Explore every episode of the podcast Paul Higgins Podcast
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| 617 - How Top Consultants Are Winning in 2025 | 19 Jun 2025 | 00:04:55 | |
If you’ve been feeling like the consulting game is changing fast—and no one gave you the playbook—you’re not alone. In this episode, I break down why being tied to just one SaaS platform is holding too many consultants back. The market is moving toward AI, automation, and cross-platform solutions—and clients simply want results. I share why I’ve shifted my own mentoring approach to focus on helping tech, AI, and automation consultants master profitable consulting—not just platform expertise. You’ll get a simple framework to help you stand out, productize your services, and scale without burning out. If you’re ready to win bigger deals and work fewer hours, this one’s for you. Resources and Links
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| 616 - Scaling a RevOps Consultancy from Freelancer to Team with Kathryn Castle | 16 Jun 2025 | 00:29:16 | |
Why you should listen
SaaS companies grow fast—and Kathryn Castle knows how to keep their revenue operations from falling apart along the way. In this episode, she shares how she went from independent contractor to founder of Candybox, a RevOps and tech strategy firm serving B2B SaaS companies backed by VCs and PE firms. We talk about niching down, what’s changed in RevOps over the last six years, and how AI is pushing more strategic conversations about data, integration, and platform selection. Kathryn also opens up about team building, long-term retainers, and the realities of consulting in fast-paced environments. About Kathryn Castle Kathryn Castle is the founder of Candybox CRM, a RevOps consultancy that helps B2B tech scale-ups build clean, scalable go-to-market systems around Salesforce and HubSpot. Kathryn works remotely from Mexico, where she spends her free time catering to her five cats' whims and learning to dance salsa. Resources and Links
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| 607 - More Deals, Less Drama: How AI Revolutionizes Outreach for SaaS Consulting Partners with Casey O’Toole | 05 May 2025 | 00:32:44 | |
Why you should listen
If you’re still stuck doing manual outreach—or your LinkedIn automation tools leave you hanging once someone replies—this episode is your upgrade. I sit down with Casey O'Toole from LinkyBot.ai, who’s built a smarter AI assistant that doesn’t just start conversations but keeps them going in your voice until the prospect books a call. Casey shares how LinkyBot helps SaaS Consulting Partners like Salesforce, HubSpot, and Zoho agencies move from ghosted messages to real pipeline by automating LinkedIn conversations after the reply—without putting your brand at risk. We talk personalization, tone training, inbox management, and how AI actually frees you to focus on strategy and closing. About Casey O'Toole Casey is an innovative leader in the tech consulting space, specializing in SaaS partnerships and digital strategy. As the driving force behind LinkyBot.ai, Casey empowers businesses to leverage AI-driven solutions for streamlined operations and enhanced client engagement. With a passion for bridging technology and business growth, Casey’s insights are a game-changer for tech consultants and SaaS partners looking to stay ahead in a rapidly evolving landscape. Resources and Links
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| 517 - Key Roles for a Pain-free Holiday | 05 Feb 2024 | 00:08:30 | |
In this solo episode, I address a common yet critical issue many business owners face: the inability to take time off without letting themselves and their families down due to work interruptions. I share a straightforward yet effective three-step process to not only manage, but thrive during your time off. From listing tasks to deciding what to delete, delegate, or do, and finally, hiring the right support, I cover it all. Don't miss the insights and resources available to make your next holiday season truly work-free. Ready for a change? Let's dive in. Resources and Links
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| 516 - Education as a Competitive Advantage in Tech Consulting with Peter Fuller | 29 Jan 2024 | 00:27:09 | |
Why you should listen
Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting market. This episode is a goldmine for tech consultants seeking insights on differentiation, growth, and leveraging education for business success. About Peter Fuller Peter Fuller is the founder of The Workflow Academy, a RevOps consulting agency + bootcamp to teach RevOps and CRM skills. He has spent 5+ years as one of Zoho’s top cloud consulting partners. He has parlayed that knowledge into growing The Workflow Academy into the world’s foremost cloud consultant career training program, helping 100+ students start careers in cloud consulting. Resources and Links
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| 515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan Willman | 22 Jan 2024 | 00:27:24 | |
Why you should listen
In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino, explores this critical question. Bryan shares his personal journey of facing severe financial challenges and how he successfully navigated through them. Learn about the three pivotal decisions that transformed his situation. Ideal for tech consultants, this episode offers valuable insights into strategic pivoting, effective leadership, and building a resilient business model. Join us to discover how to turn potential defeat into a story of triumph and growth. About Bryan Willman Bryan Willman is the co-founder, and Managing Partner at Techfino, an elite Oracle | NetSuite Partner and full-service cloud software consultancy. Bryan started as a technology consultant specializing in developing business applications, and more recently became an expert implementing NetSuite ERP Software for some of the largest companies in the world. Since starting Techfino, Bryan and his team have been hyper focused on solving challenging problems for fast-growing businesses running NetSuite. Resources and Links
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| 514 - 2023 Wrap | 14 Dec 2023 | 00:12:47 | |
In this solo episode, take a journey with me as we reflect on the eventful year of 2023. We'll revisit the significant changes, milestones, and invaluable lessons learned, highlighting some of my favorite episodes. But this isn't just a retrospective; it's also a glimpse into what 2024 holds for myself and the technology consultants I help. Join us as we gear up for the challenges and opportunities that await us in the new year. Wishing you a wonderful festive season! Resources and Links
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| 513 - Salesforce Partner Success: Key Strategies During Economic Downturn with Alex Bariyev | 11 Dec 2023 | 00:22:44 | |
Why you should listen
In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your business. Our guest, Alex Bariyev, VP of Consulting at AquivaLabs, delves into effective strategies for increasing revenue during challenging times. With his extensive experience in Salesforce consulting, he shares insights for surviving and thriving in downturns. These strategies aren't just temporary fixes but essential practices for consistent growth in any economic climate. Tune in to gain actionable tips to bolster your tech consulting business amidst uncertainty. About Alex Bariyev Alex Bariyev is the VP of Consulting at Aquiva Labs - one of Salesforce’s most experienced Product Development Outsourcer Partners. They assist in designing, developing, building, and maintaining strategic state-of-the-art Salesforce applications for ISV partners. Alex is an Expert Navigator PDO and also a Summit Salesforce Consulting Partner. Resources and Links
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| 512 - AI Unleashed: Demystifying AI for Tech Consultants with Stephen Stouffer | 04 Dec 2023 | 00:26:11 | |
Faced with the ever-evolving world of AI and its impact on the tech consulting landscape, many consultants are overwhelmed and unsure how to integrate AI into their strategies. In this episode, Stephen Stouffer, VP of Digital Transformation at SaaScend, unravels the complexities of AI and its practical applications for tech agencies and consultants. Stephen, an AI enthusiast, also delves into how AI can transform ICP generation, lead routing, and more. His insights offer valuable guidance on navigating AI's current and future roles in the tech consulting world. Whether grappling with AI integration or seeking innovative ways to harness its power, this episode promises to enlighten and inspire. About Stephen Stouffer Stephen Stouffer is the VP of Digital Transformation & Innovation at SaaScend Daily, a coffee aficionado, and a tech lover by night. From the humble beginnings of accidental admin to SaaS leadership, I’ve spent my career harnessing the power of Marketing Automation, AI, and Salesforce. It's just a guy trying to make sense of a data-driven world! Resources and Links
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| 511 - Empowering Success for Salesforce Partners Through Staff Augmentation with Nazar Mykytyn | 27 Nov 2023 | 00:26:53 | |
Episode Overview In the ever-evolving world of Salesforce consulting, finding the right talent at the right time can be daunting. In this episode, we delve into staff augmentation as a strategic solution for Salesforce partners facing skill gaps in their projects. Join us as Nazar Mykytyn, CEO of Redtag, shares his journey in Salesforce implementation and staff augmentation, offering insights on how staff augmentation can empower Salesforce partners during growth phases. This episode also explores the impact of AI in development, providing valuable perspectives for Salesforce partners striving to stay ahead in a competitive market. About Nazar Mykytyn Nazar is the CEO and founder of Redtag, a Salesforce implementation and staff augmentation company. He started his Trailblazer journey in 2011 as a developer. He loves the Salesforce community. He is also an active member of the Salesforce ecosystem, regularly attending events to stay up-to-date. Nazar is committed to giving back as a group leader in Lviv, Ukraine, through mentoring and supporting developers. In his free time, he enjoys running, exploring the outdoors, skiing, and learning about new technologies to benefit his clients. Resources and Links
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| 510 - AI-Powered Growth: Leveraging Artificial Intelligence for Tech Consulting Success with Noah Berk | 20 Nov 2023 | 00:32:50 | |
Episode Overview Are you still navigating the complexities of AI? Are you uncertain about the preparations needed for its effective integration? In this episode, join us as Noah Berk, co-founder of OBO, talks about leveraging AI to optimize tech operations and drive business growth. Learn from Noah's 20 years of B2B expertise and OBO's success in integrating AI with platforms like Salesforce, HubSpot, and Monday.com. This episode is packed with actionable insights, from preparing for AI integration to practical applications across various tech platforms. Don't miss this opportunity to future-proof your tech consulting business with AI strategies that truly work. About Noah Berk Noah Berk is the Co-Founder and Co-CEO of OBO, a technology performance group that offers a wide range of services, including strategy, technical expertise, AI, and digital marketing. They specialize in maximizing companies' investments in HubSpot, Monday.com, and Salesforce. As a Co-CEO, he takes charge of OBO's partnerships, business development, and marketing. OBO has earned the prestigious honor of being a 2x Inc. 5000 company and is recognized as an Inc. Best Places to Work company. They proudly hold the titles of HubSpot Elite Partner, Monday.com Advanced Implementation Certified Partner, and the North American Partner of the Year award from Monday.com. Additionally, they are an award-winning Salesforce Certified Partner, having received numerous accolades for their exceptional work on behalf of their clients. Resources and Links
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| 509 - The Strategic Profit Blueprint for Tech Consultants | 16 Nov 2023 | 00:09:20 | |
Episode Overview Want to break away from the “sea of sameness”? In this solo episode, discover how to differentiate your tech consulting business and avoid common pitfalls many fall into. Get insights from my years of experience running a tech consulting business, mentoring other tech consultants, and interviewing the most successful in our industry. Tune in to learn how to survive and thrive by standing out in the tech consulting world. Resources and Links
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| 508 - Navigating an Exit in 6 Years of a 7-Figure Tech Consulting Business with Oliver Sholder | 13 Nov 2023 | 00:30:59 | |
Episode Overview Are you pondering the future of your tech consulting business, particularly in scaling or even selling it? Join us as Oliver Sholder, a successful Salesforce consultant, recounts his six-year journey from starting his tech consulting business to a lucrative exit, selling to a private equity firm. Oliver shares invaluable insights on building a business with sales in mind, focusing on recurring revenue models, and cultivating impactful relationships with Salesforce account executives. Discover practical strategies and real-life experiences, including transitioning from a standard income model to a sustainable, scalable business. This episode is an essential listen for tech consultants aiming for financial independence and strategic growth. About Oliver Sholder Oliver is a Salesforce consultant turned entrepreneur. He founded Everpeak Partners in 2017 and grew it into a successful consulting practice with a team of a dozen expert Salesforce consultants. In 2023, he sold the company to a private equity firm. Oliver continues in a business development capacity as a minority owner of the firm. He enjoys traveling, hiking, playing chess, and reading in his free time. Oliver resides in Portland, OR. Resources and Links
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| 606 - Beyond the Owner Bottleneck: Systematizing Your SaaS Consulting Firm with AI with Andy Forbes | 28 Apr 2025 | 00:35:39 | |
Why you should listen
If you’re overwhelmed by the AI noise but still wondering how to actually apply it to Salesforce delivery, this episode is for you. Andy Forbes, VP at Capgemini and co-author of ChatGPT for Accelerating Salesforce Development, joins me to share how his team is using AI today to drive real client outcomes—from building 83-page implementation playbooks to treating ChatGPT like a memory-enabled coworker. We dive into why most AI tools still fall short for Salesforce consultants, how to structure AI processes that actually save time, and why the emerging trend of AI Process Engineering will reshape consulting roles. Whether you're hands-on in delivery or running a firm, you'll walk away with practical strategies to stay ahead without getting lost in the AI hype. About Andy Forbes Andy Forbes is the lead author on a book about the use of Artificial Intelligence for IT project delivery. He specializes in bridging the gap between business strategy and cutting-edge technology. Andy's career has been defined by a relentless focus on crafting innovative solutions that drive measurable outcomes for global organizations, spanning SaaS, AI, and digital transformation. Today, he is dedicated to advancing the integration of generative and predictive AI into IT project delivery and helping organizations harness the transformative potential of these technologies. His work includes pioneering AI tools to accelerate delivery teams, designing architectures that embed AI into enterprise landscapes, and writing books and thought leadership pieces on the future of AI-driven delivery and capabilities. Andy is passionate about fostering collaboration and mentoring teams to deliver excellence at scale, across implementing IT solutions, developing AI-powered applications, and creating delivery methodologies that redefine what’s possible. Resources and Links
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| 507 - AI Forecast: Talent Transformation in the Salesforce Ecosystem with Bradley Rice | 06 Nov 2023 | 00:29:17 | |
Episode Overview Navigating the evolving Salesforce ecosystem amidst the AI revolution can seem daunting—whether you're a seasoned professional hedging against job security concerns or a newcomer seeking a career in Saleforce. In this episode, Bradley Rice unravels how aligning your career and personal aspirations is key to surviving and thriving in a tech-driven future. We delve into the roles of AI and dismantle the most common myths about it. This is a great episode you shouldn’t miss! About Bradley Rice Bradley has worked in the Tech Ecosystem for over 10 years and became one of the highest-paid Tech Professionals in the world, making $225,000 working just 20 hours per week. Although this incredible career positioned him to retire at 31 years old, he was determined that he wasn't done with his professional career and started Talent Stacker as a service to put others on the same path that led him to Financial Independence. He has helped over 20,000 individuals start their tech careers with no degree, no tech background, and a starting salary of over $70,000 in an average of 4.3 months! Resources and Links
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| 506 - Mastering the Art of Sales Call Practice for Higher Conversions | 02 Nov 2023 | 00:07:23 | |
Episode Overview In this solo episode, I unravel the secrets to boosting your sales call conversions. Listen as I emphasize the importance of having a framework and practicing sales calls outside client interactions. Whether you're a novice or a seasoned professional, this episode is packed with practical advice on how to elevate your sales game and avoid common pitfalls. Tune in to transform your sales call performance and achieve higher conversions. Resources and Links
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| 505 - AI-Powered Sales Mastery: Winning the Outbound Game with Collin Mitchell | 30 Oct 2023 | 00:26:52 | |
Episode Overview In this episode, learn how to elevate your outbound game using AI tools. Discover the critical steps in vetting potential clients and establishing a robust sales process before diving into outbound strategies, ensuring your foundation is solid for success. We explore the power of LinkedIn for forging genuine connections and utilizing AI tools for personalized engagement. Collin also shares insights into various sales tools and strategies and the importance of personal branding for sales professionals. Don't miss out on these valuable lessons to transform your outbound sales efforts! About Collin Mitchell Collin Mitchell is a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. He is the VP of Sales at Leadium, where they are helping sellers personalize the entire sales process to build more rapport and close more deals. Collin is also the host of Sales Transformation. He started with nothing but grew his first business from 0 to 5M ARR in 26 months! Collin has been in 13 years in Sales and Serving SaaS Industry and currently managing 5 salespeople. Resources and Links
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| 504 - Getting Women Back Into the Salesforce Ecosystem with Manika Goyal | 23 Oct 2023 | 00:21:52 | |
Episode Overview In this episode, Manika shares her inspiring journey and how she runs her successful businesses while helping and advocating for women, especially mothers, to confidently step back into the workforce, through her specialized program. She continues to be a beacon in the Salesforce community, fervently driving her mission to reintegrate women into the professional sphere. Don't miss out on these insights and more! About Manika Goyal Manika Goyal is a Salesforce Industries Architect and the founder of Intellicloud Solutions, a consultancy focused on Salesforce Industries, SFMC, and other Salesforce products. With over 19 years of experience, Manika has extensive expertise in Industries CPQ solutions. She has worked on Salesforce for over 12 years and Industry CPQ for the past 5 years. She leverages her expertise in Salesforce technologies and the power of innovation to help organizations leverage technology to reach their maximum potential. Resources and Links
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| 503 - The Breakthrough is What You Stop | 19 Oct 2023 | 00:06:57 | |
Episode Overview In this solo episode, I share a crucial lesson I've learned over the years: in the face of declining revenues and mounting pressures, the answer isn't always in adding more to your plate. Drawing from my time at Coca-Cola and real-life client stories, I discuss the significance of recognizing what to stop rather than start. Join me as I share the wisdom of taking measured actions and the transformative power of knowing when to pause. Resources and Links
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| 502 - Empowering the Next Generation of Women Leaders in the Salesforce Ecosystem with Pallavi Agarwal | 16 Oct 2023 | 00:23:30 | |
Episode Overview In this episode, we delve deep into the Salesforce ecosystem, shedding light on the untapped potential of female talents, especially those transitioning from different sectors. Join Pallavi as she recounts her inspiring journey in tech, underscoring the value of mentorship and recognizing transferable skills. Tune in as we uncover pathways for women leaders and how partners can capitalize on exceptional female talents. About Pallavi Agarwal Pallavi Agarwal founded Kander, a woman and immigrant-founded Salesforce boutique consulting firm. Her passion is finding ways to help clients determine their true path and identify the technology that can be the vehicle to achieve the North Star through strategic implementations and project management. She believes it's about the business process and understanding the "why" of the user experience and customers to drive the business outcomes for clients. She has over 15 years of management consulting experience. Pallavi enjoys traveling, snowboarding, hiking, and biking. She is also passionate about mentoring women in the community for personal and career growth. She is the winner of the prestigious Salesforce Golden Hoodie Award for her customer and community impact and co-leads the DC Admin Salesforce group. Resources and Links
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| 501 - Building Brands to Stand Out With the Kevin Bacon of Salesforce with Eric Dreshfield | 09 Oct 2023 | 00:24:39 | |
Episode Overview In this insightful episode, we're joined by Kevin Bacon of Salesforce as he delves into the transformative power of branding for ISV partners and consultants. Transitioning from his earlier career, Eric spotlights the importance of a standout brand presence in the bustling Salesforce ecosystem. Dive in for an enriching conversation on branding, events, and the art of standing out. About Eric Dreshfield Eric Dreshfield is a "Connector," a blogger and marketer, a mentor for those new to the Salesforce ecosystem, and a Community Advocate. Working in the Salesforce ecosystem since 2009, with experience across multiple industries, including transportation, retail, life sciences, and more, Eric can bridge the gap between technology and those who rely on it. He is the Founder of Midwest Dreamin' and a member of the Salesforce MVP Hall of Fame. By day, he is the Principal Consultant at Dresh For Success LLC and the "Kevin Bacon" of the Salesforce Ecosystem. #EqualityForAll Resources and Links
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| 500 - Epic 500 Milestone and a Huge Announcement | 04 Oct 2023 | 00:07:47 | |
Episode Overview Happy 500th episode! In a solo episode, I will take you through my nostalgic podcast journey back to where it all began, celebrating numerous evolutions, heartfelt conversations, and my undying passion for engaging dialogue. I am also taking this opportunity to thank everyone who's been part of this incredible journey—from past teams and mentors to every listener. This episode marks a milestone and reveals a significant change: introducing "The Paul Higgins Show" with a renewed commitment to tech consultants - scale faster to live better. Join me on this celebratory episode, and as always, your engagement makes it all worthwhile! Resources and Links | |||
| 499 - Taking Finance Migration Pressure Off Tech Consultants with Simon Fedorovsky | 02 Oct 2023 | 00:27:34 | |
Episode Overview In this episode, we dive into finance and accounting for tech consultants. Simon shares his accounting knowledge, especially system migrations, bookkeeping, and integration. Uncover the crucial client onboarding and evaluation for complex integrations, alongside the importance of smooth transitions during high-stake projects. This episode is a gateway to effortless financial migration, ensuring your tech consulting business stays steady. About Simon Fedorovsky Simon Fedorovsky, born and raised in Israel, moved to Canada in 2004. Went to school for accounting while working full-time at a distribution company. Worked his way up in cost accounting while starting the SFIR brand in 2017. The accounting industry is tired, so he and his partner (Igor) started a firm. They bring the big company experience of month-end close to small/midsize entities. Doing a full close month to month relieves the stress at year-end, where they take over the communication with the tax team to file the applicable returns necessary for their clients (if outside of Canada). Within Canada, they take care of the returns in-house. They deal with all types of companies in pretty much every industry. 45% of their company hovers around accounting and ERP solutions for companies where they develop, implement, or migrate companies from one software to another. This could be Quickbooks to Sage or Quickbooks to Zoho Books. They set up companies for expense reporting, inventory management, and your classic full-cycle accounting systems. They tailor each system to the business owner and their needs, making sure they utilize automation but do it in a way that is cautious (finance automations need to be handled carefully). Resources and Links
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| 498 - Hit Your Mark: Strategies for Bullseye Marketing in B2B with Louis Gudema | 25 Sep 2023 | 00:29:55 | |
Episode Overview In this episode, we dissect effective B2B marketing strategies for tech consultants. Uncover the crucial role of referrals in revenue generation and how a robust marketing program can amplify this. Louis sheds light on the concept of 'mental availability' in marketing, the significance of staying top of mind for customers, and practical strategies like leveraging share of voice to build brand awareness. Whether marketing on a shoestring budget or navigating without formal training, this episode is a goldmine of actionable insights. About Louis Gudema Louis Gudema is a fractional CMO for B2B startups and growth-stage companies in many industries, and mentors startups at MIT. He is the author of Bullseye Marketing, named One of the Best Marketing Plan Books of All Time by Book Authority. The second edition, which focuses exclusively on B2B marketing, was released on May 2nd. As a result of the book's success, he also has a side hustle as a ghostwriter for business and marketing books. Resources and Links
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| 605 - You Can't Own a Niche You Don't Understand | 24 Apr 2025 | 00:07:10 | |
Quick rejections. Ghosted follow-ups. Deals that vanish after a seemingly great call. Sound familiar? In this solo episode, I dig into the real reason your sales aren't landing—you're not speaking your clients' language. It’s not your solution that’s off—it’s your understanding of how your niche buyers actually make decisions. I share lessons from my time at Coca-Cola and walk you through a step-by-step approach to gaining deep insight into your niche so you can win more deals, faster. If you want to move from “they don’t get us” to “you read my mind,” this one’s for you. Resources and Links
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| 497 - 7 Game-Changers for Tech Consultants | 21 Sep 2023 | 00:13:07 | |
Episode Overview Navigating the journey from corporate roles to running your tech consulting business can be daunting. While your technical know-how might be top-notch, challenges lie in marketing, sales, and team building. Today, I unravel the 7 game-changers that can transform your tech consulting business, and share insights on where to get the help you need. Key actions from today
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| 496 - Inside the Journey of Scaling a 7-Figure NetSuite Partner Business in Just 4 Years with Robert Jurcec | 18 Sep 2023 | 00:26:49 | |
Episode Overview In this episode, we dive into the inspiring journey of Onekloudx, as Robert shares their remarkable success story and the challenges they faced in scaling the business. He also highlights the significance of deeply understanding organizations' pain points and aligning tailored technology solutions while emphasizing the importance of strategic partnerships and effective marketing strategies. Main things Robert shared in this episode:
About Robert Jurcec Robert Jurcec is the CEO and founder of OneKloudX, an award-winning business recognized as a finalist in Australia's prestigious 2022 CRN Fast 50 Growing IT Businesses. Robert has a track record of successfully leading large-scale ERP projects across Europe and APAC on the client and consulting side, which he brings to the partner side. Robert is a forward thinker and modernizes how organizations leverage the power of the cloud with best-of-breed solutions, including NetSuite, Salesforce, and Elmo. Resources and Links
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| 495 - Leveraging a Fractional Sales Expert to Amplify Your Revenue with Harris Kenny | 11 Sep 2023 | 00:33:15 | |
Episode Overview In this episode, we jump into fractional sales and its potential advantages, especially for tech consulting businesses. Harris also shares when and why you should hire a fractional sales expert while addressing the challenges and the need for continuous development and improvement. Main things you will learn from this episode:
About Harris Kenny Harris Kenny founded Intro CRM, a sales agency based in Denver, Colorado. He helps build scaleable systems for sales teams, integrating with HubSpot and Close. He has been in sales for over 13 years and has helped drive tens of millions of dollars in revenue for emerging technology and service companies. Resources and Links
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| 494 - The Number One Habit Hindering Growth as a Tech Consultant | 07 Sep 2023 | 00:06:49 | |
Episode Overview Time to break the habit that’s holding you back! In this solo episode, I discuss the detrimental habit of self-assessment, which hinders growth in business and personal endeavors. With a relatable golfing anecdote, I emphasize the importance of seeking guidance from experienced mentors instead of blindly implementing content from various sources. Key actions from today
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| 493 - Growing Through Acquisition with Rohit Thakral | 05 Sep 2023 | 00:30:35 | |
Episode Overview Have you ever considered growing your business through acquisition? In this episode, Rohit Thakral discusses how Target Integration has expanded from just services into products through acquisition. He openly shares how they did it and why they decided to do it. Rohit also focuses on these topics:
About Rohit Thakral Rohit is an Entrepreneur and business Automation Consultant experienced in working for businesses from Manufacturing to Finance and Retail to Distribution. He started Target Integration in 2008 in Ireland with a vision to be the best company in digitally transforming business processes. He has successfully converted it into a mid-size CRM company spread over four countries. Rohit has 16 years of experience in various industries, including manufacturing, customer services, repair, telecom, etc. His experience includes management, business planning, systems administration, business analysis, and systems training. At Target Integration, he has successfully delivered several projects to clients worldwide (literally from Japan to the West Coast in the US). He has been consulting their CRM & ERP implementations regularly. Resources and Links
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| 492 - Unlocking Ecuador's Salesforce Potential with Alex Garcia | 28 Aug 2023 | 00:25:08 | |
Episode Overview In this episode, Alex Garcia focuses on managing services for Salesforce partners and how it works. He also shares how they do it at Ennube Solutions and what sets them apart. 3 Key things you will learn today:
About Alex Garcia Alex is a co-founder of Ennube Solutions and a California native. He has over a decade of consulting experience on innovation and cloud technology systems, working with the best companies in the world. Alex currently serves as an advisor on the Salesforce AppExchange Partner Advisory Board. Resources and Links
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| 491 - Untapped Leads: Revealing Little-Known Lead Sources for Tech Consultants | 24 Aug 2023 | 00:14:26 | |
Episode Overview Are you relying solely on referrals? Do you have other lead sources? In this solo episode, I will reveal three little-known lead sources for tech consultants to help you get those leads outside of referrals. I will also share some bonus tips and a playbook with all the necessary information. Key actions from today
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| 490 - How One Of The Highest Rated Zoho Partners in the World Built a Thriving Consulting Business with Lior Izik | 21 Aug 2023 | 00:35:01 | |
Episode Overview In this episode, I talk to Lior Izik, founder of one of the highest-rated Zoho partners in the world. He shares his journey on CRM implementation, highlighting their success with Zoho, and gives great insights and learnings to help you grow your tech consulting business. About Lior Izik Lior Izik, a highly accomplished serial entrepreneur keen on business automation, is the founder and owner of Amazing Business Results, a Zoho Premium partner. The company specializes in providing tailored automated business solutions to its clients, leveraging custom Zoho systems uniquely suited to their needs. Lior's approach involves extracting specific business requirements from clients and crafting optimized solutions for their workflows. Additionally, Amazing Business Results provides Zoho development and training services, ensuring that employees have the necessary skills to operate these systems effectively. Overall, Lior is a driven entrepreneur with an unwavering commitment to helping businesses optimize their operations through automation. With his wealth of experience and expertise in Zoho and other software solutions, he has built a reputation as a trusted advisor and partner to businesses looking to streamline their operations and achieve growth. Resources and Links
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| 489 - How to Scale Your Business With Government Assistance with Jean-Eric Plamondon | 15 Aug 2023 | 00:33:39 | |
Episode Overview In this episode, Jean-Eric discusses government funding for small businesses, specifically the CDAP program. He shares his knowledge and experiences helping clients through the Canadian government's funding process. The interview focused on:
About Jean-Eric Jean-Eric is a born entrepreneur, buying and selling four companies before age 31. He has owned and operated various businesses, including a residential painting franchise, several e-commerce websites (retail and wholesale), an industry-leading scrap metal recycling business, several international export companies (commercial, retail, and industrial), and more. On top of his entrepreneurial experience, Jean-Eric has also built an incredibly diverse and powerful resume working for, and consulting with, several companies, including Canada’s 4th fastest-growing company (2018). Born and raised in Winnipeg, Jean can often be found on the courts of the squash club, networking in the business community, volunteering on a board, or riding bike trails and building LEGOs with his son. Resources and Links
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| 488 - Unlocking Success: Five Essential Actions to Avoid as a Tech Consultant | 11 Aug 2023 | 00:11:27 | |
Episode Overview Are you not getting the desired results despite putting in your 100% effort? In this solo episode, I will talk about the five critical factors contributing to this challenge you are facing and how to avoid them. Also, look out for the resource that I will share with you. Key actions from today
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| 604 - Why Your Client’s Outbound Isn’t Working—and the Data-Driven Fix That Is with Jordan Crawford | 21 Apr 2025 | 00:40:51 | |
Why you should listen
If your clients aren’t getting results from outbound, the problem isn’t the tools—it’s the messaging. In this episode of the Paul Higgins Podcast, I speak with Jordan Crawford from BlueprintGTM.com, who shows us how to flip the script on outbound by building data-backed messages that resonate. Jordan shares how vertical SaaS companies are generating replies by engineering relevance at scale, structuring insights into high-value messages, and rethinking personalization entirely. Whether your clients use Salesforce, Zoho, HubSpot or another CRM, this episode will help you position your services as a growth driver—not just a tech install. About Jordan Crawford Jordan Crawford is an advisor at companies like Clay and Tennr, and works with startups to help them design data-driven messages that are independently valuable to their prospects for vertical SaaS companies. Resources and Links
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| 487 - Lessons From a Chance Encounter with Marc Benioff That Led to Salesforce Ventures funding with Garry Polmateer | 08 Aug 2023 | 00:25:39 | |
Episode Overview Are you trying to secure funding for your business? In this episode, Garry shares his experience with Salesforce Ventures funding and how a chance encounter turned into a great opportunity for Red Argyle. He also delves into Salesforce’s funding structure and long-term strategy. About Garry Polmateer Garry is a Certified Salesforce Administrator. His favorite thing about the platform is its extensibility to solve clients’ unique business problems quickly, compliantly, and affordably. He especially loves complex and custom projects! Before becoming CEO, Garry helped grow Red Argyle from two employees to 60, firmly establishing our brand within the Salesforce ecosystem. He has over 20 years of experience in nonprofit and for-profit organizations, working in IT consulting, development, business analysis, and network administration. Garry was named to the Albany Business Review’s list of 40 Under 40 and the Salesforce MVP Hall of Fame. During his tenure, Red Argyle has been named a “Best Place to Work” and made the Inc. 5000 list. You’ll find Garry woodworking or handling axes and chainsaws when not geeking out online. He lives with his wife and two children, Angus, the golden retriever, and Angel, the mean African grey parrot. Resources and Links
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| 486 - Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett Martin | 31 Jul 2023 | 00:42:40 | |
Episode Overview In this episode, Brett gives us a masterclass on using inbound marketing, focusing on providing valuable content and utilizing various platforms like YouTube, podcasts, etc., to attract more clients and grow your tech consulting business. He also shares his journey and experience in building a strong online presence which helped Zenatta Consulting become the #1 Zoho partner in the US. You will also learn:
About Brett Martin Before founding Zenatta Consulting, Brett spent 25 years in the IT channel. Starting with the founding of Channel Solutions Group, a full-service sales and marketing organization specializing in developing value-added distribution channels for technology manufacturers. Then as part of the executive team at DynTek, a leading solutions provider. Brett also ran World Wide Channels for Lexar, giving him a deep understanding of the channel, having worked for both Vendors and VARs. Throughout his career, he has had major impacts on the channel program of over 50 companies, including Cisco, McAfee, Citrix, Ooma, and VMware, and has been awarded top accolades by Gartner, CMP, and CompTIA. Brett was a founding board member of the Association of Online Professionals and hosted the CRM Zen Show Podcast. He understands sales and what it takes to build a successful sales infrastructure for your organization. Resources and Links
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| 485 - One Action to Boost Your Confidence When Selling | 27 Jul 2023 | 00:09:03 | |
Episode Overview Imagine a potential client agreeing to have a call with you - you do your homework and prepare for the call, but you end up stumbling at the start. You and the potential client feel awkward, and it never recovers. After all, first impressions do count. In this solo episode, I will share how a simple video sent before a sales call will help you gain confidence, build trust, reduce the awkwardness during the call, and let them know what they can expect. Key actions from today
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| 484 - From Zero to $5 Million: How One Salesforce Partner Achieved Rapid Growth with Adam Troughear | 24 Jul 2023 | 00:27:04 | |
Episode Overview In this episode, Adam shares how he, his co-founders, and their whole team worked to achieve rapid growth. He highlights the significance of building strong relationships with A.E.s and customers, having the right people in your team and trusting them fully, and the success of personal networking in lead generation. Adam also focuses on:
About Adam Troughear Adam is a Co-Founder & Managing Director of Skie Solutions, an APAC Salesforce partner. He is a passionate and creative technologist with an extensive consulting background and history in the consumer goods industry. A career changer from professional musician to business owner, Adam has a different approach to business, culture, and engagement that connects people and ideas. Resources and Links
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| 483 - Automating Your Sales with Carol Springer | 17 Jul 2023 | 00:39:36 | |
Episode Overview Are 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:
About Carol Springer Carol 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 Links
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| 482 - Closing More Sales With Case Studies | 13 Jul 2023 | 00:10:18 | |
Episode Overview Imagine 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 today
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| 481 - Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John Burdett | 10 Jul 2023 | 00:36:52 | |
Episode Overview Are 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:
About John Burdett John 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 Links
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| 480 - Growing a Salesforce Partner Business Through Live Events With Vincent Motte | 03 Jul 2023 | 00:32:43 | |
Episode Overview Are 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:
About Vincent Motte Vincent 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 Links
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| 479 - Right to Play Isn't The Right to Profit: The #1 Marketing Mistake That Keeps You on Business Welfare | 29 Jun 2023 | 00:09:34 | |
Episode Overview Imagine 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 today
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| 478 - Avoiding Common Hiring Mistakes with Josh Matthews | 26 Jun 2023 | 00:40:22 | |
Episode Overview Is 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:
About Josh Matthews Josh 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 Links
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| 603 - Unlock 95% Open Rates with SMS with Lee Weinberger | 14 Apr 2025 | 00:25:38 | |
Why you should listen
Email open rates are declining. If your clients aren’t seeing replies from their outreach, it’s time to rethink the channel. In this episode, I sit down with Lee Weinberger, sales leader at Sinch Engage, to explore how SMS and MMS messaging is transforming client engagement—especially for CRM-integrated partners like Salesforce, HubSpot, and Zoho. Lee breaks down why mobile-first communication isn't just the future—it's the now. If you're a SaaS Consulting Partner looking to expand your offer stack or boost results for your clients, this is the episode for you. About Lee Weinberger Lee Weinberger leads the sales team at Sinch Engage, a solution of communications tools for businesses. They specialize in conversational and automated messaging for SMS/MMS/RCS which exists as a stand-alone web product and an integrated tool into the leading CRM systems (HubSpot, Salesforce, Zoho, Netsuite, Active Campaign, Shopify). Sinch also provides Email and Voice functions to round out the suite of communications functions. Lee resides in Denver CO, and sells into the North American market, but Sinch as a company has a global reach with offices around the world. Resources and Links
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| 477 - Recession Readiness for Digital Consulting Agencies with Ryan Watson | 19 Jun 2023 | 00:40:47 | |
Episode Overview What 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 Watson Ryan 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 Links
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| 476 - Stop Short-changing Yourself | 15 Jun 2023 | 00:10:04 | |
Episode Overview Are 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 today
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| 475 - Maximizing the Potential of Data in the Cloud: Insights for Cloud Consultants with Aron Clymer | 12 Jun 2023 | 00:34:00 | |
Episode Overview Do 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:
About Aron Clymer Aron 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 Links
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