Paul Higgins Podcast

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!

I work with many cloud consultants daily, and two key problems come up in almost every conversation: They don't have enough clients, and they can't find good team members. Does that sound like you? In this episode, I will cover the second one and show you how to use staffing companies to continually recruit the best talent around the world.Links433 - Show NotesCloud Consultants CollectiveSendSparkJoin our newsletterConnect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

Most business owners believe that sales is their problem when it's actually just a symptom of poor and unclear messaging. What is messaging, then? In this episode, Karthik Vijayakumar explains what messaging really is and how the right words can help you convert sales. All you need to do is tell people what you do for your audience and how you help them solve their biggest problems. And your website homepage (among other channels) should do that work for you even while you are sleeping. The job of a homepage is very simple: it should tell people who you are, what you do, and what you can do for your target audience, and offer a small little thing (lead magnet) to start a relationship. Yes, you can talk about features and services, but everything needs to come together, and that's what Karthik calls messaging. Links 432 - Show Notes Karthik’s LinkedIn profile Karthik’s Website Karthik’s Podcast Website Messaging Workbook Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

In this episode, Nick shares how creating an audience helped build two businesses in parallel: The consulting side of things and the thought leadership. Both feed leads to each other, in addition to those coming from partnerships. But how do you leverage those partnerships to get more leads? From his experience, it's all about being strategic. You need to get involved with their communities, engage with their salespeople, and understand their business perspective.Links431 - Show NotesNick’s LinkedIn ProfileNick's WebsiteCome Up for AirCloud Consultants CollectiveSendSparkConnect With Paul  On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] You for Tuning In!

While your role is to help clients to avoid mistakes, it can be much bigger. Clients often underestimate the potential of their business, but you are there to help them think bigger. How can you do that? In this episode, you will learn about the helicopter view and how that helps you think bigger for your clients. But most importantly, the value for you to doing that.Links430 - Show NotesCloud Consultants CollectiveSendSparkJoin our newsletter Connect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

It's a fact that the partner industry is changing and will consolidate in the next few years. The question here is, what are you doing to keep up to remain relevant? Doug Wendt is on the show to share his perspective on the evolving partnership ecosystems. Doug is the Co-Founder, senior partner, and Chief Growth Officer at Wendt Partners, an Elite HubSpot Partner and comprehensive technological solutions firm. He shares his journey to becoming an Elite HubSpot Partner, how to win in the new partner industry and how to build a culture that fuels growth. Links 429 - Show Notes Doug’s LinkedIn Profile Wendt Parners Website Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

The channel reseller model is dying quickly, which makes us rethink everything we know about partnerships and ecosystems. In today’s episode, Des Russell, Chief Partnership Officer at Partner Elevate, explains why you should take ownership of moving your business forward and not rely on your vendor to get leads. You will learn how the vendor/partner ecosystem is changing and what are the three problems partners face in the current environment. Links 428 - Show Notes Desmond LinkedIn’s Profile Partner Elevate Website Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

As a business owner for 11 years, out of revenue, profit and cash flow, I lost more sleep over the last one and sometimes I still do. I don't miss that feeling when you have taxes or payrolls to pay and no cash in the bank. Or you want to go and invest in an expert that you know will help you grow, but you just don't have the cash in the business to afford it. In this episode, I go through five traps most cloud consultants fall into it and how to avoid them to escape the cashflow crisis. Links 427 - 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!

Starting a marketing agency is challenging, but everything gets easier when implementing the right systems and procedures for you and your clients. In this episode, Clodagh S. Higgins shares her insights on how to build a happy and healthy agency. She is a business coach and consultant for digital marketing agencies and an ex-HubSpotter who helps owners in the areas of sales, marketing, services, and scaling. She explains how the Gino Wickman EOS model can work for your agency, the 6 pillars to a happy, healthy agency and how the They Ask, You Answer methodology will catapult your agency. Links 426 - Show Notes Clodagh’s LinkedIn Profile Growit Group Website Agency Life Podcast EOS Website They Ask, You Answer Method Book: The Happy Healthy Digital Agency Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Businesses of all sizes and industries have one problem in common: Marketing. And that’s why they bring in someone externally to help them build their marketing strategy. In this episode, Alisha Conlin-Hurd, co-founder at Persuasion Experience, helps businesses to increase conversions and scale their systems by uncovering what their target market really wants. You will learn the number one rule of marketing that many B2B businesses miss, how you can nail your strategic partners and how to make marketing easy for you. Links 425 - Show Notes Alisha LinkedIn Profile Persuasion Experience Alisha’s YouTube Channel Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

There are typically four ways to generate revenue in your cloud consulting business: Referrals, SaaS vendors, outbound and strategic partners. In this episode, Paul goes deeper into how to self-generate outbound leads. You will learn some of the common challenges cloud consultants face when generating high-quality leads, three steps to solving them, and multiple opportunities to get some help. Links 424 - Show Notes Fast Track program Sales Machine Ideal Client Framework Sales Sherpa Snov.io Zero Bounce Book a 30-minute call 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’re struggling with your systems and processes, you need to listen to this podcast episode. Kylie Harker, founder and director of Squirrel Business Solutions and a Zoho partner, works with businesses to implement robust systems and processes so they can make decisions based on numbers. In this interview, she shares how rebuilding her website has been a game changer for her business, her recruitment plans to keep up with that growth and why she will double her business in 12 months. Links 423 - Show Notes Kylie's LinkedIn Profile Squirrel Business Solutions Case Studies by Industry The One to Ten Business Club Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

We all know that YouTube is the second largest search engine in the world. But most consultants remain hesitant to add this channel to their marketing strategy. Why? Yes, it might take some work but what you get in return makes it worth day.Gareth Pronovost is here to explain how you can use YouTube to build your email list and bank account. But he also shares tips on starting your own channel and using it to grow your business. Finally, he explains how the platform you sell could integrate with Airtable. Links 422 - Show Notes Gareth’s LinkedIn Profile GAP Consulting Website GAP Consulting YouTube Channel Cloud Consultants Collective SendSpark  Connect With Paul  On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected]  Thank You for Tuning In!

Sales doesn't come naturally for some business owners, so they instead spend extra time on delivery. But balancing sales and delivery is essential to meet your growth ambitions. In this episode, you will learn how to allocate time to sales and how to reduce your time in delivery. Links 421 - Show Notes Cloud Consultants Collective SendSpark Ep. 415 – How to Spend 25% of Your Time on Sales Ep 2213 – The Marketing School Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Whether you’re starting a new business or changing the direction of an existing one, picking a niche is the best decision you can make as a small business owner. And Allison Strickland can confirm that. She is a Salesforce developer for a large life sciences company and owns two of her own businesses in the same niche: healthcare and higher education for healthcare. In this episode, Allison explains why the riches are in the niches and how she plays in communities to gain clients. She also shares her story on how to run a consultancy business on top of a full-time job and kids.Links420 - Show Notes Allison’s LinkedIn ProfileShea Hawk SolutionsATStudy BuddyCloud Consultants CollectiveSendSparkConnect With Paul On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

Did you know that an entrepreneur will spend anywhere from 30 to 60% of their week bogged down doing administrative tasks and projects rather than working on sales? Valerie Trapunsky, a professional problem solver, is here to explain how an executive assistant can relieve business owners from doing it all by themselves.In this episode, we will all learn three options for clearing 30-60% of your work, what typically stops people from having an executive assistant and how to overcome those barriers and the difference between a thought partner and a VA. Links419 - Show NotesValerie’s LinkedIn ProfileChatterBossChatterBoss Schedule ConsultationCloud Consultants CollectiveSendSpark Connect With PaulOn LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: [email protected] Thank You for Tuning In!

I've been working on this ebook for months, so I'm excited to bring this to you today. I've walked in your shoes, from starting a cloud consulting business from scratch to building a large team to having a successful exit. And all that first-hand experience is contained in that fantastic document. In this episode, you'll learn the three stages of this blueprint and the three elements under each. I also share where you can download the ebook to see how you're progressing against this blueprint. Links 418 - Show Notes Cloud Consultants Collective SendSpark The Scaling Blueprint for Ambitious Cloud Consultants Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Would you be willing to donate money to a charity to get people’s attention and increase your email reply rate? That’s why Andy Mowat created Gated, a platform to reduce email noise and increase real connections. In this episode, he explains how you can get a 46% reply rate on your sales emails, what other things are still working in outbound and, the best part, a brilliant way to add value to your busy buyers that do good in the world. Links 417 - Show Notes Andy’s LinkedIn profile Gated.com Gated Manifesto Gated Solution Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Many business owners don’t prepare their business for an exit because they don’t plan to sell. But when you do that early on, what you’re actually doing is making your business better today. And Raj Jha has seen that multiple times. He’s an investor and advisor helping businesses optimise their structure to get them in shape for a foreseeable exit in the future. In this episode, you will learn how to run your business without being an integral part of it, preparing it for a successful exit while getting a higher valuation. Links 416 - Show Notes Raj’s LinkedIn Profile Exit Scout Website Cloud Consultants Collective SendSpark 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 have a background in sales, you probably don’t feel comfortable selling and spend more time in delivery or other parts of your business. But the truth is that you should be doing the sales yourself as a business owner. In this episode, Paul takes you through four actions you can take to get more comfortable and start spending more time in sales. Links 415 - Show Notes Cloud Consultants Collective SendSpark LeadJet Ep. 302: 7 Actions To Get More Time To Sell Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Building a business from the ground up is not an easy thing to do. But It takes far less time to achieve it than you would think. All you need to do is surround yourself with experts to build your personal brand. And Bob Gentle is here to spell it out for all of us. Bob works with leaders at every stage of business to help them step out in front of their marketing. In this episode, we’ll learn the impact of personal branding on your sales and a personal branding roadmap for you to follow. He will also make a case of why marketers have burned you in the past and how to overcome it. Links 414 - Show Notes Bob’s LinkedIn Profile The Personal Branding Roadmap Amplify Website The Personal Brand Entrepreneur Show Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Whether you’re doing LinkedIn outreach or not, this episode has tremendous value. Tyron Giuliani is here to share his wisdom from his coaching experience helping B2B business owners transform their LinkedIn from a stale to a sales funnel to land clients. In this episode, you will learn the importance of emulating real-life conversations to get 100% connection and replies, as well as some pre-warming techniques. Finally, he explains why you should spend time on the front end of LinkedIn to reduce wasted time on the back end. Links 413 - Show Notes Tyron’s LinkedIn Profile LinkedIn Sales Funnels for Entrepreneurs Tyron’s ventures Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

We send sales messages every day via email, LinkedIn, text messages, or social media. Customizing them takes time, but what if you keep them all in one place? That’s how you’re going to see patterns and improve your messages. In this episode, Paul is going to show you why you should capture your sales messages in one place, where to keep them and how to use them. Links 412 - Show Notes Cloud Consultants Collective SendSpark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

If you're waiting for your SaaS partner to bring more business, you should rethink your go-to marketing strategy. Doug Davidoff, a HubSpot Elite Partner, is here to explain why you shouldn't rely on your partner for getting leads and how inbound continuous to work to get you leads. He also shares his sales process and a unique approach to keeping conversations going. Links: 411 – Show Notes Doug’s LinkedIn Profile Doug’s Twitter Account Imaging Business Development Cloud Consultants Collective Sendspark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

You know your sales process is working when you’re getting the right leads for your product or service into the funnel. In this episode, Peter Coy, a Zoho Authorized Partner and certified consultant, will share the sales qualification process that keeps him busy. He will also go through how he uses paid advertising on LinkedIn and manages remote teams. Links: 410 – Show Notes Peter’s LinkedIn profile Prodigm Website Zoho Cliq Cloud Consultants Collective Sendspark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

When I worked at Coke, we never stopped presenting sales strategies, and that really turned me off from having them in my own business. I swore I'd never have one. But once I started scaling my business and taking it to the next level, I realised I needed one. In this solo show, I explain why business owners need a sales strategy, what should be in it, and how you get there. Links 409 - Show Notes Cloud Consultants Collective SendSpark Sales Strategy Framework Fast Track Program Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

For small and midsize business (SMB) owners, choosing a vertical to focus on brings many challenges. But the benefits, in the long run, outweigh the uncertainty of niching down. The key here is to know how to pick the right vertical for you, and Harry Brelsford is here to guide us through it. He is the founder of SMB Nation, author of 21 books on technology and business topics, and has 20 years of SMB technology experience. During our conversation, he shares his 12 rules model and the business plans that actually work. Links 408 - Show Notes Harry’s LinkedIn Profile SMB Nation Book How to be an MSP Cloud Consultants Collective Sendspark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Measuring the performance of your business is maybe the most challenging task for a business owner. There are so many things to factor in that it gets really confusing. Marcel Petitpas is here to explain what are the things you need to measure to improve your lifestyle. He’s the CEO & Co-Founder of Parakeeto, a company dedicated to helping agencies measure and improve their profitability. During the conversation, Marcel also shares why delivery margin is so important for that profitability and what is the best way to track the time of your team. Links 407 - Show Notes Marcel’s LinkedIn Profile Parakeeto Parakeeto Agency Profit Toolkit Cloud Consultants Collective Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Have you hired mentors and coaches and then never listened to their advice? I’ve been there. The funny thing is that the same it’s happening in my business. But why would you ignore advice from someone who can help you scale your business? And what is the worst it could happen if you wouldn’t? Links 406 - Show Notes Cloud Consultants Collective Sendspark The National Golf Club Fly Over Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

More and more SaaS and cloud products are hitting the market. And when the average business owner generally uses at least eight pieces of software every single day, integrations become a priority. Today, Ryan Lunka, CEO of Blended Edge, shares the future of integrations. In this episode, you will learn what partner integration best practices are, the lessons Ryan learned selling SaaS products to big enterprises and what’s the best option between an in-house or a third-party integrations team. Links 405 - Show Notes Ryan’s LinkedIn Profile Blended Edge Blended Edge Blog Cloud Consultants Collective Sendspark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

HubSpot is one of the leading tech tools in the market for businesses of all sizes. In this episode, Islin Munisteri, co-founder of Theia Marketing and a HubSpot Platinum partner agency, talks to Paul about how the platform can help you scale your business. You will learn why HubSpot is a good choice and where the platform is heading, how to use data triggers to find leads for your agency, and, finally, how using AI will help you improve your sales calls. Links 404 - Show Notes Islin’s LinkedIn Theia Marketing RevOps Careers Podcast Cloud Consultants Collective Sendspark ZoomInfo Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!

Running your own business is one of the hardest jobs in the world. Making your own decisions is exciting but also somehow terrifying. So, If you don’t have a coach or mentor guiding you through this adventure, Paul pulls together eight questions you can ask yourself to self-evaluate your process. He also shares some examples from his own experience. Links 403 - Show Notes Cloud Consultants Collective Sendspark Connect With Paul On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: [email protected] Thank You for Tuning In!