Paul Higgins Podcast

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

In 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 Sales Through SEO With Gert MellakSEOLeverageWant to get the playbooks? Email [email protected] – Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett MartinZenatta Consulting467 – Tube Talk: How to use YouTube to Grow Your Cloud Consulting BusinessitGenius Youtube channel381 – Get 30 Leads A Month To Your Cloud Consulting Business Leveraging Youtube With Paul MinorsPrevious episode: 550 - Demystifying Outsourced SDRs: Key Insights for Success with Filip PopovCheck 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 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 to boost their lead-generation efforts effectively.About Filip PopovFilip Popov is currently the VP of Partnerships at Growth Era. Professional background entirely in sales, starting from an SDR to then Customer Success and Account Executive. Was the key figure in a lot of experimentation while scaling our company around the prospecting approach, company structure, and management, and crystalizing the ICP. Loves psychology and being social, hence the passion for sales. Loves learning and keeping an open mind about new developments and best practices in the sales dev space.Resources and LinksGrowthera.comFilip’s LinkedIn profileBook: Never Split the Difference by Chris VossMake It Happen Mondays - B2B Sales Talk with John Barrows30 Minutes to President's ClubPrevious episode: 549 - Expert Outreach Strategies to Drive Top of Funnel Success with Tom SimpsonCheck 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 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 lead sources, and Tom shares innovative techniques to overcome these hurdles. Learn how to ensure accurate prospect lists, protect your LinkedIn profile, and leverage staff augmentation to boost your productivity.About Tom SimpsonTom Simpson is the founder & CEO of We Are Team Rocket, a B2B growth marketing agency based in the UK and Sri Lanka - they support businesses to achieve predictable revenue by providing omnichannel outreach services to automate top-of-funnel lead generation via Cold Outreach & Intent Empowered Outreach (ABM). With 20+ years of experience in omnichannel B2B outreach, growth hacking, and top-of-funnel and pipeline automation, Tom knows what it takes to bring innovative growth strategies to life.Resources and LinksWeareteamrocket.comTom’s LinkedIn profileApollo.ioHeadwayPrevious episode: 548 - Who Are Your Champions? Check out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

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 AlhlouCheck 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 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 also shares his insights on sales, marketing, and scaling a business and his commitment to mentoring over 150 founders. Whether you're just starting or looking to grow your business, this episode is packed with valuable advice and practical tips.About Feras Alhlou Feras has founded, grown, and sold businesses in Silicon Valley and abroad, scaling them from zero revenue to 7 and 8 figures.  In 2019, Feras sold e-Nor, a digital marketing consulting company, to dentsu (a top-5 global media company). Feras has served as an advisor to 150+ founders. In his current venture, Start-Up With Feras, he's on a mission to help entrepreneurs in the consulting and services space start and grow their businesses smarter and stronger. Resources and LinksStartupwithferas.comFeras’s LinkedIn profileStart-Up With Feras YouTube channelFacebook page: Start Up With FerasFeras on Instagram:@StartUpFerasFeras on Twitter:@ferasa Get Feras’s Book: Analytics Breakthrough: From Zero to Business ImpactPrevious episode: 546 - When to Hire Your First Salesperson with Rory GalvinCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 world to founding Navirum, his insights on scaling through quality hires, and the importance of cultivating a strong company culture. Tune in to learn from Rory's extensive experience and practical advice.About Rory GalvinRory is the founder and CEO of Navirum, a high-growth Salesforce consulting company serving Clients across the globe. Before setting up the business, Rory spent over five years in the financial services division of Salesforce, helping a broad range of traditional banks, insurance companies, and new innovative fintech companies to reach their business goals using Salesforce. Before joining Salesforce, Rory spent over 7 years working in consulting for Accenture and as an analyst with the investment bank Merrill Lynch. Rory holds a B.A. in ICT (Computer Science) and an MBA from Trinity College Dublin. Rory is a certified Salesforce Administrator, Sales Cloud, Service Cloud Consultant, and Salesforce Trailhead Ranger.Resources and LinksNavirum.comRory’s LinkedIn profileIndeedJoin the Salesforce Partner ProgramSalesforce Financial Services CloudPrevious episode: 545 - Using AI to Improve Sales Call RapportCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Building 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 To Add Value In A Sales CallPrevious episode: 544 - Building a Sales Process: Key Strategies for Tech Consultants with Jason KramerCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech 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 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 sales funnel optimization, offering actionable strategies to improve sales team performance and close more deals. Tune in to learn how to bridge the gap between marketing and sales, enhance lead nurturing, and leverage technology to drive business growth.About Jason KramerJason started his career in marketing as a graphic designer in NYC in 1999, working with agencies and brands like Virgin Airways and Johnnie Walker. His first company, a boutique agency, was founded in 2002, and he helped hundreds of small businesses get on the map with his branding and web development expertise. 2018 Cultivize was established to help B2B organizations leverage lead nurturing strategies and technology to convert leads into paying customers. Jason’s direct and agency consulting clients call him the Yoda of CRM strategy, especially when harnessing the power of SharpSpring.Resources and LinksCultivize.comJason’s LinkedIn profileEmpower your sales and marketing teams to close more deals with a lead-nurturing strategy. Get the Playbook here.Previous episode: 543 - Why Process Mapping is Key to Salesforce Implementations with Jessie MeadCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring Youtube channelTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 the Salesforce ecosystem and her journey from the financial sector to becoming a top Salesforce consultant with over 17 certifications. We delve into the importance of getting business processes before implementing technology solutions and how a tool can make a significant difference. Don't miss this insightful conversation on optimizing your business processes for success.About Jessie MeadJessie Mead has been at the forefront since the early years of the Salesforce platform.  Previously serving years as a Marketing Executive in the finance world, Jessie designed and implemented a groundbreaking M&A platform that led to her selection for M&A Advisors 40 under 40.  She chose Salesforce as a career, has 17 certifications, and has helped countless businesses succeed with Salesforce.  Jessie lives in Dallas.  She has a passion for photography and loves to travel at every opportunity.Resources and LinksCloudjourneygroup.comJessie’s LinkedIn profilePrevious episode: 542 - 7 Profit Drivers for Tech ConsultantsCheck out more episodes of The Paul Higgins ShowTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help youBONUS: Jessie offers complimentary Salesforce/Certinia architecture reviews if you’d like a health check of your current org! Take advantage of this offer by sending Jessie a LinkedIn message and letting her know you heard her podcast episode.

You'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 Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why 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 insights to improve your team's efficiency and drive business success.About Justin CrawfordJustin Crawford, CEO and Founder of The Automation Company, is a recognized leader in marketing automation and RevOps. He consults with over a dozen Fortune 1000 companies to optimize their digital marketing strategies. His journey in the industry is marked by innovative solutions and transformative approaches, aiding companies stapling in households across the nation.A Pepperdine University alum, Justin’s passion for marketing and sales was ignited by mentorships with industry veterans. This led to a career that quickly transitioned from a promising start at Transplace to entrepreneurial success. His first venture, Social Xccess, became one of Dallas's largest web design agencies, setting the stage for his next enterprise, The Automation Company.Outside of his professional life, Justin is a devoted family man, a fitness enthusiast, and an advocate for community empowerment. He holds significant roles in non-profit organizations, including co-founding 'D.R.E.A.M.,' dedicated to educational opportunities for underprivileged youth, and contributing to the Council for Inclusion in Financial Services as a board member.As an industry expert, Justin blends his vast experience with a personal commitment to continuous learning and community service, making him a valuable asset in any discussion on marketing automation and business innovation.Resources and Linksautomationco.comJustin's LinkedIn profilePrevious episode: 540 - Become a Super Salesforce Consultant with Heather BlackCheck out more episodes of The Paul Higgins ShowTech 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 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 BlackHeather is an award-winning advocate for women, an international best-selling author, and a speaker /trainer who inspires women to achieve their potential in tech. In 2010, she became an accidental Salesforce admin for her non-profit. She loved it so much that she decided to upskill as a Salesforce Consultant in 2012, helping other non-profits implement CRMs. She realized her career path could work for other mothers, so she launched Supermums in 2016 to bring more women into the sector. Supermums is now a global social enterprise that trains, and places experienced and emerging tech talent into employers who champion diversity and inclusiveness. She has overseen over 700 Salesforce projects as a consultant and now enjoys upskilling talent in Salesforce consultancy and coaching skills. Resources and LinksSupermums.orgHeather’s LinkedIn profileGet Heather's book: Become a Super Salesforce ConsultantPrevious episode: 539 - 5 Essential Productivity HacksCheck out more episodes of The Paul Higgins ShowTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Are 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 Ross LattaCheck out more episodes of The Paul Higgins ShowTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveFind out more about Paul and how he can help you

Why 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 down with Ross Latta, CEO of MacroFin, about growing a small team into a larger one while proactively managing company culture. Ross shares his journey from a qualified chartered accountant to leading a multi-award-winning NetSuite Alliance partner. With his extensive experience in professional services, technology, and media industries, Ross has led numerous NetSuite implementations and built a successful internal billing and operation system at MacroFin. Tune in to hear Ross's insights on scaling businesses, managing relationships with NetSuite, and maintaining a positive work culture.About Ross LattaRoss is CEO at MacroFin, a multi-award-winning NetSuite Alliance Partner. Before starting MacroFin 2018 with his esteemed Business Partner, Ross qualified as a Chartered Accountant. He gained his MBA in Australia, working in multiple Senior Finance roles across Professional Services, Technology, and Media companies.  Ross has undertaken multiple system implementations on the client side and led large finance teams through organizational and process changes in Australia and the UK. Ross has led as Principal Consultant and Project Manager for 20 NetSuite implementations for complex, multi-layered organizations.He has overseen 100+ NetSuite projects as Executive Sponsor and Technical Accountant support. Recently, at MacroFin, Ross has successfully built an internal billing and operations system, using his expertise in complex accounting processes, data migration, and business process design. He is continually working to expand his business with the support of his talented team. In his spare time, he enjoys golf, football (with Aussie rules!), skiing, and traveling.Resources and LinksMacrofin.co.ukRoss’s LinkedIn profileEmail: [email protected] episode: 537 - Topline Revenue Growth Through Alignment to Your Target Market with Philippe BouissouCheck out more episodes of The Paul Higgins ShowTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why you should listenLearn Proven Strategies for Growth. Philippe's methodologies are backed by decades of experience and have been applied successfully across various companies, including his significant role at Apple.Understand the four axes of alignment – pain vs. claim, perception vs. message, purchase vs. sale, and delight vs. offering – and how they can help you achieve faster growth.Philippe provides actionable steps and real-world examples to help you apply these principles to your business for immediate impact.You're in the right place if you're struggling for top-line revenue growth. In this episode, I talk to Philippe Bouissou from Blue Dot Partners about generating top-line revenue growth. He shares his extensive experience, including his time at Apple, where he grew their e-commerce revenue from $350 million to $55 billion under Steve Jobs. He delves into the critical aspects of achieving top-line growth, emphasizing the importance of alignment with your target market. We discuss his book's four key axes of alignment and practical ways to apply these concepts to your business.About Philippe BouissouBest-selling author of Aligning the Dots, acclaimed TEDx speaker, growth expert, venture capitalist, CEO, and entrepreneur Dr. Philippe Bouissou has worked in Silicon Valley for 34 years. He is currently the CEO of Blue Dots Partners, LLC, a Palo Alto-based management consulting firm dedicated to helping businesses grow faster using a universal, data-driven, and prescriptive methodology.Philippe moved to Silicon Valley as founder and CEO of G2i, Inc., a Unix software company later acquired by its largest customer. He then became Senior Vice President at Matra Hachette Multimedia, Inc., leading business development for electronic publishing for the $12 billion high-tech and diversified media company.He later founded and ran Apple’s eCommerce business and grew its revenue from zero to $350 million under Steve Jobs (generated over $55 billion last year). Inspired by his time with Steve Jobs, Philippe's accomplishments continued to skyrocket, including investing $43 million as a Venture Capitalist with double-digit cash-on-cash returns. Philippe co-managed the Milestone Group, a Silicon Valley-based consulting firm focused on channel optimization serving large techcompanies such as Cisco, Intel, Microsoft, SAP, Verisign, and many others.Philippe served on 25 Boards of Directors, including two now, and led over 210 management-consulting projects. He graduated from the prestigious École Normale Supérieure in Paris and holds a BS in Mathematics, a MS in Physics and a Ph.D. in non-linear physics in chaos theory.Resources and Linksbluedotspartners.comPhilippe’s LinkedIn profilePhilippe's Book: Aligning the Dots: The New Paradigm to Grow Any BusinessPhilippe’s TEDx TalkPrevious episode: 536 - The Three-Part Formula for Successful Sales EmailsCheck out more episodes of The Paul Higgins ShowTech Consultant’s RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

In this solo episode, I share a three-part formula for crafting successful sales emails that get replies and boost your revenue. I will break down the three key components of an effective email: Response, Rapport, and Ask. By implementing these strategies, you can ensure your emails stand out in a crowded inbox and get the attention they deserve.Resources and LinksEp 324 - LinkedIn Profile Hacks to Convert SalesThe Paul Higgins ShowTech Consultant’s RoadmapSuggested resourcesJoin our newsletterPaulhigginsmentoring.com

Why you should listenMatt Myers brings 18 years of experience in Salesforce to unpack the complexities of cybersecurity, offering expert advice that transcends industries.Learn about the tools and practices that can safeguard your digital environments from breaches, including Matt's strategies and services with EzProtect.Understand the real-world consequences of cybersecurity neglect through Matt's narrative and discover actionable steps to protect your business.Is your business prepared for a potential digital breach? In this episode, let’s dive deep into cybersecurity with Matt Myers, CEO and co-founder of EzProtect. Matt shares a pivotal moment from his career that led to his journey into understanding and advocating for robust security measures in Salesforce and other digital platforms. Throughout our conversation, Matt provides invaluable insights into the risks of data breaches, the cost implications, and practical steps to enhance security.About Matt MeyersMatt Meyers is a Salesforce Certified Technical Architect (CTA), Salesforce security and Well-Architected advocate, and frequent presenter at Salesforce Dreamin’ conferences such as CactusForce, Buckeye Dreamin’, Architect Dreamin’, Life Sciences Dreamin’, and others. Matt has dedicated the past eighteen years of his career to learning, implementing, and teaching others about Salesforce.Matt has always had a passion for learning, which continued while he was learning Salesforce technology. With continuous studying, he earned numerous Salesforce certifications, including the much sought-after Certified Technical Architect. Unlike many, Matt didn’t see these certifications as a checkbox but more as a goal that he could work toward to build his knowledge about Salesforce.His passion doesn’t stop at Salesforce and technology. Matt also enjoys learning about cooking, preparing gourmet meals for his family and friends, and traveling the world in his free time. Matt has an insatiable appetite for life and for experiencing everything that it has to offer.As CEO and cofounder of EzProtect, a cloud security and malicious file protection service for Salesforce, Matt spends much of his time researching and educating people about Salesforce security.A customer once told him, “I wish someone would have just told me what I need to be aware of to protect my data in Salesforce.”This comment set Matt off on a new mission of helping educate people about what they need to know and where they should focus to keep their data safe in Salesforce.Resources and Linksezprotect.ioMatt’s LinkedIn profileMatt on Instagram: @mattmeyers.ctaGet Matt’s Book: Securing Salesforce Digital ExperiencesCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why you should listenLearn from Marty Zigman's experiences, how he developed a genuine and authoritative presence in a competitive industry, and how expressing his unique voice has impacted his business.Gain valuable insights into the effective integration of cloud-based ERP solutions, the importance of phased implementation, and how these strategies can drive operational excellence in your business.Discover Marty’s dedication to lifelong learning and how it enhances personal and business growth, inspiring listeners to pursue their continuous learning paths.In this episode, we dive deep with Marty Zigman, a seasoned IT entrepreneur and the principal of Prolecto, a company specializing in cloud-based ERP solutions for small to medium-sized businesses. This episode explores Marty’s journey in creating and honing his authentic voice in the IT and ERP solutions space. Marty shares his experiences and the strategic approaches that have shaped his career and company.About Marty ZigmanMarty Zigman is an accomplished IT entrepreneur specializing in integrated, cloud-based ERP solutions for small to medium-sized businesses with revenues ranging from $25M to $1B+. As the Founder and Principal of Prolecto Resources since 2003, Marty leads a systems integration practice known for its expertise in NetSuite, focusing on driving operational excellence and strategic alignment. With a background in CTO and CIO roles, Marty combines deep technical and accounting knowledge to deliver actionable application patterns that unlock enterprise value. His approach revolves around three principles: leveraging cloud computing, implementing fully integrated business applications, and adopting platforms for extension and customization, with NetSuite serving as a primary business management platform. With over 15 years of experience, Marty has developed 70+ software bundles to accelerate solution realization for his clients. Before Prolecto, Marty held influential roles in interactive media, eCommerce consulting, and sales force automation, gaining extensive cross-industry experience.Marty is a proponent of life-long learning and is active in various community development groups. He resides with his wife, Sherri, in Park City, Utah, and maintains a strong commitment to professional and personal growth.Resources and LinksProlecto.comProlecto blogsMarty’s LinkedIn profileSubscribe to Marty’s email list522 – You Are Your Brand with Peter G. GoralBreakcoldPrevious episode: 533 - Networking Bandits: Unmasking the Illusion of LinkedIn OutreachCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul