Paul Higgins Podcast

Episode OverviewAre you automating your sales process?In this episode, Carol focuses on the role of automation in sales. She emphasizes how you can expand your Salesforce practice with Pardot - a powerful marketing automation tool. She also highlights how it can be used for effective lead generation and nurturing and to deliver comprehensive solutions to clients.You will specifically learn:How SF and Pardot can work seamlessly Who is a great fit for it How to use content to grow your Cloud Consulting businessAbout Carol SpringerCarol owns and leads Gabriel Sales, a Marketing Automation agency and Salesforce Partner. In her role, she is a highly sought-after certified Salesforce admin and marketing technology consultant, working with companies of all sizes to help them leverage the power of Pardot and Salesforce to achieve their marketing and sales goals. Her deep understanding of the technology, ability to deliver results quickly, and passion for helping companies succeed have made her a trusted advisor for Pardot and Salesforce users.When not taking clients to the next level, she loves mentoring new trailblazers; other hobbies include slow travel, yoga, hiking, and producing her travel and remote work podcast “Where Next?”Resources and Links483 - Show NotesGabrielsales.comCarol's LinkedIn profileCarol on Twitter: @CarolSpringerCarol on Instagram: @carol_freelance_lifeCarol’s Upwork profilePodcast: Where Next? Travel with Kristen and CarolYouTube channel: Sales Tech by Gabriel SalesUpworkBook: Lead the Field by Earl Nightingale Humantic AICloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewImagine this: You’re on a sales call going well, then your potential client asks to speak to someone you’ve worked with before. How do you handle this?In this solo episode, I talk about how you can close a sale without losing momentum, using case studies - and not boring ones like some. Listen as I share the format I use to create engaging, informative, and effective case studies.Key actions from todayDownload the case study builder from www.paulhigginsmentoring.com/casestudy.Create compelling case studies using the provided guide.Embed the case study process into your sales strategy.Resources and Links482 - Show NotesPower Positioning Action GuideCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewAre you struggling to scale your business? Hiring people who are aligned with the core values of the company will definitely help you scale. In this episode, John shares his expertise in helping businesses scale and improve their operations. He also gives insights into the proven and effective strategies and values that have contributed to their success in recruiting top talent and ​​the overall growth of Fast Slow Motion. Key topics you should look out for:3 core values At-risk comp model Internal recruitment and marketing About John BurdettJohn Burdett is married to his wife of almost 23 years, Misty.  They have a son Clayton (sophomore at Auburn University), and a daughter Kenna (freshman at Auburn University).  John is the founder and CEO of Fast Slow Motion.  Fast Slow Motion focuses on implementing Salesforce and Hubspot for growth businesses.  It is also one of the largest, highest-rated partners in the Salesforce ecosystem, focusing on growth businesses with clients and employees across the US and multiple countries.  He's enjoyed helping grow businesses such as CTS, TicketBiscuit, and Hospicelink.  He has a B.S. in Computer Science from the University of Alabama at Birmingham (UAB) and an MBA from Emory University.  He also co-founded Red Mountain Grace, a Birmingham, Alabama-based ministry that houses and serves out-of-town families needing medical care in Birmingham, Alabama. Resources and Links481 - Show NotesFastslowmotion.comJohn’s Linkedin profileFast Slow Motion on LinkedInFast Slow Motion on Instagram: @fastslowmotionconsultantsFacebook page: Fast Slow MotionFast Slow Motion on Twitter: @fastslowmotionRedmountaingrace.comPatrick Lencioni Simon SinekCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewAre you looking for other ways to grow your Salesforce partner business? Have you tried doing Live events?In this episode, Vincent focuses on running and growing a successful Salesforce partner business within the competitive ecosystem. He shares his experiences and insights on market approach, differentiation, marketing strategies, recruitment challenges, networking through live events, and so much more. In this interview, he also covers these specific topics:How to pick a vertical and match them where they are at Breakfast events soup to nuts Why investing funds upfront is the right decision to make About Vincent MotteVincent Motte (Mot) spent most of his time working for management teams to bring their strategy to life through technology. His reputation as someone who gets the job done has seen him take on game-changing projects across M&A, operations, marketing, technology, and innovation.As a director of Sydney-based consultancy Carnac Group, He is also driven to build a team filled with passionate, switched-on people who are encouraged to challenge the conventional thinking of what it means to be a professional.He aims to help his clients make confident investment decisions in technology and innovation and then partner with them to make them happen.Resources and Links480 - Show Notescarnacgroup.comVincent’s Linkedin profileCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewImagine this; you're a cloud consultant trying to grow your business. You look around and see your peers seemingly thriving while you're struggling to find your footing.In this solo episode, I discuss the fundamental mistake many struggling cloud consultants make when trying to grow their businesses. While factors like leads, partnerships, hiring, and pricing can contribute to growth challenges, they are not the root cause. The number one mistake is positioning oneself solely as a SaaS partner, rather than as a consultant who understands and solves clients' business problems.Key actions from todayAssess your marketing assets and be honest with yourselfLearn the “category of one” positioningSpeed up your results with focus, the right mentoring, and accountabilityResources and Links479 - Show NotesPower Positioning Action GuideCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewIs your hiring process a nightmare? Are finding it hard to find the perfect candidate?In this episode,  let’s delve into companies' common mistakes regarding their hiring process and how to avoid them. Josh also shares insights into their approach to attracting and screening top candidates for clients and explores the topic of biases in the hiring process.In this interview, he emphasizes these topics:The one question you should ask in an interview What candidates are looking for in their next leader How to avoid 'pink flags' in an interviewAbout Josh MatthewsJosh Matthews is the President of Salesforce Staffing, LLC and TheSalesforceRecruiter.com. He helps Salesforce partners to unlock the code to attract, hire, onboard and retain the top 10% of Salesforce professionals in the United States.In his 20 years as a Recruiter and Leader in staffing, he has interviewed over 7,000 candidates for all levels, from Salesforce Administrator up through the C-Suite.Resources and Links478 - Show NotesThesalesforcerecruiter.comExpandexchange.comJosh's LinkedIn profileJosh on Twitter: @thejoshforceSalesforce Professionals Twitter communityYoutube Channel: joshforceEmail Josh at: [email protected]: The Salesforce Career ShowGlassdoorCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewWhat are you doing to be recession ready?In this episode, Ryan guides service-based businesses, specifically agencies, to navigate tough economic times. He delves into managing human capital, maintaining cash reserves, and implementing effective contingency plans. He also gives practical insights and tips for surviving a recession and achieving long-term success.About Ryan WatsonRyan is an experienced operations and finance leader for creative agencies and venture-funded startups. As a partner at Upsourced, he helps scaling agencies build better plans, see the future and drive profits. Before Upsourced, Ryan led operations and finance for a large influencer marketing and ad agency, Ahalogy, where they built the team to over 50 people and $10M in annual AGI before selling to Quotient Technology (NYSE: QUOT) in June 2018.Resources and Links477 - Show NotesUpsourcedaccounting.comRyan’s LinkedIn profileYoutube Channel: UpsourcedRyan on Twitter: @ryankwatsonCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewAre you short-changing yourself?In this solo episode, I share the importance of not undervaluing oneself and provide practical advice and a case study to inspire cloud consultants to reassess their pricing and overall business strategies to avoid shortchanging themselves.Key actions from todayLook at what a commercial rate would be for youSpeak to your accountantGet a financial advisor or speak to themResources and Links475 - Show NotesCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewDo you believe data plays a crucial role in today's digital era?In this episode, Aron from Data Clymer delves into the fascinating world of data and how you can leverage it to gain a competitive edge, enhance operational efficiency, and drive innovation. With his extensive experience in the industry, including his time at Salesforce, where he established a product intelligence team, you will gain a deeper understanding of the power of data and its crucial role in shaping businesses' success.In this interview, he also talks about:What data are key stakeholders looking for How you, as a Cloud Consultant can, partner to provide that data How AI and machine learning can be leveraged by having the right data About Aron ClymerAron Clymer is the Founder & CEO of Data Clymer, a next-gen data & analytics consulting firm that empowers every client’s success by unlocking the value of data. The Data Clymer team implements modern cloud data solutions that drive positive results through data accessibility and actionable insights.He previously established and built the Product Intelligence team at Salesforce for 7 years to support all data and analytics needs of 400+ product managers. Subsequently, Aron headed up Data at PopSugar, where his team democratized data and supported analytics/data science across the company.He has grown Data Clymer over the past 6 years into a nationwide team of deeply experienced cloud data professionals.Resources and Links475 - Show NotesDataclymer.comAron’s LinkedIn profileCollective 54Cloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewDo you struggle with marketing and sales? Are you heavily relying on referrals? In this episode, David shares a fresh perspective on sales, and proven sales strategies, especially for cloud consultants with small teams and revenue ranging from 750k to 4 million. If this is you, this is an episode you wouldn’t want to miss!David also covers:How to research 5-sentence email and add value Top 3 actions from 77 in his book do it selling About David NewmanDavid Newman is known as one of the top revenue growth mentors for consultants, executive coaches, and B2B experts who want to get better clients, bigger deals, and higher fees. His Do It! MBA mentoring program has more than 800 successful graduates. He is the author of the #1 business bestseller Do It! Marketing and Do It! Speaking. His latest book, Do It! Selling was released last April 2023.Resources and Links474 - Show NotesDoitmarketing.comDavid’s Book: Do It! SellingDavid’s LinkedIn profileCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewDo you ever feel like you're the bottleneck for delivering results in your business? Don’t worry. You are not alone. This is a common challenge faced by business owners. And in this solo episode, I will share the 1:3:1 rule - a simple and effective approach to problem-solving. It involves identifying one problem, developing three potential solutions, and giving one recommendation. By adopting this rule, team members are empowered to solve problems independently, fostering growth and learning. Key actions from todayStop doing what you can and focus on what you should Train your team on the 1:3:1 ruleStick to it (60 days) Send me how you used itResources and Links473 - Show NotesCloud Consultants CollectiveScaling Blueprint Join our newsletterThe Cloud Consultants ShowPaul Higgins MentoringConnect With PaulOn LinkedIn

Episode OverviewCold email is dead - Listen as Alex debunks this myth and talks about the effectiveness of cold email outreach. He also shared his experiences of successful cold email campaigns and emphasized the importance of tailoring emails to specific individuals and targeting the right decision-makers.About Alex BermanAlex is the Founder of Omni and X27marketing. He has been in the digital marketing space for over 15 years and went from 0 SaaS to 5 SaaS Exits in 2023 and generated over $100m for clients in revenue.Along with being an entrepreneur, he also creates weekly YouTube videos that educate agency owners on how to expand their businesses and generate more income by showing them ways to enhance their B2B sales cycles and implement inbound marketing techniques. Links472 - Show NotesOmni.usX27marketing.comAlex’s LinkedIn profileAlex’s Youtube ChannelAlex on Twitter: @alxbermanPaulhigginsmentoring.comScaling BlueprintThe Workflow AcademyCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedIn

Episode OverviewIf you have thought about launching an app on the Salesforce App exchange or are in the process, this podcast is for you. Andi covers:Why use an outsourced dev team  for app developmentDifferent types of apps  - hybrid and native How to get the best out of Indian developers How Artificial Intelligence and Machine learning will develop and how to get ahead of the curveAbout Andi GiriAndi Giri is an IT entrepreneur with about 35 years of experience. He completed his BE degree at the College of Engineering, Guindy, Chennai, India, and an MS in Computer Engineering from the University of Maryland, College Park. He launched Softsquare in 1998 as an IT staff augmentation firm and pivoted the company towards managed services in 2008. In 2021, Andi drove the product practice toward delivering several commercial products, strengthening recurring revenue for Softsquare. He served as the President of Greater Washington Tamil Sangam in 1998 and as the Founder-President of AIMS India Foundation from 2000-2003. Andi has mentored and invested in startups since 2020 via Native Angel Network in Madurai, India, and Guindy Alumni Angel Network in San Francisco, CA, USA.Links471 - Show Notessoftsquare.bizAndi’s LinkedIn profileReach Andi through email at [email protected] BlueprintThe Workflow AcademyCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedIn

Episode OverviewIt is not your fault if you have so much going on in your business and nothing seems to be working. And it is not because you don't have the time to change it. It is because you are working on the wrong things. How do I know? Because I was you.In this solo episode, I share my experience of working on the wrong things in my cloud consulting business and the result of not heeding my mentor’s advice. This experience motivates me to do what I do and prevent others from making the same mistakes I did.Key actions from todayDon't buy into the myth you don't have enough time Work on what matters most Get some help Links470 - Show NotesPaulhigginsmentoring.comScaling BlueprintThe Workflow AcademyCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedIn

Episode OverviewAre you struggling to find high-quality leads for your SaaS platform? If so, you won't want to miss this episode! Our guest, Patrick, saw a gap in the Salesforce ecosystem where end clients found it difficult to match the 5,000 Independent Software Vendors (ISV) and 2,300 Consulting Service Partners to their problems needing solving. He created InVisory to fix it.In this episode, Patrick will share his insights on:How to generate qualified leads through a marketplace. Why you should be on the marketplace as a consulting partner, how to be selected by the algorithm.How to upsell existing apps to solve clients' challenges.About Patrick CronanPatrick started his career at Thomson Reuters, working in various consulting & sales roles during his 8.5 years at the firm. From Thomson, Patrick joined an early-stage venture-backed company, FiscalNote, as their first Director of Business Development. Patrick still credits this experience as one of the most beneficial for his career, as it was his first experience working at a startup that didn’t have a lot of resources- from this experience, he wanted to start his own company one day. From FiscalNote, Patrick joined Gartner, where he led one of their Financial Services Practices for 4 years. Before founding InVisory, Patrick was a Director of Strategic Banking Accounts at Salesforce. During this experience, Patrick came up with the idea for InVisory and launched the business after two years at Salesforce in Jan 2022.Resources and Links469 - Show NotesInVisoryPatrick's LinkedInPaulhigginsmentoring.comScaling BlueprintThe Workflow AcademyCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewGaining new talent is challenging for you as a Cloud Consulting Business owner.Matthew has an innovative way of solving this. In my interview with Matthew, he talks about:Who is the next generation of talent How to source them How to develop their soft and tech skillsAbout Matthew PengMatthew Peng founded Business Continuum, providing software and change management advice to companies big and small for almost a decade.  He blends his business and finance background to set up technology solutions to simplify processes, freeing up more time to engage with clients and empower users with a framework to manage their continuous business improvement.Resources and Links468 - Show Notesbusinesscontinuum.com.auMatthew's LinkedInPaulhigginsmentoring.comScaling BlueprintCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewI speak to about 5 cloud consultants daily from across the globe, typically from Salesforce, HubSpot, and Zoho (but not limited to them), and ask them what is working and not working in their quest to scale. And the common theme I get is YOUTUBE.So in this solo episode, I talk about how you can use Youtube to grow your Cloud Consulting Business. If you struggle to get consistent inbound leads, you should listen to this episode and start your Youtube journey.Here are some great YouTubers in the Cloud Consulting industry (who are past guests, too!) and their episodes:Gareth Pronovost of Gap consulting - 422 – Building A Million-dollar No-code Consultancy with YoutubePaul Minors - 381 – Get 30 Leads A Month To Your Cloud Consulting Business Leveraging YoutubeLayla Pomper of ProcessDriven - 317 – Putting Fun Back Into ProcessGray MacKenzie of ZenPilot - 297 – Do More With Project ManagementScott Friesen of Simpletivity -220 – Simpletivity: Killing Busyness, Becoming More ProductiveBrett Martin - Zenatta Consulting & The CRM Zen Show Zoho (look out for his interview - Episode 486) 334 – 7 Ways To Get More Sales With Youtube (solo episode)Key actions from todayStart research today Send me what you liked make the launch public Links467 - Show NotesPaulhigginsmentoring.comScaling BlueprintCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedIn

Episode OverviewIf you struggle to have consistent cash flow in your Cloud Consulting business, this interview is for you. Shell talks through the benefits of specialization as a Salesforce partner. He covers;How he builds consistent leads from Salesforce and how to get to the front of the co-sell queue. His learnings are from building a youtube channel with 500K views and 2MM minutes of watch time. The actions he is taking to build a high-performing culture. About Shell BlackShell Black is from Dallas, Texas (United States), and started consulting on Salesforce in 2005. He started his company ShellBlack.com - a Salesforce consulting and implementation firm, in 2010. Shell holds 4 Salesforce Certifications. He has also spoken at Dreamforce (the annual Salesforce user conference) for 6 years.In 2019, Shell has inducted Salesforce MVP Hall of Fame to recognize his contributions to the Salesforce community (one of ~250 worldwide)Shell is the host of “ShellBlack Whiteboard,” - a YouTube channel on how to implement Salesforce (>500K views and over >2MM minutes watched)Resources and Links466 - Show NotesShellblack.comYoutube Channel: ShellBlack WhiteboardShell's LinkedInShell on Twitter: @Shell_BlackPaulhigginsmentoring.comScaling BlueprintCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewDan is passionate about HubSpot and their users.He works for Impulse Creative, a 50-person HubSpot Agency that delights the SME and mid-market space. Dan gives his perspective on why Impulsive Creative has grown. He coversHow to use inbound to grow your agency The value of reviews on your partner directory and some cool scripts to use Using a points system for retainersAbout Dan MoyleDan is a trainer, storyteller, podcaster, speaker, writer, and blended family dad. Dan lives to put more love into the world and create a better space for everyone. For his day job, he’s a HubSpot Advisor at Impulse Creative, teaching, coaching, and advising HubSpot users.Resources and Links465 - Show NotesImpulse CreativeThe Storytellers NetworkDan's LinkedInDan on Twitter: @danmoylePaulhigginsmentoring.comScaling BlueprintCloud Consultants CollectiveThe Cloud Consultants ShowSendSparkJoin our newsletterConnect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewMany business owners often try too many tactics to fix their problems when the answer is right under their noses. Most of the time, getting help can be a simple yet effective growth hack.In this episode of the Cloud Consultants Solo Show, I talk about a Cloud Consulting Business Growth Hack that may seem too good to be true but can help you scale your business, and give you examples of how I helped two of my clients, Chris and John, to identify their growth blockers by filling out a diagnostic and spending an hour together. Key actions from todayGet out of your way Get some help - talkpaul.comLinks464 - Show NotesCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter

Episode OverviewIf you want to generate more leads to bring needed cash flow into your Cloud Consulting business - this is for you. Massimo outlines going from failure to success using Linkedin Outreach for his Cloud Consulting business. In particular, he covers; Why, how, and the value of picking a niche How to customize messages How to leverage strategic partnersMassimo’s backgroundMassimo Ianniruberto is the Founder of BluRoot. He started 10 years ago as all things to all people and has cleverly focused on two drivers to scale his business as one of the fast-growing Zoho partners on the planet.1) Vericals - insurance and mortgage 2) Product - Tailored solutions powered by Zoho He is a former entrepreneur of the year in Canada. In his free time, he enjoys watching basketball and playing Gran Turismo.Links/Resources463 - Show NotesMassimo's WebsiteMassimo's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletterConnect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewThe growth of the HubSpot ecosystem is well documented. It continues to go more upmarket. Jens and the team at Kaksio Labs are at the forefront of this growth. In the interview, Jens covers;How to build three legs to a HubSpot business - Consulting, Product, and Implementation How to build a relationship with HubSpot Pros and Cons of mining a vertical Jens’s background Jens is an experienced sales professional and modern growth leader. Proven track record of growing revenues exponentially in a global tech SaaS company. Enjoy working in an open, international, dynamic environment where an entrepreneurial spirit is encouraged and valued. A strong believer in authentic leadership built on trust, honesty, and accountability.Links/Resources462 - Show NotesJens's WebsiteJens's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewAs the leader of your business - people are your greatest asset. You know how hard it is to find top talent. Even harder to keep them. There are many reasons why people leave their jobs, but research has consistently shown that the number one reason is usually related to their relationship with their immediate Leader. In other words, people don't leave their jobs; they leave leaders. Learn how to focus on them and not the role.In this solo podcast, listen as I talk about what a Personalized Development Plan (PDP) is, how you can conduct them, and how often you should do it.Key actions from todayCover why, what, and how PDPSee an example; email me at [email protected] your first today - progress, not perfection Links461 - Show NotesCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewRobin was like most Salesforce partners that started their business doing small projects, hoping it would turn into more work. Great for acquisition but not great for partner profitability.After testing different business models, Robin now runs his Salesforce Platinum business predominantly based on a managed service fee - fixed monthly recurring revenue. In the interview, Robin covers;2 challenges mid-markets are grappling with and how to solve them Pressure on EBIT by companies and the role automation is playing The pros and cons of moving to a recurring revenue model - managed services Key timeline highlights: The benefits and challenges of automation in increasing revenue and decreasing business operation costs. They also acknowledged consumers' frustration with current chatbot technology and the difficulty of large organizations in iterating a great chatbot experience due to technical constraints.How Robin's Salesforce consulting business evolved from project-based billing to a managed service program due to the shift towards considering cloud consulting as OPEX instead of CAPEX. Robin's business became a subscription service, the first of its kind in the market. It offered all the necessary services for clients to adopt Salesforce correctly and get value.Managed service fee model and how tailored it to each client's needs. They also talked about the challenges of dealing with procurement and the importance of providing client support and strategic services.The benefits and challenges of shifting revenue into recurring revenue businesses, including the higher valuation and stability it provides, the need to balance revenue shifts, and the emotional impact on employees undergoing digital transformation. They also brainstormed ideas for an app to help bridge the gap between different roles and perspectives in the transformation process.AF Digital's business model, daily sales habits, and Robin's wish to help clients freely without budget limitations. Robin also shared that the best salespeople are the delivery people, and enabling them to sell to clients is key.Pros and cons of moving to a recurring revenue model. They also talked about Robin's experience in CRM marketing technology and his business, AF Digital, which provides consulting and managed services in the Salesforce ecosystem.Robin’s background Robin has had a great experience in the CRM, Marketing, and Technology game. An astute New Zealander with an unwavering passion for leveraging disruptive technology and creative ideas to improve a brand's human experience. Based in Sydney, his business AFDigital, a Salesforce Platinum Consulting Partner, operates across APAC, providing consulting and managed services into the Salesforce ecosystem.Links460 - Show NotesRobin's WebsiteRobin's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewGetting stuck in your business is common - we have all been there, and many of us are still there. But how do you get unstuck? One way is self-accountability. For the very disciplined, this can work.For many, group accountability is more likely to work. This is where Tanya shines. In the interview, she goes through the GRIT model for accountability. Goal RhythmIterate logTeam   She also covers the importance of consequences and how group accountability works.Tanya’s background Tanya dove head first into the marketing world and have collected over fifteen years of international/US experience with companies such as Nike and the US Olympics. She then started her first company at 25 and grew it to over $1 million in revenue in the first year. Since then, she has founded, bootstrapped, sold, and invested in five companies. She enjoys running and traveling; she has been to over 42 countries.She is currently on a mission to improve the success rate of small businesses. This mission is the genesis of OwnersUP, a platform for owners to team up and scale faster.Links459 - Show NotesTanya's websiteTanya's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

You rely on your SaaS partner to provide projects, but they don’t always come when you want them.You know, saying no to projects could, at best, lose your income and, at worst, stop you from getting future projects. So you take them on, knowing it will put pressure on your top talent. This can result in them feeling overwhelmed, stressed, and sometimes leaving. You can also be pulled back into working on the tools. So how can you save your top talent? In this solo podcast, I provide insights into using junior talent to support your top talent.This allows your top talent to do what they love to do best. I have partnered with staffing companies to provide your talent for approximately 2% of their annual salary. Email me at [email protected] so I can understand your circumstances and direct you to the right partner.Links458 - Show NotesCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewI can't remember who said it, but someone once said everything is negotiable. Therefore improving your negotiation skills is a plus.And this is why I bought one of the world's leading experts on negotiation for you.Mark dispels the myth that negotiation is about Win/Win. Then covers the 3 essential habits to be a better negotiator. Plan and prepare Role plays DebriefI know this looks too simple, but Mark's knowledge behind each of these three is gold. Mark also shares great tips on how to negotiate on video. Mark’s backgroundMark Raffan is a serial entrepreneur and lover of marketing and thought leadership. Mark is an expert in negotiation, influence, and persuasion. He has coached executives and teams in some of the largest companies in the world, such as Zendesk, Nike, Citi Bank, The Sasha Group, Salesforce, The US Army, LinkedIn, and Humana.Mark has been featured in Entrepreneur, Forbes, Thrive Global, Supply and Demand Chain Executive Magazine (as a 2019 pro-to-know), and has appeared on dozens of podcasts, including Make it Happen Mondays, The Brutal Truth About Sales, and The Insider’s Guide to Finance.Links457 - Show NotesMark's websiteMark's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewAre you constantly getting pulled back into client work and quality control in your services business? Are you at the end of the escalation process for most things in your business? Well, you need to hear what Juliana has to say. In our interview, we cover three ways to work ON your agency. Hiring the right managersHaving the right systems in place Creating and monitoring scorecards Juliana’s backgroundJuliana is a business operations expert, speaker, and founder of ScaleTime. With over 20+ years of experience across Wall Street, the nonprofit sector, technology startups, and family-owned businesses, she has served over 400+ digital agencies. She is featured on Forbes and Entrepreneur and helps uplevel businesses into lean, mean, profitable machines. On average, Juliana and her team create ways to free up at least 30 hours per week for her clients so they can have successful agencies that run without them. Founders can say, “I do what I want, how I want, whenever I want” - That is freedom.Links456 - Show NotesJuliana's websiteJuliana's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

The other day, I was at the gym and wanted to move from supporter weights to free. I went and grabbed a personal trainer and asked her if she could help. She asked me what I wanted to achieve, what I was currently doing, and how committed I was to the training. And then she gave me one new exercise. She demonstrated it and then asked me to teach her how to do it. It is very similar to what I do as a mentor.People ask me the difference between a coach and a mentor. I am a qualified coach and have mentored in my corporate life and myself. Here is an example to explain how I see the two:Coach - Holds glass in different ways to see what liquid is inside. The liquid is owned by the coachee. A coach doesn't give advice - gets the coachee to see different perspectives.Mentor - Knows what glasses to use for what occasions and shares experiences.Both are used, but there is a difference. I like to mentor as I have built and sold a cloud consulting business, so I draw on those experiences.Five steps Step one - Trust A mentor and mentee relationship is built on trust. To gain trust, it helps to see what is behind the guard. I ask questions and dig into what drives them and what will change their lives. Also good to know the family as they directly impact and benefit from the change.Step two - Honesty corner Do a diagnostic to benchmark what is working, what isn't, and what can be added—Benchmark against the blueprint - Business model /Sales and marketing engine and High performing team. Two key areas of focus - Financials and ICP. Financials don't tell white lies - owners do. ICP is the hardest decision you make, and the rest follows.Step three - Focus Set 90-day goals and strategies from the diagnostic. Step four - Accountability Weeky calls covering wins, new deals, Existing clients, plans, and 3 key action items. Notes taken and calls recorded.Step five - Unfair advantage I know you're already busy and don't need more work. My team will help you. I've got frameworks, experts, and a network you can leverage. As an African proverb says - Go fast alone - go far together.A mentor should help you make life-changing decisions based on their experience and considering your circumstances.Like to experience a free strategy session, book a call at talkpaul.com Agree if it is right for you before proceeding.Key actions from today:Look for a mentor Book a call for me to help talkpaul.com Please follow me on Linkedin to get content specifically for Cloud Consultants.Links455 - Show NotesCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewLearn the secrets of growing a full-service marketing agency and HubSpot partnership from a world-renowned mountaineer. Steve merged two agencies into one to service SMB businesses on the West Coast of Canada. In our interview on the Accelerate Sales Podcast, Steve lays out his strategic intent and why it makes everything easier. He also covers;His disciplined approach to qualifying clients His success with Linkedin AdsBuilding a fantastic culture Finally, a must-listen is his learning of climbing 50 of the tallest mountains on earth  - including Mount Everest and how it helps him to scale his business (pardon the pun 😉). Steve’s backgroundSteve Whittington is President of Roadmap, an agency that drives the entire go-to-market function of small B2B enterprises.Steve has over 25 years of executive experience and, as a result, calls himself a recovering executive. He has extensive board experience ranging from non-profits to NGOs, start-up advisory, and for-profit governance work.Academically, Steve was an instructor of Project Management and held professional designations in Sales, Marketing, and Customer Experience.Steve's first book Thriving in the Customer Age - teaches about the customer journey and provides a guiding framework spanning all stages of the customer experience.But if you ask Steve who he is, the answer is simple:Husband, father, leader, aging athlete, and lifelong learner.Links454 - Show NotesSteve's websiteSteve's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewYou're in the business of growing your own business. Barry successively grew his business by 600%, and in this podcast interview, he shares his 3 most critical steps.Value of picking a niche The three legs of the stool to a successful cloud consulting bizWhat marketing activities work Barry’s background Barry is a Leader in hi-tech consulting, staffing, services, and solutions who understands how to motivate multiple sales teams and develop rewarding client relationships. In ten years has grown his Microsoft Gold business by 600% and has plans to meet 1600% in 13 years. Has a direct team of 30 employees and 30 consultants. Canadian and has lived in Ottawa for 36 years, and is the fastest 62 old swimmer in any pool.Links453 - Show NotesBarry's websiteBarry's LinkedInCloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

In this episode, I talk through the change in podcast name from Accelerate Sales to Cloud Consultants. I want to let you know about an exciting brand change for the podcast Ep 461, on 7 April 2023, we will be rebranding the podcast from Accelerate Sales to Cloud Consultants show Why the Change?2022 niched down to cloud consultants Built Cloud Consultants Collective to 200+ people Built my expertise and network Love the industry and the people A genuine need for what we doSales - lack of sales - still a burning platform for many Cloud Consultants - there is more to scaling a CC business. Including the suitable business model, marketing, and team Felt the title Accelerate sales was not representing the topics discussed by guests This isn't our 1st rodeo On 4 May 2017, I launched the podcast, which was called corporate escapeesFor people who left corporate to run their own businessHaving left myself in 2011 and, I had built practical knowledge/experiences Ep 318 16 July 2021 changed to accelerate sales It was a major challenge for consultants/coaches at the time, and I specialized in solving it. It has changed as I have niched down to Cloud Consultants. Before I continue, I would like to talk about the scaling blueprint for Cloud Consultants. Ebook from my experience scaling and selling and coaching others to do the same Compare your business model, sales engine, and teamSo what will stay the same?Interview cloud consultants who have scaledInterview experts who help CCs do this Solo showsSponsors Free content What is different - broader topics and upcoming series - eg, Hiring talent Easier to find the content and improve the SEO A reminder: the Change effective Ep 461 on the 7 April 2023If you want to meet others Cloud Consultants, go to cloudconsultantscollective.com and join the world's only revenue-focused community for Cloud Consultants. Collaborate with peers to help you run a better business. Less technical - more bizThank guestsThanks, expertsThank youLinks452 - Show Notes Cloud Consultants CollectiveScaling BlueprintSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewMost of you are selling B2B services, and I'll be very surprised if your audience isn't on LinkedIn. At last count, around 800 million people were active on the platform.It makes sense to leverage, and it makes even more sense, given it is free to do so.The next question is how you do it and how you do it well. In my interview with Kotryna, she covers what you need to know, including: Why do only 9% of Linkedin user post, and what are they missing out onHow LinkedIn content drives more revenue How to maximize your posts outcomes Kotryna’s backgroundKotryna Kurt is the founder of a consulting company called Linkedist, which helps other businesses grow with the power of LinkedIn marketing, advertising, and sales. She is also an active contributor and a thought leader on LinkedIn, where she talks about entrepreneurship, leadership, sales, and marketing.For the last 6 years, Katrina has delivered +300 company and public workshops and helped different European accelerators educate their startups about marketing and sales. In recent years, she has shared her knowledge at the events like TechBBQ, login, Growth Marketing Conference San Francisco, Startup Wise Guys Accelerators, Sales Formula, and more. Links451 - Show NotesKotryna's websiteKotryna's LinkedInCloud Consultants CollectiveSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewAre you drowning in work? Are you at the same time helping your clients to solve the same problem? In my interview with Nick, we go through his three-step framework - CPR - a way of improving team efficiencies. The framework is the cornerstone behind his latest book;Come up for AirHow teams leverage systems and tools to stop drowning in work. He explains what each stands for;C = Communicate. Having both email and another internal tool.P = Plan. He talks about having built-for-purpose SaaS tools rather than one-size-fits. R = Resource. Two types of knowledge management - static and dynamic.He talks about the quickest way to store information is not the quickest way to retrieve it. He also covers tips on how you can get out of delivery.Nick’s backgroundNick Sonnenberg is the founder and CEO of Leverage, a business efficiency consultant, Inc. columnist, and author of the book Idea to Execution. As a serial entrepreneur with a passion for productivity and a background in data science, Nick’s mission is to create companies that disrupt people's work by leveraging the power of remote teams, digital tools, and powerful automations.His primary focus is to help teams operate more efficiently through his CPR® Business Efficiency Framework, a proven system for leaders, managers, and teams to maximize their performance and reduce overwhelm by using the right tools in the right way at the right time. This framework consistently results in greater output, less stress, happier employees, and the potential to gain an extra full day per week in productivity per person.Nick has worked with individuals and companies of all sizes, including Tony Robbins, Jay Abraham, Facebook, Consensys, and more. Today we will cover his latest book, Come Up for Air: How Teams Can Leverage Systems and Tools to Stop Drowning in Work, out 7 Feb 2023.Links450 - Show NotesNick's websiteNick's LinkedInNick's book: Come Up for AirCloud Consultants CollectiveSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

In this episode, I share my learnings from coaching cloud consultants to help you accelerate your sales. When I meet a consultant for the first time, I ask them, "Why do you do what you do?" I get the answers like “I love to help people with technology,” “I love solving complex problems,” “I love running my own business,” “I love leading a team of people,” and the list goes on. But I challenge them by saying - this is not why are you doing what you do? There is something more to it than that.Until I find that valid reason, I will not work with someone because I don't know their internal motivation. Needs to be a burning desire for my change because, as we all know, change is incredibly difficult.So for you, why do you do what you do? Because ultimately, no one knows that reason better than you.I am here for you if you are unsure and need help finding this. Book a call at talkpaul.com, and let's talk it through - no obligations or tricks.Unlocking burning desire could be the catalyst to change your business and life. I’d also like to thank Gabriella - a member of the Cloud Consultants Collective, for suggesting the topic of productizing services and making it predictable. Now if you want to meet her and other Cloud Consultants, go to cloudconsultantscollective.com and join the world's only revenue-focused community for Cloud Consultants. Collaborate with peers to help you run a better business. Less technical - more bizLinks449 - Show Notes Cloud Consultants CollectiveSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

In this solo podcast, I talk about one common sales mistake I see cloud consultants continually make all the time.What do you think it is?If you said you do not understand the client - you are right. Hang on a minute, Paul. Isn't that a little obvious? As I say in the podcast, common sense is not always that common. In the podcast, I cover specifically what I mean by not understanding the client. This includes:Who are their ideal clients How do they make their money What are the three key strategies for the business for the yearWho are the key decision-makers, and what are their personal and business wins Who have they spoken to or used in the past in regard to the problem they are looking to solve What topics would you like me to cover in the next solo podcast? Email me your ideas to [email protected] - Show Notes Cloud Consultants CollectiveSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

Episode OverviewYou know how hard it is to run a service-based business. You might be considering a move from services to consulting, My interview with Daniel is perfect for you. He talks through his life-changing experience to make it easier for you. He also shares valuable tips as an EOS implementor for agencies.Daniel’s background Daniel Moshe, founder and CEO of Tech Guru: IT for Accounting Firms, combines his passion for business and technology with finance and accounting to help modernize accounting firms and strengthen the entrepreneurial ecosystem. He is the founder of Lucid Day, a monday.com partner helping empower effective teams, and an Airbnb host. Daniel is also a certified EOS® (Entrepreneurial Operating System) implementer at EOS Worldwide and weaves these principles into all his businesses. He works with leadership teams to implement simple, practical tools to help them get what they want from their businesses. In addition, he regularly speaks at peaks at conferences and leads workshops in the fields of technology and business leadership. Daniel lives in Minneapolis with his two sons and is an avid motorcyclist and pilot.Links447 - Show NotesDaniel's Tech Guru IT websiteDaniel's Lucid day website Daniel's LinkedInCloud Consultants CollectiveSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected]

If you aren’t using Linkedin to gain more leads, then you are missing out big time. But you didn’t need me to tell you that. What you do need is an expert who tells you how to do it. Guillaume covers:Why LinkedIn automation is safer than manual Benchmarks for acceptances and replies and how to get them Linkedin 4-5x more replies than emailGuillaume Portalier is the co-founder and COO of Waalaxy, a Linkedin sales automation platform that focuses on ease of use. They've gone from 0 to $6M ARR in less than 3 years, bootstrapped.Links446 show notesGuillaume's websiteGuillaume's LinkedIn profileCloud Consultants CollectiveSendSparkJoin our newsletterConnect With Paul  On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

Hello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445Today's topic isStart the year with less If it is your first time, welcome. I share my learnings from mentoring cloud consultants - typically 10-15min max.  Check out past shows - search Accelerate sales and try the interview shows.If you love what you hear, please subscribe.If you are a regular, thanks for your support. Please email me at [email protected] to let me know if you listen and what topic you would like me to cover for you.  Before we start, I want to talk about the world's only revenue-focused community for Cloud Consultants.Get your questions answered quickly by peers  Less technical - more bizgo to https://cloudconsultantscollective.com to join for free TODAY STARTYou are probably listening to this at the beginning of 2023To be honest - it doesn't matter as what I will share with you today applies to the start of any year You have a break and feel refreshed The first day you clear your emails and easy tasks Then the oh hell moment hits you You ask yourself - do you do all of the work You think to yourself - you must be crazy No wonder you felt so burnt out at the start of the year Well, the good news is - it doesn't have to be that way You have the power to change itBefore I continue, I would like to talk about the scaling blueprint for Cloud Consultants.Please read it and see what you have right and what is missingClick here to get it for free ++++++++++Back to how you simplify your business - because, lets face it, you only have yourself to blame if it isn't My father-in-law could build anything. One of his masterpieces was a fiberglass camper/caravan. It had to meet a specific weight limit for his Toyota Rav 4. When he went touring, he put a green sticker on everything he used. When he got back, he would remove everything without a sticker. Yes, it helped with weight and fuel efficiency; however, it also removed clutter. Simple and effective. I apply his logic when I return from my summer break (Dec/Jan in Australia)Throughout the previous year, I have accumulated actions in my business. If I don't use them in January, I delete them. It simplifies my business and gives me space to add more during the year. Some examples I was writing a separate newsletter and Linkedin posts. Now write once and repurpose I was sending individual messages for people who downloaded my blueprint - now one video sent by the team I was typing replies to emails - now I record a video I was creating extensive show notes for my interview podcast - now I provide an unedited transcript  What about you? What can you start with less this year? Links445 - Show Notes Cloud Consultants CollectiveSendSparkJoin our newsletter Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

40-60% of deals are lost due to no decision. This is typically after a purchase journey with you, demos, legal - the whole lot, and they still don’t make a decision. Taking a large amount of time on both sides.They have stated the status quo is not good enough, but nothing ends up happening. You need 2 playbooks - one for the status quo and one for no decision. Too many salespeople dial up the FOMO of missing out. 84% of the time, using this technique will kill the deal.  This is why you need a no-decision playbook. Matt walks us through the three fears of no decision.Fear of not knowing what to buyFear of not having enough homework You might not see the benefits And how to overcome them.  Laid out in the name of the book - The Jolt effect. Judge = Judging the level of indecision. Offer = Offering your recommendation. Limit = Limit the exploration. Take = Take the risk off the table.Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr and Korn Ferry Hay Group, as well as the research firm CEB (now Gartner). He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500Links444 - Show NotesMatt's websiteMatt's LinkedInMatt's BookCloud Consultants CollectiveSendSparkJoin our newsletterConnect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] You for Tuning In!

If you are doing services and have an idea to productize it, this is the podcast for you. We cover:Change from service to product funded by a client. How to leverage Sales Force to build a vertical solution.Changing B2B sales and how to adapt.Tom Burton has over 30 years of experience helping forward-thinking businesses (ranging from startups to Fortune 500 companies) develop and implement innovative, technology-based strategies and solutions that drive sales and predictable revenue growth.Today, Tom is an investor and co-founder in LeadSmart Technologies, which has developed an innovative and unique CRM and collaboration platform that enables businesses to visualize what is taking place with their prospects and customers and proactively assist these prospects and customers in reaching the Revenue Zone.He also serves as a trusted advisor to companies and investment firms that are looking to leverage technology-based solutions to improve their marketing, reach new qualified prospects and achieve predictable revenue growth.Tom graduated from the University of California, Santa Barbara, with a degree in Computer Science in 1986 and currently resides in Santa Barbara with his wife, Lorin.Links443 - Show NotesTom's websiteTom's LinkedInTom's BookCloud Consultants CollectiveSendSparkJoin our newsletter  Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] You for Tuning In!

Is SEO right for your business? Believing that every business needs an SEO strategy is one of the reasons many business owners have a bad experience with SEO. It all comes down to your customer acquisition strategies, sales cycle, and whether your customers are looking for your solution on Google.Farzad Rashidi is here today to help you figure out if SEO is right for your business and, if so, how to choose the right person for the job. He also reveals the one thing that can make your SEO strategy succeed or fail: Backlinks.Page rank ​​was basically created as a popularity contest, meaning that the vote of popularity goes to you if other credible websites in your space are talking about you. Getting those backlinks from relevant authoritative websites in your space will help you gain high rankings and build trust and reputation. Links442 - Show NotesFarzad's websiteFarzad's LinkedInCloud Consultants CollectiveSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

This is the last solo show of the year, so I want to go through the key podcasts of 2022 and the outlook for 2023. We aired 68 podcasts, so I will only cover my favorites of the year. In these episodes, we had amazing guests and covered topics from LinkedIn outreach, personalized video, how channel partners can grow sales, how to improve your delivery margin, and a few other things.What’s coming in 2023? I’ve built a great free community, the Cloud Consultants Collective, with more than 150 members. My goal for next year is to hit the 500 mark. I will also launch a paid membership called Cloud Consultants Pro, where we will have masterminds and exclusive workshops. Lifting up gear for the Fast Track program and scaling my business is also part of the outlook for 2023.Links441 - Show NotesCloud Consultants CollectiveSendSparkJoin our newsletterConnect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

Increasing your prices by 5-10% to keep up with inflation is not the type of price adjustment that will reposition your company and set you up for successful growth. In this episode, Mandi Ellefson will explain in detail how to increase your fees by 50-200% by attracting an entirely different kind of client. All you have to do is be very intentional about the type of growth that you want for your business. How do you do that? It all starts with an irresistible offer that the right prospects want to buy from you. Then, define the minimum client standards you need to deliver that offer by qualifying and quantifying them. Her advice: Choose to work with a higher-level client and make sales a priority. In the end, it’s all about a mindset. Links 440 - Show Notes Mandi's website Mandi's LinkedIn Cloud Consultants Collective SendSpark Join our newsletter Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

When the economy is strong, you can rely on referrals from your network and SaaS platform to grow your revenue. However, when it goes the other way, you have to work harder for sales. I don't have to spell out to you that the current global economic headwinds are massive. What was easier has now become harder. Many of the factors are uncontrollable, but not all. So what can you do today to improve your sales strategy and, ultimately, your revenue? I'll share in this solo show two factors you can control to make that happen: Outbound and strategic partners. Links 439 - Show Notes Cloud Consultants Collective SendSpark Join our newsletter Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

If you don't understand the kind of outbound process your organization needs, you need to listen to this episode. Antoine Marsden, who helps business owners to accelerate sales revenue, is here to explain why outbound is a huge developer of mid to long-term pipelines. Crafting your message, getting it out there, and creating a list of people potentially interested in your product or service are the first steps to building a successful outbound strategy. You could have the best product in the market, but you won't get anywhere if you don't know how to sell it. Outbound is a massive driver of conversation that allows you to understand how your products are viewed in the eyes of your potential ICP and give you some valuable feedback as to where those organizations you are targeting happen to be in the market right now. Links 438 - Show Notes Antoine's website Antoine's LinkedIn Cloud Consultants Collective SendSpark Join our newsletter Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

When working with a SaaS partner, building a relationship with your direct reps will return in the form of more new business. Why? Omi Diaz-Cooper, a marketing genius with 25 years of experience, is here to paint a clear picture of how to use partnerships to close sales earlier. Her approach is to let the direct reps know you're well-versed in a specific vertical or industry, and they will come to you when they need a personalized onboarding experience.Now it's on you to close the deal. Omi uses really deep, exploratory questions during the sales process. The trick here is to make it easier for them and let them go as in-depth as they want. That's what she calls a consultative approach to sales. It's all about helping people rather than showcasing solutions you don't know they need. Everything should be around their challenges, pain points, and goals. Links437 - Show NotesOmi's websiteOmi's LinkedInROI calculatorFree Website AuditCloud Consultants CollectiveSendSparkJoin our newsletterConnect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

Did you hit your sales targets last week? If you don't have a weekly target, don't worry because that's more common than you think. At Coca-Cola, I was taught to break annual targets into cases sold for the day because that's how you can only impact the actions for today, not the future. But if you want to scale your business, you should know the answer to this question.So what are those three daily habits that help me achieve my weekly sales targets? Listen to the full episode to find out.Links436 - Show NotesCloud Consultants CollectiveSendSparkJoin our newsletterConnect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

Today, 75% of world trade flows indirectly. Things are changing, industries are progressing, and the world is becoming embedded. Jay McBain is here to share his perspective and predictions on the partner ecosystem future based on a ton of research he has made. In Jay's words, the ecosystem has always been around us, just not at the scale. But SaaS companies are bringing more and more partners to the dance to make the never-ending customer journey easier for everybody. That's what he calls the partner assist function, where partners go to marketplaces and buy on behalf of the customer. So that 75% of indirect sales we're seeing today through channel resellers might go down to 33% in the future.Links435 - Show NotesJay's websiteJay's LinkedInCloud Consultants CollectiveSendSparkJoin our newsletter  Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

Creating a business with an exit plan in mind will only help you build a healthy business, even if you don't ever sell. It's basically a business strategy that makes you keep the operational and financial side of the company in order and create solid marketing and sales engine. But let Lorne Kaufman tell us from his experience what lessons he learned from exiting three businesses. He's a managing partner at Momentum Solutionz and a serial entrepreneur who's always thinking about his next project. Lorne also thinks having the right market environment is essential for a successful exit.Links434 - Show NotesLorne’s websiteLorne’s LinkedInCloud Consultants CollectiveSendSparkJoin our newsletter  Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] You for Tuning In!