Paul Higgins Podcast

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

In this solo episode, I delve into the gritty realities of LinkedIn outreach services. As someone who's both felt the sting of subpar services and seen other tech consultants experience it, I unpack the common pitfalls in using a LinkedIn outreach agency and give you five actionable tips on navigating the complexities of LinkedIn outreach without compromising your brand or wasting resources. End your reliance on inefficient and costly LinkedIn outreach strategies by tuning into this episode.Join the Tech CollectivePrevious episode: 532 - Data Sync Made Easy with Ben Liebert Check out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterSuggested resourcesFind out more about Paul and how he can help you

Why you should listenLearn about SyncHub's unique three-click system—Connect, Sync, and Report—that simplifies the integration of data from multiple sources like HubSpot, Salesforce, and Zoho into actionable insights.Gain insights from Ben's 20 years of experience in software development and his strategic approach to data extraction, which is crucial for tech consultants aiming to provide top-tier advisory services.Discover the future developments in SyncHub, including the integration of AI and advanced reporting tools, which are set to revolutionize how consultants handle data visualization and client reporting.In this episode, we dive deep into the realm of data integration and management with Ben Liebert, the mind behind SyncHub.io. Ben discusses the challenges and solutions in extracting and managing data across various platforms to enhance decision-making and reporting for tech consultants and their clients.About Ben Liebert Ben ran a software development business for 20 years, where his team built everything from enterprise solutions to scrappy startup proofs.In 2019, he used all that experience to build the MVP of his SaaS platform, SyncHub, in just one week.  Four years later, he keeps his finger on the pulse of the business by working at the coal face - customer support.Resources and LinksSyncHub.io Ben’s LinkedIn profileY Combinator PodcastPrevious episode: 531 - Gearing Up for a Sale with Russell BadgettCheck 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 Russ’s extensive experience in aiding organizations in transitioning from outdated systems to modernized tech stacks.Discover effective strategies for managing significant organizational changes, especially for those new to platforms like Salesforce.Gain insights into building a successful consultancy through Russ’s leadership, culture, and client management lessons.In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and founder of radianhub.com. With over two decades in the software industry, Russ brings much knowledge and experience, particularly from his 14 years in the Salesforce ecosystem. During our conversation, Russ shares his journey of running his own Salesforce practice, focusing on leveraging customer trust and a value-driven approach to fuel business growth. He also discusses the strategic levers tech consultants should pull to enhance their business operations.About Russell Badgett Focused on technology solutions and vertical strategies, Russ has over 20 years of experience in the software industry and 14 years in the Salesforce ecosystem with SaaS-based platforms. A customer-trusted, value-driven approach has been the key to success with enterprise clients such as Sony, Salesforce, P&G, Lilly, Harley-Davidson, and Roche Diagnostics. The mission behind radianHub is to bring this experience and best practices back to the mid-market and public sector (supporting clients of all sizes).Resources and LinksRadianhub.comRuss’s LinkedIn profileEmail Russ at [email protected] a call with RussBook: Buy Back Your TimePrevious episode: 530 - ROI is Killing Your DealCheck 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

In this solo episode, I tackle the often misleading use of Return on Investment (ROI) in deals and introduce a more tangible measure—economic impact. I discuss how focusing on the real-time financial pains of clients can transform the sales conversation from speculative to substantive. Throughout the episode, I share strategies that have shifted my approach to evaluating opportunities, moving away from unpredictable ROI forecasts to discussing immediate economic impacts that resonate more with clients. Tune in to learn how to change your approach and create actual value by focusing on what truly impacts your clients today.Resources and LinksPrevious episode: 529 - The Future of CRM with Jon FerraraCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listenGain valuable insights from Jon Ferrara, who has decades of experience in the CRM industry, including founding one of the earliest CRMs, GoldMine.Learn about the next evolution of CRM systems, which focus on building relationships across entire businesses rather than just enhancing sales processes.Discover a special offer from Jon, providing you with tools to effectively enhance your business and client relationships.In this episode, Jon Ferrara, a pioneer in the CRM industry and founder of Nimble, shares his extensive knowledge and experience. He discusses the transformation of customer relationship management systems and how his current venture, Nimble, innovates to serve sales teams and entire organizations. Jon emphasizes using CRMs to build meaningful business relationships rather than just managing sales data.About Jon FerraraJon is a serial entrepreneur and is a noted social, sales, and marketing speaker. He has re-imagined CRM by building Nimble, which is the relationship-focused CRM for the entire team. Ferrara is best known as the co-founder of GoldMine Software Corp, one of the early pioneers in Customer Relationship Management (CRM) for Small to Medium-sized Businesses (SMBs).Resources and LinksNimble.comJon’s LinkedIn profileJon on Twitter: @Jon_FerraraJon on Instagram: @jonferraraJon’s Facebook profileGet the exclusive offer for Tech Consultants here!Previous episode: 528 - Four Minds of Digital Transformation with Ben StroupCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterSuggested resourcesFind out more about Paul and how he can help you

Why you should listenLearn why immediate solutions might not always be in your best interest and how they can divert you from addressing the root cause of challenges.Discover the concept of adaptive change and its significance in achieving sustainable organizational success beyond mere technological implementations.Gain valuable strategies from Ben's "four minds" model to navigate uncertainty, streamline operations, and capitalize on growth opportunities effectively.Are you ready to revolutionize your organization's approach to change? In this episode, Ben Stroup introduces the transformative concept of adaptive change through the lens of the "four minds"—strategy, Operations, Technology, and Data. He highlights how a holistic approach navigates uncertainty and leads to remarkable growth. Ben emphasizes the importance of adoption as the accurate measure of success and stresses the critical role of strategic execution in turning ambitious goals into reality. Discover the keys to resilience and innovation in this insightful discussion.About Ben StroupBen Stroup is changing the way organizations succeed. As a consultant and coach, he helps leaders navigate uncertainty, streamline operations, and unlock growth opportunities.Ben uses data-driven insights to develop measurable strategies that propel organizations forward. His ability to spot what matters most and bridge ideas with implementation leads to remarkable results.Resources and LinksGetvss.comBenstroup.comBen's LinkedIn profile Subscribe: The Velocity Factor Previous episode: 527 - So What is the Point?Check out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterSuggested resourcesFind out more about Paul and how he can help you

Have you ever stopped asking yourself, "What is the point?" of your actions? In this solo episode, I dive into a pivotal lesson I learned from a senior executive during my 18 years at Coca-Cola. I share the moment that transformed my approach to work: focusing on initiatives with a definitive purpose and outcome. This episode could be the pause and reflection you need to realign your efforts with your goals.Resources and LinksPrevious episode: 526 - Your Marketing Automation Partner with Laine BelcastroCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listenExpert Guidance on Marketing Automation Platforms: Laine breaks down the complexities of choosing and utilizing your business's right marketing automation platform, offering insights that could save you time and resources.Strategic Email Marketing Insights: Discover the dos and don'ts of email marketing, learning how to create emails that genuinely engage your audience rather than ending up in the spam folder.Future of AI in Marketing: Get a glimpse into the evolving role of AI in marketing automation, including practical tips on how to leverage AI today and predictions for how it will shape marketing strategies in the near future.In this episode, we dive deep into the world of marketing automation with Laine Belcastro from LMB DigiMarketing. Laine, a seasoned digital marketer, shares her extensive experience navigating the technical complexities and strategic intricacies of marketing automation platforms. From discussing the importance of choosing the right platform to offer valuable tips on email strategy and the role of AI in marketing, Laine provides a comprehensive overview to help you enhance your marketing efforts. Whether you're a tech consultant looking to bolster your clients' marketing strategies or a business owner seeking to improve your own, Laine's insights will guide you toward more effective and engaging marketing automation solutions.About Laine BelcastroLaine is a seasoned digital marketer with a knack for untangling technical and strategic knots. Since 2007, she’s been a dual citizen of the MarTech and traditional marketing worlds, serving B2B and B2C clients in New York City, Atlanta, and beyond. Laine founded LMB DigiMarketing in 2015 to make highly effective marketing automation more accessible to growing businesses.With a Digital Marketing certification from Emory University and specialist certifications from MailChimp and Salesforce – Account Engagement, her happy place orchestrates streamlined marketing platform integrations. She enjoys golf, concerts, and trying new restaurants in her free time.Resources and Linkslmbdigimarketing.comLaine’s LinkedIn profileLaine on Instagram: @LMB_EmailRocksPrevious episode: 525 - AI - Death of Developers? With Mark GoodCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listenStay Ahead in AI Integration: With AI evolving rapidly, this episode provides insights into effectively training your team to harness AI's full potential, ensuring you stay competitive and innovative.Expert Insights from Mark Good: With a decade of experience and a passion for AI since 2015, Mark shares his journey and mission to accelerate AI adoption in business processes, offering a unique perspective on combining business acumen with AI development.Practical Solutions for AI Training: This episode offers practical advice and solutions for individual professionals and organizations aiming to enhance their AI capabilities.In this episode, we dive into one of the hottest topics in our industry – training your team on AI advancements, especially within the Salesforce ecosystem. Mark Good, the founder of AI Force, shares his extensive experience and unique approach to accelerating the adoption of AI in business processes. Mark's insights into the challenges professionals face, from cutting through the noise to understanding the essential skills needed for AI, are invaluable for anyone looking to enhance their team's AI capabilities. Join us as we explore how to navigate the rapidly evolving world of AI and ensure your team is prepared and excels in implementing AI solutions.About Mark GoodAs the founder of AI Force, the Salesforce AI training company, I've been working for 10 years as a Salesforce professional while researching AI capabilities. My mission is to accelerate the adoption of AI within the business ecosystem, and I empower other Salesforce professionals and companies with the tools and training to bring AI to life inside business processes. I co-founded "GPT Dreamin", the largest virtual Salesforce AI conference. I spend my days working with businesses and professionals learning and deploying AI, and I spend my evenings researching cutting-edge AI techniques and capabilities. Resources and Linksaiforcetraining.comMark's LinkedIn profileFollow AI Force Training on Youtube: @aiforcetrainingCatch Past Live Sessions and AI News on AI Force PlusEnroll your Salesforce resources in the AI Force Training programCompany Team TrainingHave your Salesforce resources watch the GPT Dreamin Series for free AI educationPrevious episode: 524 - Minning Sales GoldCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

What do you do when potential clients say no? In this solo episode, I dive deep into a critical aspect of sales that we often overlook: responding to potential clients' rejections. I share why capturing and using the reasons behind these rejections is crucial. Despite our expertise in implementing sales CRMs for our clients, we often neglect this practice in our operations, missing valuable insights that could turn those nos into future yeses. Whether you're a seasoned tech consultant or new to the field, this episode is packed with insights on turning rejections into opportunities, making your sales process more efficient, and ultimately growing your business. Ready to start mining your sales gold?Resources and LinksPrevious episode: 523 - How You Should be Using Video to Make More Profit with Grant ShaddickCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listenUnlock the Power of Video: Learn how video can transform your sales process, making it more personal and effective, and why it's becoming an essential tool for businesses in the digital age.Efficiency and Quality Combined: Discover how Tella offers the perfect balance between ease of use and professional-quality video production, saving you time without compromising on the impact of your content.Stay Ahead with AI: Gain insights into the future of video editing and content creation with AI and how Tella is leading the charge in making advanced video production accessible to everyone.Looking to elevate your business with the power of video? In this episode, we dive into the game-changing impact of video on your business. Grant Shaddick, co-founder of Tella, reveals how they are revolutionizing how small businesses, startups, and freelancers use video to connect with clients, streamline their sales process, and enhance their online presence. Discover the secrets to creating high-quality video content effortlessly, the advantages of Tella over traditional editing software, and the future of video in business with AI advancements. About Grant ShaddickGrant is the cofounder of Tella, a screen recorder that edits videos for you. Originally from New Zealand, Grant moved to The Netherlands in 2015 to join Dutch startup Bynder. Grant co-founded his first startup in 2018, which was acquired by InVision at the end of 2018. In June 2020, Grant left InVision to join startup accelerator Y Combinator and start Tella.Resources and LinksTella.tvY CombinatorGrant’s LinkedIn profileGrant on Twitter: @9rantyTella on Twitter: @TellaHQSuperhuman.comPaulhigginsmentoring.com/resourcesVideo set upPrevious episode: 522 - You Are Your Brand with Peter G. GoralCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listenLearn to Differentiate Your Brand: Discover how to cut through the noise and ensure your brand resonates with your ideal clients, distinguishing you from competitors.Expert Strategies for Social Media: Gain insights into crafting and executing a social media strategy that defines your brand's value and showcases your expertise.Real-world Business Growth Tips: Peter shares actionable advice on how businesses can leverage their unique stories and values to grow their online presence and win over significant deals.In this episode, I sit down with Peter G. Goral to explore how businesses, especially tech consultants, can stand out in a crowded market. With over a decade of experience, Peter shares his insights on cutting through the noise and reaching target audiences. We dive into his three-stage program, which focuses on awareness, education, and engagement, aiming to define brand value and voice while creating content that showcases experience and attracts new clients. Peter's mission is to empower businesses to reach their full potential by growing their online presence and reputation. Join us as we uncover the secrets to winning over major deals and making your business truly stand out.About Peter G. GoralWith over 11 years of experience as a Social Media Business Strategist, Peter G. Goral helps businesses cut through the noise and reach their target audiences with customized and effective social media solutions. He leverages his diverse background in retail, logistics, recruitment, transformation, and change management to understand the needs and challenges of different industries and create tailored strategies that align with their goals and values.At ArtEnvy, Peter works with clients to develop and implement a three-stage program that covers awareness, education, and engagement. He helps them define their brand value, capabilities, and voice and create and publish content that showcases their expertise and attracts new clients. He also supports them with public relations campaigns and building brand awareness for their company and executives. He aims to empower businesses to achieve their full potential and grow their online presence and reputation.Resources and LinksPeter’s LinkedIn profilePeter  on Instagram: @peterg.goralPeter's Facebook profilePeter on Threads: @peterg.goralPeter on TikTok: @peterg.goralPodcast: You Are Your BrandYoutube Channel: Peter G GoralPrevious episode: 521 - One More StepCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

In this solo episode, I reflect on the fifth anniversary of my life-changing transplant, thanks to my friend Brendan's generous donation. Sharing my recovery journey and the drive to reach my personal "Everest," I offer universal lessons on resilience, the power of support, and making incremental progress towards significant goals. This episode celebrates a personal milestone and serves as a call to action for you to take that crucial next step in your business or personal life.Resources and LinksPrevious episode: 520 - Developing a Key Operator Role with Jhana LiCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedInEmail: [email protected]

Why you should listenJhana shares her vast experience transforming businesses through effective operations, consulting, recruitment, and training.Learn how to identify and empower a second in command to take over daily operations, allowing you to focus on growth and personal goals.Get inspired by success stories of entrepreneurs who have scaled their businesses while reclaiming their time and freedom.Are you feeling trapped in your success, missing out on personal experiences due to your business's heavy dependence on you? In this episode, Jhana Li from Spyglass Ops reveals how to build a second in command to regain personal freedom and achieve your ambitions. Discover operational strategies for seven to eight-figure digital entrepreneurs aiming to scale their businesses without being bogged down by day-to-day tasks.About Jhana LiJhana Li first discovered Operations while Vanlifing through North & South America. Since then, she's been COO at 2 successful startups, consulted over forty 7- & 8-figure businesses, and coached hundreds more. After seeing countless founders stall out & trap themselves without the proper Operations, Jhana decided to start her own company, Spyglass Ops. Through Operations consulting, recruitment, and training, Spyglass Ops empowers founders to scale their businesses while regaining their personal freedom simultaneously.Resources and LinksSpyglassops.comJhana’s LinkedIn profileJhana on FacebookJhana on Instagram: @thejhanaliPrevious episode: 519 - Peer Help for Material Business Decisions Check out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedIn

​​Are you grappling with material business decisions in your tech consulting business and feeling isolated in the process? In this solo episode, I introduce the Tech Collective, a revamped community designed to support tech consultants like you. Dive into different discussions about pricing strategies, effective lead generation beyond referrals, and hiring for your practice, among other topics. Discover how focused peer advice, proven playbooks, and a supportive network can guide you through making material decisions with confidence.Resources and LinksJoin the Tech CollectiveBryd.ioCheck out the episode on our website: 519 - Peer Help for Material Business DecisionsPrevious episode: 518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKayCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedInEmail: [email protected]

Why you should listenGain direct insights on how to prepare your business for a successful exitLearn about the critical steps in setting up your business for M&A transactionsLearn about aligning personal goals with business strategies and the significance of simplicity and focus in scaling your business effectively for an eventual lucrative exit.Are you pondering the right time for an exit or how to prepare your tech consulting business for sale? Alex MacKay from Techquity Advisors brings a wealth of experience from the enterprise software and services sector to the table. Throughout the episode, he offers valuable insights into setting up for success, understanding market readiness, and navigating the complexities of M&A scenarios. Whether just starting to consider an exit or actively planning for one, Alex's guidance is indispensable for achieving strategic objectives and ensuring a profitable entry.About Alex MacKayAlex brings much real business operations experience working in enterprise software and services organizations. He’s worked with large global players such as SAP and Siebel at VP & GM levels and has CEO’d several high-growth small/medium firms raising capital and leading exit strategies.As a revenue growth advisor, Alex has aided many firms with positioning for M&A transactions. His expertise in leading and building software and service companies provides a solid core background to help organizations set themselves up to achieve their strategic objectives.Having worked with many Founders and Boards, Alex appreciates and understands the complexities that come into play when considering possible M&A scenarios. Alex has a BA in Economics and an MBA in Finance and Marketing.Resources and LinksCheck out the episode on our website: 518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKayTequityadvisors.comAlex’ LinkedIn profilePrevious episode: 517 - Key Roles for a Pain-free HolidayCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedIn

In this solo episode, I address a common yet critical issue many business owners face: the inability to take time off without letting themselves and their families down due to work interruptions. I share a straightforward yet effective three-step process to not only manage, but thrive during your time off. From listing tasks to deciding what to delete, delegate, or do, and finally, hiring the right support, I cover it all. Don't miss the insights and resources available to make your next holiday season truly work-free. Ready for a change? Let's dive in.Resources and LinksCheck out the episode on our website: 517 - Key Roles for a Pain-free HolidayTeam Task PlaybookPrevious episode: 516 - Education as a Competitive Advantage in Tech Consulting with Peter FullerCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedInEmail: [email protected]

Why you should listenUnderstand the importance of differentiating their services in a competitive market.Learn how focusing on a specific niche, like education, can lead to substantial business growth and client retention.Gain insights into creating a successful business model that integrates training and consulting for maximum client value and satisfaction.Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting market. This episode is a goldmine for tech consultants seeking insights on differentiation, growth, and leveraging education for business success.About Peter FullerPeter Fuller is the founder of The Workflow Academy, a RevOps consulting agency + bootcamp to teach RevOps and CRM skills. He has spent 5+ years as one of Zoho’s top cloud consulting partners. He has parlayed that knowledge into growing The Workflow Academy into the world’s foremost cloud consultant career training program, helping 100+ students start careers in cloud consulting.Resources and LinksCheck out the episode on our website: 516 - Education as a Competitive Advantage in Tech Consulting with Peter FullerTheworkflowacademy.comPeter’s LinkedIn profileBook: Good to Great by Jim CollinsTrailhead by SalesforceHubSpot AcademyPrevious episode: 515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan WillmanCheck out more episodes of The Paul Higgins ShowStrategic Profit BlueprintJoin our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedInEmail: [email protected]

Why you should listenDiscover real-life, effective methods that transformed a tech consultancy from near-collapse to substantial growth.Gain insights from Bryan Willman's experience with executive coaching and the EOS framework, offering valuable lessons in business leadership and management.Learn about the innovative 'Support as a Service' approach and its impact on recurring revenue, a crucial aspect for any tech consulting firm.In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino, explores this critical question. Bryan shares his personal journey of facing severe financial challenges and how he successfully navigated through them. Learn about the three pivotal decisions that transformed his situation. Ideal for tech consultants, this episode offers valuable insights into strategic pivoting, effective leadership, and building a resilient business model. Join us to discover how to turn potential defeat into a story of triumph and growth.About Bryan WillmanBryan Willman is the co-founder, and Managing Partner at Techfino, an elite Oracle | NetSuite Partner and full-service cloud software consultancy.  Bryan started as a technology consultant specializing in developing business applications, and more recently became an expert implementing NetSuite ERP Software for some of the largest companies in the world.  Since starting Techfino, Bryan and his team have been hyper focused on solving challenging problems for fast-growing businesses running NetSuite.Resources and LinksCheck out the episode on our website: 515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan WillmanTechfino.comBryan’s LinkedIn profilePrevious episode: 514 - 2023 WrapCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedIn

In this solo episode, take a journey with me as we reflect on the eventful year of 2023. We'll revisit the significant changes, milestones, and invaluable lessons learned, highlighting some of my favorite episodes. But this isn't just a retrospective; it's also a glimpse into what 2024 holds for myself and the technology consultants I help. Join us as we gear up for the challenges and opportunities that await us in the new year. Wishing you a wonderful festive season!Resources and Links514 - 2023 WrapEp 444 - Closing The Sales Gap Between No Decision And Purchase With Matt Dixon Ep 460 - Shifting To a Recurring Revenue Model with Robin LeonardEp 463 - Using LinkedIn Outreach to Grow your Cloud Consulting Business with Massimo IannirubertoEp 466 - Specialing a Salesforce Practice with Shell BlackEp 479 - Right to Play Isn’t The Right to Profit: The #1 Marketing Mistake That Keeps You on Business WelfareEp 481 - Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John BurdettEp 488 - Unlocking Success: Five Essential Actions to Avoid as a Tech ConsultantEp 507 - AI Forecast: Talent Transformation in the Salesforce Ecosystem with Bradley RiceEp 509 - The Strategic Profit Blueprint for Tech ConsultantsPrevious episode: 513 -Salesforce Partner Success: Key Strategies During Economic Downturn with Alex BariyevCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedIn

Why you should listenLearn strategies to steer your Salesforce consultancy through economic downturns successfully.Alex Bariyev shares invaluable insights from his extensive experience, offering practical advice for resilience and growth.Get actionable steps to optimize operations and expand your business during tough economic times.In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your business. Our guest, Alex Bariyev, VP of Consulting at AquivaLabs, delves into effective strategies for increasing revenue during challenging times. With his extensive experience in Salesforce consulting, he shares insights for surviving and thriving in downturns. These strategies aren't just temporary fixes but essential practices for consistent growth in any economic climate. Tune in to gain actionable tips to bolster your tech consulting business amidst uncertainty.About Alex Bariyev Alex Bariyev is the VP of Consulting at Aquiva Labs - one of Salesforce’s most experienced Product Development Outsourcer Partners. They assist in designing, developing, building, and maintaining strategic state-of-the-art Salesforce applications for ISV partners.Alex is an Expert Navigator PDO and also a Summit Salesforce Consulting Partner. Resources and Links513 -Salesforce Partner Success: Key Strategies During Economic Downturn with Alex BariyevAquivalabs.comAlex’ LinkedIn profileAlex on Twitter: ​​@AlexBariyevPrevious episode: 512 - AI Unleashed: Demystifying AI for Tech Consultants with Stephen StoufferCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help youConnect With PaulOn LinkedIn

Faced with the ever-evolving world of AI and its impact on the tech consulting landscape, many consultants are overwhelmed and unsure how to integrate AI into their strategies. In this episode, Stephen Stouffer, VP of Digital Transformation at SaaScend, unravels the complexities of AI and its practical applications for tech agencies and consultants. Stephen, an AI enthusiast, also delves into how AI can transform ICP generation, lead routing, and more. His insights offer valuable guidance on navigating AI's current and future roles in the tech consulting world. Whether grappling with AI integration or seeking innovative ways to harness its power, this episode promises to enlighten and inspire. About Stephen StoufferStephen Stouffer is the VP of Digital Transformation & Innovation at SaaScend Daily, a coffee aficionado, and a tech lover by night. From the humble beginnings of accidental admin to SaaS leadership, I’ve spent my career harnessing the power of Marketing Automation, AI, and Salesforce. It's just a guy trying to make sense of a data-driven world!Resources and Links512 - Show NotesSaascend.comStephen’s LinkedIn profileThe Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Episode OverviewIn the ever-evolving world of Salesforce consulting, finding the right talent at the right time can be daunting. In this episode, we delve into staff augmentation as a strategic solution for Salesforce partners facing skill gaps in their projects. Join us as Nazar Mykytyn, CEO of Redtag, shares his journey in Salesforce implementation and staff augmentation, offering insights on how staff augmentation can empower Salesforce partners during growth phases. This episode also explores the impact of AI in development, providing valuable perspectives for Salesforce partners striving to stay ahead in a competitive market.About Nazar MykytynNazar is the CEO and founder of Redtag, a Salesforce implementation and staff augmentation company. He started his Trailblazer journey in 2011 as a developer. He loves the Salesforce community. He is also an active member of the Salesforce ecosystem, regularly attending events to stay up-to-date. Nazar is committed to giving back as a group leader in Lviv, Ukraine, through mentoring and supporting developers. In his free time, he enjoys running, exploring the outdoors, skiing, and learning about new technologies to benefit his clients.Resources and Links511 - Show NotesRedtag.proNazar’s LinkedIn profileNazar on Twitter: @NazarMykytynEmail Nazar at: [email protected] Paul Higgins ShowStrategic Profit Blueprint Join our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn

Episode OverviewAre you still navigating the complexities of AI? Are you uncertain about the preparations needed for its effective integration? In this episode, join us as Noah Berk, co-founder of OBO, talks about leveraging AI to optimize tech operations and drive business growth. Learn from Noah's 20 years of B2B expertise and OBO's success in integrating AI with platforms like Salesforce, HubSpot, and Monday.com. This episode is packed with actionable insights, from preparing for AI integration to practical applications across various tech platforms. Don't miss this opportunity to future-proof your tech consulting business with AI strategies that truly work.About ​​ Noah BerkNoah Berk is the Co-Founder and Co-CEO of OBO, a technology performance group that offers a wide range of services, including strategy, technical expertise, AI, and digital marketing. They specialize in maximizing companies' investments in HubSpot, Monday.com, and Salesforce. As a Co-CEO, he takes charge of OBO's partnerships, business development, and marketing. OBO has earned the prestigious honor of being a 2x Inc. 5000 company and is recognized as an Inc. Best Places to Work company. They proudly hold the titles of HubSpot Elite Partner, Monday.com Advanced Implementation Certified Partner, and the North American Partner of the Year award from Monday.com. Additionally, they are an award-winning Salesforce Certified Partner, having received numerous accolades for their exceptional work on behalf of their clients.Resources and Links510 - Show NotesTheobogroup.comNoah’s LinkedIn profileYakBots.aiChatGPTSlack.comThe Paul Higgins ShowStrategic Profit Blueprint Join our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn

Episode OverviewWant to break away from the “sea of sameness”? In this solo episode, discover how to differentiate your tech consulting business and avoid common pitfalls many fall into. Get insights from my years of experience running a tech consulting business, mentoring other tech consultants, and interviewing the most successful in our industry. Tune in to learn how to survive and thrive by standing out in the tech consulting world.Resources and Links509 - Show NotesEp 497- 7 Game-Changers for Tech ConsultantsStrategic Profit BlueprintThe Paul Higgins ShowJoin our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn

Episode OverviewAre you pondering the future of your tech consulting business, particularly in scaling or even selling it? Join us as Oliver Sholder, a successful Salesforce consultant, recounts his six-year journey from starting his tech consulting business to a lucrative exit, selling to a private equity firm. Oliver shares invaluable insights on building a business with sales in mind, focusing on recurring revenue models, and cultivating impactful relationships with Salesforce account executives. Discover practical strategies and real-life experiences, including transitioning from a standard income model to a sustainable, scalable business. This episode is an essential listen for tech consultants aiming for financial independence and strategic growth.About Oliver SholderOliver is a Salesforce consultant turned entrepreneur. He founded Everpeak Partners in 2017 and grew it into a successful consulting practice with a team of a dozen expert Salesforce consultants. In 2023, he sold the company to a private equity firm. Oliver continues in a business development capacity as a minority owner of the firm. He enjoys traveling, hiking, playing chess, and reading in his free time. Oliver resides in Portland, OR.Resources and Links508 - Show NotesEverpeakpartners.comOliver’s LinkedIn profileThe Paul Higgins ShowStrategic Profit Blueprint Join our newsletterPaulhigginsmentoring.com

Episode OverviewNavigating the evolving Salesforce ecosystem amidst the AI revolution can seem daunting—whether you're a seasoned professional hedging against job security concerns or a newcomer seeking a career in Saleforce. In this episode, Bradley Rice unravels how aligning your career and personal aspirations is key to surviving and thriving in a tech-driven future. We delve into the roles of AI and dismantle the most common myths about it. This is a great episode you shouldn’t miss!About Bradley RiceBradley has worked in the Tech Ecosystem for over 10 years and became one of the highest-paid Tech Professionals in the world, making $225,000 working just 20 hours per week. Although this incredible career positioned him to retire at 31 years old, he was determined that he wasn't done with his professional career and started Talent Stacker as a service to put others on the same path that led him to Financial Independence. He has helped over 20,000 individuals start their tech careers with no degree, no tech background, and a starting salary of over $70,000 in an average of 4.3 months!Resources and Links507 - Show NotesTalentstacker.comBradley’s LinkedIn profile5-Day Challenge - for aspiring Salesforce professionalsCareer Accelerator Toolkit - for established Salesforce professionals The Salesforce For Everyone PodcastThe Paul Higgins ShowStrategic Profit Blueprint Join our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn

Episode OverviewIn this solo episode, I unravel the secrets to boosting your sales call conversions. Listen as I emphasize the importance of having a framework and practicing sales calls outside client interactions. Whether you're a novice or a seasoned professional, this episode is packed with practical advice on how to elevate your sales game and avoid common pitfalls. Tune in to transform your sales call performance and achieve higher conversions.Resources and Links506 - Show NotesSales call playbookEp 375– Taking Video Notes To Close More Sales With Richard WhiteFathomThe Paul Higgins ShowStrategic Profit Blueprint Join our newsletterPaulhigginsmentoring.com

Episode OverviewIn this episode, ​​learn how to elevate your outbound game using AI tools. Discover the critical steps in vetting potential clients and establishing a robust sales process before diving into outbound strategies, ensuring your foundation is solid for success. We explore the power of LinkedIn for forging genuine connections and utilizing AI tools for personalized engagement. Collin also shares insights into various sales tools and strategies and the importance of personal branding for sales professionals. Don't miss out on these valuable lessons to transform your outbound sales efforts!About Collin MitchellCollin Mitchell is a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. He is the VP of Sales at Leadium, where they are helping sellers personalize the entire sales process to build more rapport and close more deals.Collin is also the host of Sales Transformation. He started with nothing but grew his first business from 0 to 5M ARR in 26 months!Collin has been in 13 years in Sales and Serving SaaS Industry and currently managing 5 salespeople.Resources and Links505 - Show NotesLeadium.comCollin’s LinkedIn profileSales Transformation podcastLinkedIn Sales NavigatorHumantic AIChat GPTCrystal KnowsBuiltwithZoominfoApollo.ioThe Jolt Effect by Matthew Dixon and Ted McKennaThe Paul Higgins ShowScaling Blueprint Join our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn

Episode OverviewIn this episode, Manika shares her inspiring journey and how she runs her successful businesses while helping and advocating for women, especially mothers, to confidently step back into the workforce, through her specialized program. She continues to be a beacon in the Salesforce community, fervently driving her mission to reintegrate women into the professional sphere. Don't miss out on these insights and more!About Manika GoyalManika Goyal is a Salesforce Industries Architect and the founder of Intellicloud Solutions, a consultancy focused on Salesforce Industries, SFMC, and other Salesforce products. With over 19 years of experience, Manika has extensive expertise in Industries CPQ solutions. She has worked on Salesforce for over 12 years and Industry CPQ for the past 5 years. She leverages her expertise in Salesforce technologies and the power of innovation to help organizations leverage technology to reach their maximum potential.Resources and Links504 - Show NotesIntellicloud-solutions.comFullstackacademy.comManika’s LinkedIn profileThe Paul Higgins ShowScaling Blueprint Join our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn

Episode OverviewIn this solo episode, I share a crucial lesson I've learned over the years: in the face of declining revenues and mounting pressures, the answer isn't always in adding more to your plate. Drawing from my time at Coca-Cola and real-life client stories, I discuss the significance of recognizing what to stop rather than start. Join me as I share the wisdom of taking measured actions and the transformative power of knowing when to pause.Resources and Links503 - Show NotesSounding BoardThe Paul Higgins ShowScaling Blueprint Join our newsletterPaulhigginsmentoring.com

Episode OverviewIn this episode, we delve deep into the Salesforce ecosystem, shedding light on the untapped potential of female talents, especially those transitioning from different sectors. Join Pallavi as she recounts her inspiring journey in tech, underscoring the value of mentorship and recognizing transferable skills. Tune in as we uncover pathways for women leaders and how partners can capitalize on exceptional female talents.About Pallavi Agarwal Pallavi Agarwal founded Kander, a woman and immigrant-founded Salesforce boutique consulting firm. Her passion is finding ways to help clients determine their true path and identify the technology that can be the vehicle to achieve the North Star through strategic implementations and project management. She believes it's about the business process and understanding the "why" of the user experience and customers to drive the business outcomes for clients. She has over 15 years of management consulting experience. Pallavi enjoys traveling, snowboarding, hiking, and biking. She is also passionate about mentoring women in the community for personal and career growth. She is the winner of the prestigious Salesforce Golden Hoodie Award for her customer and community impact and co-leads the DC Admin Salesforce group.Resources and Links502 - Show NotesKanderconsult.comPallavi's LinkedIn profilePallavi on Twitter: @PalluAgsThe Paul Higgins ShowScaling Blueprint Join our newsletterPaulhigginsmentoring.comConnect With PaulOn LinkedIn