingCheck out more episodes of The Paul Higgins ShowJoin the Tech CollectivePaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterSuggested resources

Why 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 outreach more effective, and how to avoid the traps that lead to low engagement. Whether you're a seasoned marketer or just starting, this episode will give you actionable insights to improve your cold email game.About Damien ElsingDamien has been a HubSpot Partner for almost ten years, and runs an Australian-based sales and marketing consulting agency. Damien's first business was selling Joomla websites door-to-door to cafes and restaurants. He quickly became interested in other (less strenuous) areas of marketing and sales, in particular, copywriting and messaging. After pivoting to a freelance copywriting business, Damien eventually grew to offer agency services, including HubSpot implementation management and content marketing. In the last couple of years, Damien has also offered B2B lead generation services using the cold email skills he developed to promote his business.Resources and LinksClck.com.auDamien’s LinkedIn profileApollo.ioZoominfo.comClayPrevious episode: 558 - Breaking Through the Partner Pack to Stand Out with David PriemerCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why 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 how you can break through the noise and differentiate yourself as a partner. David shares insights from his unique journey from science to sales and reveals strategies to leverage your strengths and elevate your business above the competition. Whether you're a Salesforce partner or part of another platform ecosystem, this episode is packed with actionable advice to help you rise above the rest.About David PriemerLike most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.Today, as the Founder of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.Resources and LinksCerebralselling.comDavid’s LinkedIn profileDavid's Books: Sell The Way You Buy and The Sales Leader They NeedChatGPTPerplexityPrevious episode: 557 - Unlocking Your Potential with the Tech CollectiveCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Feeling 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: More Than Just a Messaging Tool with Laurence FitchCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring Youtube channelTech Consultant’s RoadmapJoin our newsletterSuggested resources

Why 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 seamless integrations to workflow automation. Lawrence shares his unique insights from his experience at Salesforce and Slack, helping you understand how to turn Slack into a powerful collaboration hub for your organization and clients.About Laurence FitchWith over 10 years of experience in sales and consulting, Laurence is a co-founder of Bryd, a Slack consultancy focused on optimizing workplace experiences and dedicated to helping organizations harness the power of Slack. Leveraging his background as a former employee of Slack and Salesforce, he deeply understands how to effectively utilize Slack within an organization to create a connected collaboration hub that centralizes notifications and streamlines processes. His mission is to empower employees and customers to be productive and satisfied, regardless of location.Resources and LinksBryd.ioLaurence's LinkedIn profilePavillionSlack CommunityPrevious episode: 555 - Leveraging Industry Experience and ERP Solutions to Amplify Business Growth with Jamie L. SmithCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why 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 second and how it has impacted her business strategy. Tune in to learn about the key factors in choosing the right ERP systems and Jamie's lessons in her multifaceted role.About Jamie L. SmithJamie is a Co-Founder of Amplify Advisors, which focuses on financial strategy for growing business. As the Chief Experience Officer, she leads the Client Experience and reinforces the values and purpose of Amplify. She runs communications, marketing, brand, Employee Experience, the CFO team, Finance Leader services, Recruiting services and all areas of experience.Jamie always knew she wanted it all: a husband, kids, and an important job. Her biggest lesson to date was learning that you can have it all, but you can’t do it all yourself. So, she’s surrounded herself with an epic team, family, and friends to keep the dream alive. Resources and LinksAmplifyadvisors.caJamie’s LinkedIn profileOpus ClipJoin the Tech CollectivePrevious episode: 554 - Shift Your Tech Consulting Business Into High GearCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterSuggested resources

Are 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 Consulting Business with Tiberiu SocaciCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelJoin our newsletterSuggested resources

Why 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 to founding an automation agency. We dive into how MakeItFuture helps companies integrate various SaaS platforms and automate processes to save time and resources. Tune in to learn how automation can transform your business and hear inspiring success stories from Tibi's experiences.About Tiberiu SocaciTiberiu is a NoCode enthusiast with a Bachelor's degree in mechanical engineering and an MBA from Hull University in the UK. After spending 10 years in the corporate world working in sales and business development, he started a NoCode agency focused on business digital transformation using make.com automations, Airtable, and other NoCode solutions.Resources and LinksMakeItFuture.comTiberiu’s LinkedIn profileSchedule a call with TiberiuGet a free makemarket.io accountPrevious episode: 552 - How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine GrayCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

Why 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 strategies that enable her to maintain such a balance. As a 13-time Salesforce MVP and member of the Salesforce Hall of Fame, Geraldine's insights are invaluable for anyone looking to scale their business efficiently.About Geraldine GrayGeraldine Gray is the founder and CEO of Endiem, a long-established and well-trusted scale and profit Salesforce partner. She is a 13x Salesforce MVP (Most Valuable Player) and is now a Salesforce Hall of Fame member.She founded the Salesforce Girly Geeks in 2010 before she knew it was  “cool to be a woman in tech” because she wanted some people to hang out with at Dreamforce. The group grew from 25 women at the first happy hour in a bar in San Francisco to 80 women at the second meet-up in 2011, 400+ women the following year, and so on. After five years and while pregnant with twins, she handed the program to Salesforce, which became Salesforce Women in Tech, with thousands of members and over 100 local groups.In 2023, Geraldine battled breast cancer. The team did brilliantly without her, and she is back in the office leading the team. Towards the end of the year, she led Endiem as a partner to participate in the Salesforce Impact Accelerate Program, a game-changing 12-week program designed to help partners from small businesses and underrepresented groups thrive in the Salesforce ecosystem. She is originally a Brit but has lived in Houston, Texas, for over twenty years. This is not her first rodeo. Resources and LinksEndiem.comGeraldine’s LinkedIn profilePrevious episode: 551 - Optimizing Your Marketing Strategy A Framework for Tech ConsultantsCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources