<![CDATA[Paul Higgins Podcast]]>a84bb9db-5d83-55aa-9b98-5353c5f69702Thu, 09 Apr 2026 18:30:06 +0000Captivate.fmPaul Higginshttps://artwork.captivate.fm/0cae5e37-62df-44e7-880b-3fda03b6e1f2/PHP-Artwork-Apr-2026.pngPaul Higgins PodcastPaul HigginsPaul HigginsIf you’re a SaaS Consulting Partner earning low to mid six figures—and wearing every hat from sales to delivery—this podcast is your shortcut to scaling smarter. Each week, I talk to successful Partners of Salesforce, Zoho, NetSuite, Monday.com, and HubSpot partners who’ve cracked the code to bigger deals, better systems, and more freedom. No fluff. Just sharp lessons from the field. Subscribe and join 600+ episodes of real, raw, and proven advice for SaaS Consulting Partners ready to scale 7 figures and beyond. https://paulhigginsmentoring.com/falseepisodichttps://feeds.captivate.fm/paul-higgins-podcast/nopodcast676 - Why Your Voice Is the Only AI Tool That Matters With Molly Mahoney676 - Why Your Voice Is the Only AI Tool That Matters With Molly MahoneyWhy you should listen

  1. Molly launched the world's first AI-focused content membership in 2021, two years before ChatGPT, and has generated content that reached over 39 million views. She brings hard-won perspective on what separates human-first AI strategy from AI zombie content that erodes trust.
  2. Learn the SAAVE framework: a five-part method for identifying what makes you a uniquely weird human, so your AI agents produce content that actually sounds like you and not like every other consultant using the same tools.
  3. Get the APR Method: a repeatable three-step system for announcing, producing, and repurposing every video you create, so one piece of content generates an entire week of output without starting from scratch.

Your content machine is broken, and the tools aren't the problem. If everything you publish sounds like it could have come from anyone in your industry, you haven't got a content problem. You've got a voice problem. In this episode, I talk with Molly Mahoney from The Prepared Performer, a digital marketing strategist and keynote speaker who has been building AI-powered content systems since 2021. Molly shares how she helps established business owners identify the 20 things that make them a uniquely weird human before touching a single AI tool, because without that foundation, you're just feeding the robot army. If you've been hiding behind the technical work while the algorithm rewards personality, this conversation will change how you think about content.

About Molly Mahoney

Molly Mahoney is a digital marketing strategist, keynote speaker, and former NYC performer who helps coaches, consultants, and agency owners build AI-powered content that actually sounds human. Known as The Prepared Performer, she launched the world's first AI-focused content membership in 2021, two years before ChatGPT, has generated over 39 million views, and been featured in Forbes and Inc.

Resources and Links


]]>Why you should listen

  1. Molly launched the world's first AI-focused content membership in 2021, two years before ChatGPT, and has generated content that reached over 39 million views. She brings hard-won perspective on what separates human-first AI strategy from AI zombie content that erodes trust.
  2. Learn the SAAVE framework: a five-part method for identifying what makes you a uniquely weird human, so your AI agents produce content that actually sounds like you and not like every other consultant using the same tools.
  3. Get the APR Method: a repeatable three-step system for announcing, producing, and repurposing every video you create, so one piece of content generates an entire week of output without starting from scratch.

Your content machine is broken, and the tools aren't the problem. If everything you publish sounds like it could have come from anyone in your industry, you haven't got a content problem. You've got a voice problem. In this episode, I talk with Molly Mahoney from The Prepared Performer, a digital marketing strategist and keynote speaker who has been building AI-powered content systems since 2021. Molly shares how she helps established business owners identify the 20 things that make them a uniquely weird human before touching a single AI tool, because without that foundation, you're just feeding the robot army. If you've been hiding behind the technical work while the algorithm rewards personality, this conversation will change how you think about content.

About Molly Mahoney

Molly Mahoney is a digital marketing strategist, keynote speaker, and former NYC performer who helps coaches, consultants, and agency owners build AI-powered content that actually sounds human. Known as The Prepared Performer, she launched the world's first AI-focused content membership in 2021, two years before ChatGPT, has generated over 39 million views, and been featured in Forbes and Inc.

Resources and Links


]]>1937775a-0207-45e6-82a9-38bdb770c204Fri, 10 Apr 2026 04:30:00 +100041:58falsefull676676675 - SaaS isn't dying. Your positioning might be.675 - SaaS isn't dying. Your positioning might be.Platform agnosticism made sense when software budgets were small. That era is ending. In this episode, I break down why the "death of SaaS" narrative is the wrong read, and why the tech business owners who believe it are about to miss the biggest software wave in a decade. I walk through what Monday.com's CEO said on the 20VC podcast about the budget equation flipping from headcount to platforms, and what that means for consultants who haven't yet committed to a single platform. If you're still keeping your options open because it feels safer, this episode will challenge that directly.

Resources and Links


]]>Platform agnosticism made sense when software budgets were small. That era is ending. In this episode, I break down why the "death of SaaS" narrative is the wrong read, and why the tech business owners who believe it are about to miss the biggest software wave in a decade. I walk through what Monday.com's CEO said on the 20VC podcast about the budget equation flipping from headcount to platforms, and what that means for consultants who haven't yet committed to a single platform. If you're still keeping your options open because it feels safer, this episode will challenge that directly.

Resources and Links


]]>c80dff5a-b46f-4cb7-b305-97a1dbddebdaTue, 07 Apr 2026 04:30:00 +100004:00falsefull675675674 - AI Can't Give You a Blood Test674 - AI Can't Give You a Blood TestUsing AI to diagnose your own business is like Googling your blood test results and treating yourself. In this episode, I share what seven years of post-transplant care taught me about pattern recognition, and why the same principle applies to the WHO and WHAT decisions most tech business owners are avoiding. I walk through the difference between a tool that helps you execute and someone who has seen your situation hundreds of times and knows exactly where the problem is. If AI is giving you polished output but no real direction, this one is worth your time.

Resources and Links


]]>Using AI to diagnose your own business is like Googling your blood test results and treating yourself. In this episode, I share what seven years of post-transplant care taught me about pattern recognition, and why the same principle applies to the WHO and WHAT decisions most tech business owners are avoiding. I walk through the difference between a tool that helps you execute and someone who has seen your situation hundreds of times and knows exactly where the problem is. If AI is giving you polished output but no real direction, this one is worth your time.

Resources and Links


]]>cd9d9076-3f81-4cf0-a153-3a7deaa7d2c8Tue, 31 Mar 2026 04:30:00 +100003:09falsefull674674673 - The 40-Minute Meeting That Makes or Breaks Your First Hire673 - The 40-Minute Meeting That Makes or Breaks Your First HireMost tech consultants building their first team make the same mistake. It's not the hire. It's what happens on day one. In this episode, I walk through the exact 10-item induction call checklist I use with every new hire, whether they're based in the Philippines, Australia, or North America. I cover the questions that flip the dynamic from day one, the ones most consultants skip entirely, and why the first 40 minutes determines whether your team can eventually operate without you. If you're building your first team and want to stop being the bottleneck, this is where it starts.

Resources and Links

  1. Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call
  2. Previous episode: 672 - Why Discipline Won't Fix Your Consulting Business
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>Most tech consultants building their first team make the same mistake. It's not the hire. It's what happens on day one. In this episode, I walk through the exact 10-item induction call checklist I use with every new hire, whether they're based in the Philippines, Australia, or North America. I cover the questions that flip the dynamic from day one, the ones most consultants skip entirely, and why the first 40 minutes determines whether your team can eventually operate without you. If you're building your first team and want to stop being the bottleneck, this is where it starts.

Resources and Links

  1. Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call
  2. Previous episode: 672 - Why Discipline Won't Fix Your Consulting Business
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>32f4a15c-22cf-4967-a621-1fda7b1dbb31Tue, 24 Mar 2026 04:30:00 +100004:48falsefull673673672 - Why Discipline Won't Fix Your Consulting Business672 - Why Discipline Won't Fix Your Consulting BusinessWorking 60-hour weeks and still watching your revenue flatline? In this episode, I break down the two strategic decisions most tech consultants have never made: WHO to target and WHAT business model to run. I share how one consultant went from competing on commodity rates with payroll anxiety every month to building a specialist practice, hiring a team, and clearing over $30K a month without changing his technical skills. If you're great at delivery but still trapped in the project grind, this episode is for you.

Resources and Links

  1. Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call
  2. Previous episode: 671 - Why Your Clients Are Not Using the AI Tools You Recommended with Angie Carel
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>Working 60-hour weeks and still watching your revenue flatline? In this episode, I break down the two strategic decisions most tech consultants have never made: WHO to target and WHAT business model to run. I share how one consultant went from competing on commodity rates with payroll anxiety every month to building a specialist practice, hiring a team, and clearing over $30K a month without changing his technical skills. If you're great at delivery but still trapped in the project grind, this episode is for you.

Resources and Links

  1. Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call
  2. Previous episode: 671 - Why Your Clients Are Not Using the AI Tools You Recommended with Angie Carel
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>30060aff-d173-4ad8-a139-4b3291a6e979Tue, 17 Mar 2026 04:30:00 +100005:05falsefull672672671 - Why Your Clients Are Not Using the AI Tools You Recommended with Angie Carel671 - Why Your Clients Are Not Using the AI Tools You Recommended with Angie CarelWhy you should listen

  1. Angie scaled from an 18-year marketing agency to leading AI adoption for 600-person corporations, giving her a rare ground-level view of exactly where companies get stuck and what actually moves people from fear to fluency.
  2. Learn the "people-first" sequencing Angie now uses before any AI tool deployment, including how she frames corporate AI training as "recess" to sidestep resistance and drive real adoption.
  3. Get Angie's workflow automation logic: how she mapped every bottleneck in her business using Miro, then eliminated them with Make, enabling her to run 15 trainings in a single week instead of her previous max of three.

If your clients keep investing in AI tools and their teams still aren't using them three months later, the problem isn't the technology. In this episode, I talk with Angie Carel, an AI enablement consultant who spent 18 years running a marketing agency before pivoting full-time into corporate AI adoption in 2022. Angie works with large corporations across finance, healthcare, and higher education, and her view is consistent: jumping straight to use cases before building AI literacy almost always backfires. We dig into the people-first sequencing she now uses to close the gap between deployment and actual adoption, and why framing AI training as "corporate recess" gets results that formal rollouts never do. If you're a consultant whose clients are sitting on AI investment with nothing to show for it, this conversation will reframe how you solve that problem.


About Angie Carel

Angie Carel is a Generative AI Consultant named one of the Top 50 Women to Watch in AI and featured in the IEDC 2025 Yearbook as a leading entrepreneur. After running a 10-person marketing agency for 20 years, she went all-in on AI consulting — and in her first year solo, she's on track to outpace her old agency's revenue. Angie founded AI in FW, Indiana's largest AI community with 700+ members, and Co-Crafted, an AI consultancy collective. She helps organizations adopt AI with a human-first approach and coaches emerging AI consultants on building sustainable practices.


Resources and Links

  1. Angiecarel.com
  2. Angie's LinkedIn profile
  3. Lovable
  4. Midjourney
  5. Runway
  6. Make
  7. N8N
  8. Relay
  9. Google Gemini Deep Research
  10. Claude
  11. Claude Code
  12. The AI Show with Paul Roetzer and Mike Kaput
  13. Google DeepMind podcast
  14. Previous episode: 670 - Stop Chasing Small Clients
  15. Check out more episodes of the Paul Higgins Podcast
  16. Subscribe to our YouTube channel: @PaulHigginsMentoring
  17. Join our newsletter
  18. Suggested resources

]]>Why you should listen

  1. Angie scaled from an 18-year marketing agency to leading AI adoption for 600-person corporations, giving her a rare ground-level view of exactly where companies get stuck and what actually moves people from fear to fluency.
  2. Learn the "people-first" sequencing Angie now uses before any AI tool deployment, including how she frames corporate AI training as "recess" to sidestep resistance and drive real adoption.
  3. Get Angie's workflow automation logic: how she mapped every bottleneck in her business using Miro, then eliminated them with Make, enabling her to run 15 trainings in a single week instead of her previous max of three.

If your clients keep investing in AI tools and their teams still aren't using them three months later, the problem isn't the technology. In this episode, I talk with Angie Carel, an AI enablement consultant who spent 18 years running a marketing agency before pivoting full-time into corporate AI adoption in 2022. Angie works with large corporations across finance, healthcare, and higher education, and her view is consistent: jumping straight to use cases before building AI literacy almost always backfires. We dig into the people-first sequencing she now uses to close the gap between deployment and actual adoption, and why framing AI training as "corporate recess" gets results that formal rollouts never do. If you're a consultant whose clients are sitting on AI investment with nothing to show for it, this conversation will reframe how you solve that problem.


About Angie Carel

Angie Carel is a Generative AI Consultant named one of the Top 50 Women to Watch in AI and featured in the IEDC 2025 Yearbook as a leading entrepreneur. After running a 10-person marketing agency for 20 years, she went all-in on AI consulting — and in her first year solo, she's on track to outpace her old agency's revenue. Angie founded AI in FW, Indiana's largest AI community with 700+ members, and Co-Crafted, an AI consultancy collective. She helps organizations adopt AI with a human-first approach and coaches emerging AI consultants on building sustainable practices.


Resources and Links

  1. Angiecarel.com
  2. Angie's LinkedIn profile
  3. Lovable
  4. Midjourney
  5. Runway
  6. Make
  7. N8N
  8. Relay
  9. Google Gemini Deep Research
  10. Claude
  11. Claude Code
  12. The AI Show with Paul Roetzer and Mike Kaput
  13. Google DeepMind podcast
  14. Previous episode: 670 - Stop Chasing Small Clients
  15. Check out more episodes of the Paul Higgins Podcast
  16. Subscribe to our YouTube channel: @PaulHigginsMentoring
  17. Join our newsletter
  18. Suggested resources

]]>fe5af370-71cd-4320-aa62-9c9118e96b88Fri, 13 Mar 2026 04:30:00 +100042:28falsefull671671670 - Stop Chasing Small Clients670 - Stop Chasing Small ClientsYou're at mid six figures, your calendar is full, and you're still grinding for $20,000 projects. Meanwhile, there are enterprise and mid-market contacts sitting in your CRM right now who could write $200,000 checks, and you haven't called them because the small deals feel safer. In this episode, I walk through the exact WHO decision that keeps most tech consultants stuck in the project grind, and why safe doesn't scale. I share how one consultant, stuck at mid six figures with deal sizes of $15,000 to $25,000, made one strategic shift to stop chasing referrals and start activating the mid-market relationships already in his network. Six months later, his deal size was 10x. If you've got the right contacts in your phone but keep defaulting to smaller, faster deals, this episode will make you reconsider who actually deserves your time.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 669 - The Pricing Gap Most Consultants Miss
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>You're at mid six figures, your calendar is full, and you're still grinding for $20,000 projects. Meanwhile, there are enterprise and mid-market contacts sitting in your CRM right now who could write $200,000 checks, and you haven't called them because the small deals feel safer. In this episode, I walk through the exact WHO decision that keeps most tech consultants stuck in the project grind, and why safe doesn't scale. I share how one consultant, stuck at mid six figures with deal sizes of $15,000 to $25,000, made one strategic shift to stop chasing referrals and start activating the mid-market relationships already in his network. Six months later, his deal size was 10x. If you've got the right contacts in your phone but keep defaulting to smaller, faster deals, this episode will make you reconsider who actually deserves your time.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 669 - The Pricing Gap Most Consultants Miss
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>95733465-7dd6-498c-81de-86b370261813Tue, 10 Mar 2026 04:30:00 +100005:07falsefull670670669 - The Pricing Gap Most Consultants Miss669 - The Pricing Gap Most Consultants MissClients aren't pushing back on your rates, so you assume you're priced right. That's the most expensive assumption in consulting. In this episode, I break down how one consulting partner discovered she was leaving $55 to $95 per hour on the table because she priced based on confidence instead of market value. I walk through the exact sequence she used to move from $40,000 per month to $63,000 per month, and the one-question filter that tells you whether you're making the same mistake. If you've never actually researched what the market pays for the outcome you deliver, this episode is your wake-up call.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 668 - Stop Waiting for Salesforce Leads with Doug Pelletier
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>Clients aren't pushing back on your rates, so you assume you're priced right. That's the most expensive assumption in consulting. In this episode, I break down how one consulting partner discovered she was leaving $55 to $95 per hour on the table because she priced based on confidence instead of market value. I walk through the exact sequence she used to move from $40,000 per month to $63,000 per month, and the one-question filter that tells you whether you're making the same mistake. If you've never actually researched what the market pays for the outcome you deliver, this episode is your wake-up call.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 668 - Stop Waiting for Salesforce Leads with Doug Pelletier
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>bc69b57c-b657-4cce-a3a6-212188c6f61fTue, 03 Mar 2026 04:30:00 +100004:26falsefull669669668 - Stop Waiting for Salesforce Leads with Doug Pelletier668 - Stop Waiting for Salesforce Leads with Doug PelletierWhy you should listen

  1. Doug Pelletier has spent 35 years winning enterprise accounts (Disney, Pfizer, Xerox) as a small Salesforce partner, proving that company size is irrelevant when your positioning and sales approach are right.
  2. Learn why Doug hired a General Manager at just six employees, and how that single WHO decision helped him scale to 130 people without burning out on tasks outside his strengths.
  3. Get Doug's approach to managing cash flow daily (a discipline he's maintained for 17 years) and why he says cash flow matters more than profitability for consulting firm owners.

About Doug Pelletier

Doug Pelletier is the Founder and CEO of Trifecta Technologies, a technology consulting firm he launched in 1991 that has grown into a trusted Salesforce and enterprise solutions partner for leading organizations.

A sales- and strategy-led founder, Doug focuses on identifying real business problems, building executive relationships, and hiring strong operational leadership early – allowing him to concentrate on growth, client strategy, and selling. His leadership is shaped by decades of experience and a strong emphasis on financial discipline and long-term stability.

Having gone through multiple industry shifts, Doug views AI as a major inflection point and leads Trifecta in helping organizations move beyond the hype to apply data, architecture and AI in practical ways that drive meaningful business outcomes.

Resources and Links

  1. Trifecta.com
  2. Doug’s LinkedIn profile
  3. Snowflake
  4. Databricks
  5. Apollo
  6. Zoominfo
  7. Previous episode: 667 - The Land-and-Expand Play
  8. Check out more episodes of the Paul Higgins Podcast
  9. Subscribe to our YouTube channel: @PaulHigginsMentoring
  10. Join our newsletter
  11. Suggested resources

]]>Why you should listen

  1. Doug Pelletier has spent 35 years winning enterprise accounts (Disney, Pfizer, Xerox) as a small Salesforce partner, proving that company size is irrelevant when your positioning and sales approach are right.
  2. Learn why Doug hired a General Manager at just six employees, and how that single WHO decision helped him scale to 130 people without burning out on tasks outside his strengths.
  3. Get Doug's approach to managing cash flow daily (a discipline he's maintained for 17 years) and why he says cash flow matters more than profitability for consulting firm owners.

About Doug Pelletier

Doug Pelletier is the Founder and CEO of Trifecta Technologies, a technology consulting firm he launched in 1991 that has grown into a trusted Salesforce and enterprise solutions partner for leading organizations.

A sales- and strategy-led founder, Doug focuses on identifying real business problems, building executive relationships, and hiring strong operational leadership early – allowing him to concentrate on growth, client strategy, and selling. His leadership is shaped by decades of experience and a strong emphasis on financial discipline and long-term stability.

Having gone through multiple industry shifts, Doug views AI as a major inflection point and leads Trifecta in helping organizations move beyond the hype to apply data, architecture and AI in practical ways that drive meaningful business outcomes.

Resources and Links

  1. Trifecta.com
  2. Doug’s LinkedIn profile
  3. Snowflake
  4. Databricks
  5. Apollo
  6. Zoominfo
  7. Previous episode: 667 - The Land-and-Expand Play
  8. Check out more episodes of the Paul Higgins Podcast
  9. Subscribe to our YouTube channel: @PaulHigginsMentoring
  10. Join our newsletter
  11. Suggested resources

]]>1afa05fc-5cee-469b-9861-684bc4549448Fri, 27 Feb 2026 04:30:00 +100032:43falsefull668668667 - The Land-and-Expand Play667 - The Land-and-Expand PlayYou've landed a foothold in a big company, delivered a great project, the client loved it, so why are you still stuck in the same corner six months later winning the same small deals? In this episode, I break down why most consultants stay trapped in one department and how to turn a single project into an enterprise-wide engagement. I share how one Airtable consultant turned a $20,000 clinical trial tracking project at a top-three pharmaceutical company into a $200,000 transformation across three countries, all by making one strategic shift in how he treated his internal champion. If you've got a foothold in a big company and you're watching other consultants land the deals you should be winning, this is your playbook.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 666 - The partner trap
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>You've landed a foothold in a big company, delivered a great project, the client loved it, so why are you still stuck in the same corner six months later winning the same small deals? In this episode, I break down why most consultants stay trapped in one department and how to turn a single project into an enterprise-wide engagement. I share how one Airtable consultant turned a $20,000 clinical trial tracking project at a top-three pharmaceutical company into a $200,000 transformation across three countries, all by making one strategic shift in how he treated his internal champion. If you've got a foothold in a big company and you're watching other consultants land the deals you should be winning, this is your playbook.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 666 - The partner trap
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>c4b62421-5193-4878-9842-c39cb227c47bTue, 24 Feb 2026 04:30:00 +100004:04falsefull667667666 - The partner trap666 - The partner trapStuck at 50% of your revenue target because your pipeline depends on someone else's priorities? In this episode, I break down the partner program trap and why so many platform consultants stay dependent on AE referrals even when they know it's holding them back. I walk through the exact 12-month transition sequence I use with clients: pick your niche, build pain-point messaging, start direct outreach, and keep partner referrals flowing as cash while you build. If your best leads only show up when an account executive needs to hit their quota, this episode shows you how to take back control of your pipeline.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 665 - AI Does 70% of the Work and Here’s What a Salesforce Partner Does With the Other 30 with Ferny Bengali
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>Stuck at 50% of your revenue target because your pipeline depends on someone else's priorities? In this episode, I break down the partner program trap and why so many platform consultants stay dependent on AE referrals even when they know it's holding them back. I walk through the exact 12-month transition sequence I use with clients: pick your niche, build pain-point messaging, start direct outreach, and keep partner referrals flowing as cash while you build. If your best leads only show up when an account executive needs to hit their quota, this episode shows you how to take back control of your pipeline.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 665 - AI Does 70% of the Work and Here’s What a Salesforce Partner Does With the Other 30 with Ferny Bengali
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>3db9b265-27fc-4196-a3eb-8252de443eefTue, 17 Feb 2026 04:30:00 +100004:03falsefull666666665 - AI Does 70% of the Work and Here’s What a Salesforce Partner Does With the Other 30 with Ferny Bengali665 - AI Does 70% of the Work and Here’s What a Salesforce Partner Does With the Other 30 with Ferny BengaliWhy you should listen

  1. Ferny reveals how Sherpaneer uses AI across operations, from capacity planning models to proposal development, giving you a practical blueprint for integrating AI into your own consulting workflows.
  2. Learn how Ferny and her partner built a fully self-sourced pipeline through reciprocal partnerships with adjacent vendors like Gong, Clari, and FinancialForce, without relying on Salesforce for leads.
  3. Get Ferny's approach to managing AI tools across a team, including shared projects in Claude, an internal AI use policy, and a quarterly review cycle to keep everything current.

You know you should be using AI in your consulting practice, but where do you actually start without compromising client data or wasting time on tools that don't stick? In this episode, I talk with Ferny Bengali from Sherpaneer, a boutique Salesforce consultancy that works with enterprise clients across high-tech, financial services, manufacturing, and healthcare. Ferny walks me through exactly how her team of 12 uses AI day to day, from feeding anonymized staffing data into models for capacity planning, to using voice notes and LLMs to prep for pitches. We also get into how she structures client knowledge across projects, her approach to AI-optimized content for SEO, and why she hired a part-time BD person instead of going full-time. If you've been experimenting with AI but haven't operationalized it across your practice yet, this conversation will show you what that looks like in action.

About Ferny Bengali

Farnaz (Ferny) Bengali is Co-President of Sherpaneer, a women-owned, diverse Salesforce consulting partner that helps mid-to-large organizations implement the right way, the first time. With 20+ years of industry experience—including leadership roles at MicroStrategy, Accenture, and The Carlyle Group—Ferny chose the boutique path over big consulting, building a practice that delivers senior-level expertise without the agency bloat. She's also a board member of WISE (Women in Salesforce Entrepreneurship), co-invests in hospitality through Dogwood Hospitality, and is passionate about using AI as an operating layer to scale consulting without scaling headcount.


Resources and Links

  1. Sherpaneer.com
  2. Ferny's LinkedIn profile
  3. Read.ai
  4. Notebook LM
  5. Scribe
  6. ChatGPT
  7. Claude
  8. Google Gemini
  9. Microsoft Copilot
  10. CoachHub
  11. Cloverleaf
  12. Research Rabbit
  13. Zety
  14. Grammarly
  15. QuickBooks
  16. Gong
  17. Clari
  18. Certinia
  19. Azure
  20. Google Workspace
  21. Previous episode: 664 - Stop celebrating your referrals
  22. Check out more episodes of The Paul Higgins Podcast
  23. Join our newsletter
  24. Suggested resources
  25. Find out more about Paul and how he can help you

]]>Why you should listen

  1. Ferny reveals how Sherpaneer uses AI across operations, from capacity planning models to proposal development, giving you a practical blueprint for integrating AI into your own consulting workflows.
  2. Learn how Ferny and her partner built a fully self-sourced pipeline through reciprocal partnerships with adjacent vendors like Gong, Clari, and FinancialForce, without relying on Salesforce for leads.
  3. Get Ferny's approach to managing AI tools across a team, including shared projects in Claude, an internal AI use policy, and a quarterly review cycle to keep everything current.

You know you should be using AI in your consulting practice, but where do you actually start without compromising client data or wasting time on tools that don't stick? In this episode, I talk with Ferny Bengali from Sherpaneer, a boutique Salesforce consultancy that works with enterprise clients across high-tech, financial services, manufacturing, and healthcare. Ferny walks me through exactly how her team of 12 uses AI day to day, from feeding anonymized staffing data into models for capacity planning, to using voice notes and LLMs to prep for pitches. We also get into how she structures client knowledge across projects, her approach to AI-optimized content for SEO, and why she hired a part-time BD person instead of going full-time. If you've been experimenting with AI but haven't operationalized it across your practice yet, this conversation will show you what that looks like in action.

About Ferny Bengali

Farnaz (Ferny) Bengali is Co-President of Sherpaneer, a women-owned, diverse Salesforce consulting partner that helps mid-to-large organizations implement the right way, the first time. With 20+ years of industry experience—including leadership roles at MicroStrategy, Accenture, and The Carlyle Group—Ferny chose the boutique path over big consulting, building a practice that delivers senior-level expertise without the agency bloat. She's also a board member of WISE (Women in Salesforce Entrepreneurship), co-invests in hospitality through Dogwood Hospitality, and is passionate about using AI as an operating layer to scale consulting without scaling headcount.


Resources and Links

  1. Sherpaneer.com
  2. Ferny's LinkedIn profile
  3. Read.ai
  4. Notebook LM
  5. Scribe
  6. ChatGPT
  7. Claude
  8. Google Gemini
  9. Microsoft Copilot
  10. CoachHub
  11. Cloverleaf
  12. Research Rabbit
  13. Zety
  14. Grammarly
  15. QuickBooks
  16. Gong
  17. Clari
  18. Certinia
  19. Azure
  20. Google Workspace
  21. Previous episode: 664 - Stop celebrating your referrals
  22. Check out more episodes of The Paul Higgins Podcast
  23. Join our newsletter
  24. Suggested resources
  25. Find out more about Paul and how he can help you

]]>3cade61f-fa8f-4fa7-8aae-f8b13c3618faFri, 13 Feb 2026 04:30:00 +100030:41falsefull665665664 - Stop celebrating your referrals664 - Stop celebrating your referralsStill relying on referrals and hoping the next one brings a decent project? In this episode, I break down why your referral strategy is actually killing your margins, not growing them. I share the pattern I see with over 200 tech consultants who are great at delivery but trapped in legacy business development, constantly auditioning for clients who see them as a vendor instead of a strategic partner. Learn how you can increase your revenue by making two important decisions: the WHO decision and the WHAT decision. If you are tired of the referral lottery and ready to stop competing on price, this episode lays out what actually needs to change.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 663 - The "Fake Productivity" Trap for Tech Consultants
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources


]]>Still relying on referrals and hoping the next one brings a decent project? In this episode, I break down why your referral strategy is actually killing your margins, not growing them. I share the pattern I see with over 200 tech consultants who are great at delivery but trapped in legacy business development, constantly auditioning for clients who see them as a vendor instead of a strategic partner. Learn how you can increase your revenue by making two important decisions: the WHO decision and the WHAT decision. If you are tired of the referral lottery and ready to stop competing on price, this episode lays out what actually needs to change.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 663 - The "Fake Productivity" Trap for Tech Consultants
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources


]]>bc4d3513-1fcd-41e5-9eb7-e69c304b791eTue, 10 Feb 2026 04:30:00 +100004:44falsefull664664663 - The "Fake Productivity" Trap for Tech Consultants663 - The "Fake Productivity" Trap for Tech ConsultantsEver finish a 60-hour week and realize you didn't do a single thing to find better clients? In this episode, I break down why most tech consultants stay trapped in work that feels productive but actually keeps them stuck. I share the story of a client who was exhausted, in debt, and over-delivering on every project until we made two critical decisions together: the WHO (estate attorneys only) and the WHAT (productized service with clear scope). Six months later, he cleared his debt and doubled his profits. If you've been avoiding the hard decisions by staying busy with comfortable work, this one will challenge you to finally make the call.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 662 - How to Build an AI Strategy That Actually Works with Christine Duque
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>Ever finish a 60-hour week and realize you didn't do a single thing to find better clients? In this episode, I break down why most tech consultants stay trapped in work that feels productive but actually keeps them stuck. I share the story of a client who was exhausted, in debt, and over-delivering on every project until we made two critical decisions together: the WHO (estate attorneys only) and the WHAT (productized service with clear scope). Six months later, he cleared his debt and doubled his profits. If you've been avoiding the hard decisions by staying busy with comfortable work, this one will challenge you to finally make the call.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 662 - How to Build an AI Strategy That Actually Works with Christine Duque
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>35be85a6-4961-4aa6-8a67-6fab72d8cf9eTue, 03 Feb 2026 04:30:00 +100005:18falsefull663663662 - How to Build an AI Strategy That Actually Works with Christine Duque662 - How to Build an AI Strategy That Actually Works with Christine DuqueWhy you should listen

  1. Christine Duque, former Big Four consultant and CEO of Alonsera, shares why only 10% of global companies are seeing real impact from AI, and what separates the successful ones from the rest.
  2. Learn Christine's "Three A's" framework for making AI consumable: Automated, Anticipatory, and Augmented intelligence, plus how to progress toward autonomous operations.
  3. Get practical guidance on structuring AI transformation committees and coaching executive sponsors to drive cross-organizational buy-in.

Feeling pressure to "do something with AI" but unsure where to start without wasting budget or burning out your team? In this episode, I talk with Christine Duque, CEO of Alonsera and former Big Four consultant who now helps mid-market companies in highly regulated industries navigate AI implementation. We dig into why most AI initiatives fail before they even launch, and it's not the technology. Christine explains why treating AI like a silver bullet creates more chaos than progress, and what the 10% of companies getting real results are doing differently. If you're tired of the hype and want a grounded perspective on what AI adoption actually requires, this conversation cuts through the noise.

About Christine Duque

Christine Duque is CEO of Alonsera, a global AI consultancy helping organizations deploy AI solutions that actually scale. With executive experience at Accenture, Deloitte, and IBM, she's overseen $2B+ in AI and digital transformation projects for Fortune 50/100/500 companies—delivering results like 70% faster data ingestion and 30-50% customer engagement efficiency gains.

A sought-after speaker on ethical AI and digital transformation, Christine is actively shaping international AI standards through partnerships with Oxford University and UC Irvine. She authored the Amazon best-seller Walking in My Shoes: Shattering Glass Ceilings in Corporate America and co-founded the Women's Empowerment AI Network. An accomplished operatic soprano, she debuted at Carnegie Hall.


Resources and Links

  1. Duquesacd.com
  2. Alonsera.com
  3. Christine's LinkedIn profile
  4. Christine on Instagram: @christineduque
  5. Christine on Facebook: Christine Duque
  6. Christine on TikTok: @duquesacd
  7. Youtube Channel: Christine Duque
  8. Christine’s book: Walking In My Shoes: Shattering Glass Ceilings in Corporate America
  9. Previous episode: 661 - How Long Should You Stick With Your Consulting Niche?
  10. Check out more episodes of The Paul Higgins Podcast
  11. Join our newsletter
  12. Suggested resources
  13. Find out more about Paul and how he can help you

]]>Why you should listen

  1. Christine Duque, former Big Four consultant and CEO of Alonsera, shares why only 10% of global companies are seeing real impact from AI, and what separates the successful ones from the rest.
  2. Learn Christine's "Three A's" framework for making AI consumable: Automated, Anticipatory, and Augmented intelligence, plus how to progress toward autonomous operations.
  3. Get practical guidance on structuring AI transformation committees and coaching executive sponsors to drive cross-organizational buy-in.

Feeling pressure to "do something with AI" but unsure where to start without wasting budget or burning out your team? In this episode, I talk with Christine Duque, CEO of Alonsera and former Big Four consultant who now helps mid-market companies in highly regulated industries navigate AI implementation. We dig into why most AI initiatives fail before they even launch, and it's not the technology. Christine explains why treating AI like a silver bullet creates more chaos than progress, and what the 10% of companies getting real results are doing differently. If you're tired of the hype and want a grounded perspective on what AI adoption actually requires, this conversation cuts through the noise.

About Christine Duque

Christine Duque is CEO of Alonsera, a global AI consultancy helping organizations deploy AI solutions that actually scale. With executive experience at Accenture, Deloitte, and IBM, she's overseen $2B+ in AI and digital transformation projects for Fortune 50/100/500 companies—delivering results like 70% faster data ingestion and 30-50% customer engagement efficiency gains.

A sought-after speaker on ethical AI and digital transformation, Christine is actively shaping international AI standards through partnerships with Oxford University and UC Irvine. She authored the Amazon best-seller Walking in My Shoes: Shattering Glass Ceilings in Corporate America and co-founded the Women's Empowerment AI Network. An accomplished operatic soprano, she debuted at Carnegie Hall.


Resources and Links

  1. Duquesacd.com
  2. Alonsera.com
  3. Christine's LinkedIn profile
  4. Christine on Instagram: @christineduque
  5. Christine on Facebook: Christine Duque
  6. Christine on TikTok: @duquesacd
  7. Youtube Channel: Christine Duque
  8. Christine’s book: Walking In My Shoes: Shattering Glass Ceilings in Corporate America
  9. Previous episode: 661 - How Long Should You Stick With Your Consulting Niche?
  10. Check out more episodes of The Paul Higgins Podcast
  11. Join our newsletter
  12. Suggested resources
  13. Find out more about Paul and how he can help you

]]>6ac86a8d-9057-4de7-ae41-f3b9ed990480Fri, 30 Jan 2026 07:45:00 +100038:35falsefull662662661 - How Long Should You Stick With Your Consulting Niche?661 - How Long Should You Stick With Your Consulting Niche?Stuck three months into a niche and wondering if you picked wrong? In this episode, I share the story of a client who spent 14 months doubting his industrial automation niche before everything clicked. His first outreach response took 14 months to close. A newsletter reader opened the same email 25 times before becoming a client. I break down why most consultants quit at the exact moment their planted seeds are about to grow, and why your biggest competitor isn't other consultants but your own ability to commit long enough to let your niche work.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 660 - The Human-Centric AI Shift Every Tech Consultant Should Know with Scott Stafford
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>Stuck three months into a niche and wondering if you picked wrong? In this episode, I share the story of a client who spent 14 months doubting his industrial automation niche before everything clicked. His first outreach response took 14 months to close. A newsletter reader opened the same email 25 times before becoming a client. I break down why most consultants quit at the exact moment their planted seeds are about to grow, and why your biggest competitor isn't other consultants but your own ability to commit long enough to let your niche work.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 660 - The Human-Centric AI Shift Every Tech Consultant Should Know with Scott Stafford
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>37166da9-8c31-4d51-bb70-4ce124e87aefTue, 27 Jan 2026 05:45:00 +100004:26falsefull661661660 - The Human-Centric AI Shift Every Tech Consultant Should Know with Scott Stafford660 - The Human-Centric AI Shift Every Tech Consultant Should Know with Scott StaffordWhy you should listen

  1. Scott Stafford shares his human-centric AI framework, explaining why major tech companies are now hiring salespeople again despite investing heavily in agentic solutions.
  2. Learn how to shift 20% of your workload to voice mode and natural language, with practical examples of completing real work while away from your desk.
  3. Discover where vibe coding tools like Bolt.new hit their limits and what foundational knowledge you still need to deliver AI-first solutions for clients.

Wondering where to place your bets as AI reshapes the entire SaaS landscape? In this episode, I talk with Scott Stafford, an AI strategist working at the intersection of Salesforce, robotics, and human-centric technology. We dig into why companies that rushed to replace humans with AI are now reversing course, and what that shift means for consultants building practices today. Scott also shares his vision for how personal agents will become your new user interface, making traditional software interactions feel like relics. If you're trying to figure out where to invest your learning time and how to stay relevant as voice interfaces take over, this conversation maps out the territory ahead.

About Scott Stafford

Scott Stafford is a Human-Centric Technologist, AI Strategy Lead, and technology evangelist with 20+ years of experience bridging business strategy and emerging technology. A 27-time Salesforce certified All-Star Ranger and community leader, Scott focuses on helping people and organizations adapt to the rapidly evolving landscape of AI and the Fourth Industrial Revolution. He is co-founder of RiseWithVoice, an initiative that helps individuals strengthen both their literal and metaphorical voice to thrive in an AI-augmented future.

Resources and Links

  1. Scottstafford.ai
  2. Scott's LinkedIn profile
  3. 625 - The Salesforce Partner's AI Dilemma with Sanjeet Mahajan
  4. Bolt.new
  5. Superwhisper
  6. Previous episode: 659 - How This Salesforce Partner Grew to 25 People by Saying No with Dennis Knodt
  7. Check out more episodes of The Paul Higgins Podcast
  8. Join our newsletter
  9. Suggested resources
  10. Find out more about Paul and how he can help you

]]>Why you should listen

  1. Scott Stafford shares his human-centric AI framework, explaining why major tech companies are now hiring salespeople again despite investing heavily in agentic solutions.
  2. Learn how to shift 20% of your workload to voice mode and natural language, with practical examples of completing real work while away from your desk.
  3. Discover where vibe coding tools like Bolt.new hit their limits and what foundational knowledge you still need to deliver AI-first solutions for clients.

Wondering where to place your bets as AI reshapes the entire SaaS landscape? In this episode, I talk with Scott Stafford, an AI strategist working at the intersection of Salesforce, robotics, and human-centric technology. We dig into why companies that rushed to replace humans with AI are now reversing course, and what that shift means for consultants building practices today. Scott also shares his vision for how personal agents will become your new user interface, making traditional software interactions feel like relics. If you're trying to figure out where to invest your learning time and how to stay relevant as voice interfaces take over, this conversation maps out the territory ahead.

About Scott Stafford

Scott Stafford is a Human-Centric Technologist, AI Strategy Lead, and technology evangelist with 20+ years of experience bridging business strategy and emerging technology. A 27-time Salesforce certified All-Star Ranger and community leader, Scott focuses on helping people and organizations adapt to the rapidly evolving landscape of AI and the Fourth Industrial Revolution. He is co-founder of RiseWithVoice, an initiative that helps individuals strengthen both their literal and metaphorical voice to thrive in an AI-augmented future.

Resources and Links

  1. Scottstafford.ai
  2. Scott's LinkedIn profile
  3. 625 - The Salesforce Partner's AI Dilemma with Sanjeet Mahajan
  4. Bolt.new
  5. Superwhisper
  6. Previous episode: 659 - How This Salesforce Partner Grew to 25 People by Saying No with Dennis Knodt
  7. Check out more episodes of The Paul Higgins Podcast
  8. Join our newsletter
  9. Suggested resources
  10. Find out more about Paul and how he can help you

]]>99222ef6-95c6-4c88-96be-5b89cfe8134dTue, 20 Jan 2026 09:30:00 +100033:25falsefull660660659 - How This Salesforce Partner Grew to 25 People by Saying No with Dennis Knodt659 - How This Salesforce Partner Grew to 25 People by Saying No with Dennis KnodtWhy you should listen

  1. Dennis Knodt grew Valuent from freelancing in 2019 to a 25-person Salesforce consultancy by narrowing focus to one product line (quote-to-cash) and one geography (Germany), offering a blueprint for partners drowning in "we do everything" positioning.
  2. Learn how to structure your Salesforce AE relationships so successful projects create internal bragging that generates referrals without you having to ask, including why mid-market and enterprise AEs are more valuable than SMB relationships.
  3. Get Dennis's approach to running proof of concepts at full market rate on larger projects, giving clients tangible results before committing to six or nine-month implementations.

Trying to grow a Salesforce practice while competing against every other partner who claims they "do it all"? In this episode, I talk with Dennis Knodt, co-founder of Valuent, a Berlin-based consultancy that went from freelancing in 2019 to a 25-person team by making deliberate choices about what to say no to. We dig into why Dennis doubled down on Germany instead of chasing international expansion, and how a setback with Salesforce (when they brought in a competitor) actually led to recruiting the architect who now leads their revenue cloud practice. If you've ever wondered whether focus is really worth the short-term sacrifice, this conversation will challenge how you think about building a defensible position.

About Dennis Knodt

Dennis Knodt is the Co-Founder of Valuent, a bootstrapped Salesforce consultancy specializing in Quote-to-Cash optimization. After working at Bain and VC-backed startups like Rocket Internet and Enpal, Dennis chose to build a profitable boutique firm focused on deep expertise over growth-at-all-costs.

Resources and Links

  1. Valuent.io
  2. Dennis’s LinkedIn profile
  3. Lovable
  4. Previous episode: 658 - The Delivery Trap
  5. Check out more episodes of The Paul Higgins Podcast
  6. Join our newsletter
  7. Suggested resources
  8. Find out more about Paul and how he can help you

]]>Why you should listen

  1. Dennis Knodt grew Valuent from freelancing in 2019 to a 25-person Salesforce consultancy by narrowing focus to one product line (quote-to-cash) and one geography (Germany), offering a blueprint for partners drowning in "we do everything" positioning.
  2. Learn how to structure your Salesforce AE relationships so successful projects create internal bragging that generates referrals without you having to ask, including why mid-market and enterprise AEs are more valuable than SMB relationships.
  3. Get Dennis's approach to running proof of concepts at full market rate on larger projects, giving clients tangible results before committing to six or nine-month implementations.

Trying to grow a Salesforce practice while competing against every other partner who claims they "do it all"? In this episode, I talk with Dennis Knodt, co-founder of Valuent, a Berlin-based consultancy that went from freelancing in 2019 to a 25-person team by making deliberate choices about what to say no to. We dig into why Dennis doubled down on Germany instead of chasing international expansion, and how a setback with Salesforce (when they brought in a competitor) actually led to recruiting the architect who now leads their revenue cloud practice. If you've ever wondered whether focus is really worth the short-term sacrifice, this conversation will challenge how you think about building a defensible position.

About Dennis Knodt

Dennis Knodt is the Co-Founder of Valuent, a bootstrapped Salesforce consultancy specializing in Quote-to-Cash optimization. After working at Bain and VC-backed startups like Rocket Internet and Enpal, Dennis chose to build a profitable boutique firm focused on deep expertise over growth-at-all-costs.

Resources and Links

  1. Valuent.io
  2. Dennis’s LinkedIn profile
  3. Lovable
  4. Previous episode: 658 - The Delivery Trap
  5. Check out more episodes of The Paul Higgins Podcast
  6. Join our newsletter
  7. Suggested resources
  8. Find out more about Paul and how he can help you

]]>ba024401-ba21-4ed7-a073-afcc998e3d53Tue, 13 Jan 2026 09:00:00 +100034:51falsefull659659658 - The Delivery Trap658 - The Delivery TrapSpending 60+ hours a week on client work and wondering why your pipeline is empty? In this episode, I break down why being brilliant at delivery is actually keeping you stuck. You'll learn the four-step framework I use to help consultants escape the delivery trap and start tracking the metric that actually matters: growth hours. If you've built a job instead of a business, this episode shows you how to change that.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 657 - What's Your Resolution?
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>Spending 60+ hours a week on client work and wondering why your pipeline is empty? In this episode, I break down why being brilliant at delivery is actually keeping you stuck. You'll learn the four-step framework I use to help consultants escape the delivery trap and start tracking the metric that actually matters: growth hours. If you've built a job instead of a business, this episode shows you how to change that.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 657 - What's Your Resolution?
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources

]]>ef975b74-a83e-4869-88cc-a1f615c5fab3Tue, 06 Jan 2026 06:45:00 +100004:19falsefull658658657 - What's Your Resolution?657 - What's Your Resolution?Heading into the new year without a clear focus for your consulting business? In this quick episode, I reflect on 2025 and encourage you to use any downtime to dig into the podcast archives. Whether you're looking for episodes on AI, positioning, partnerships, pricing, or escaping delivery, there's something here for you. I'd also love to hear from you directly. What's your resolution for 2026? What challenge are you tackling first? Drop me a message and let's connect.

Resources and Links

  1. Email me at: paul@paulhigginsmentoring.com
  2. Previous episode: 656 - Don't Do It Alone
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources


]]>Heading into the new year without a clear focus for your consulting business? In this quick episode, I reflect on 2025 and encourage you to use any downtime to dig into the podcast archives. Whether you're looking for episodes on AI, positioning, partnerships, pricing, or escaping delivery, there's something here for you. I'd also love to hear from you directly. What's your resolution for 2026? What challenge are you tackling first? Drop me a message and let's connect.

Resources and Links

  1. Email me at: paul@paulhigginsmentoring.com
  2. Previous episode: 656 - Don't Do It Alone
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources


]]>2ad28858-cee3-4f42-b02f-6003e540d3a5Tue, 30 Dec 2025 04:30:00 +100002:35falsefull657657656 - Don't Do It Alone656 - Don't Do It AloneDid you hit your targets in 2025? Or are you still stuck chasing clients and trying to figure it out alone? In this solo episode, I get brutally honest about my own struggles, including when I couldn't see what needed to change from inside my own business and had to bring back my mentor to push me. I share how one client, Jack, made the WHO and WHAT decisions he'd been avoiding and increased his revenue by 29% with his highest month ever. I also explain why AI, as powerful as it is, can't make the fundamental strategic decisions for you. If you're heading into 2026 without a clear plan, this episode is the wake-up call you need.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 655 - From Hourly Rates to Outcome Pricing
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources


]]>Did you hit your targets in 2025? Or are you still stuck chasing clients and trying to figure it out alone? In this solo episode, I get brutally honest about my own struggles, including when I couldn't see what needed to change from inside my own business and had to bring back my mentor to push me. I share how one client, Jack, made the WHO and WHAT decisions he'd been avoiding and increased his revenue by 29% with his highest month ever. I also explain why AI, as powerful as it is, can't make the fundamental strategic decisions for you. If you're heading into 2026 without a clear plan, this episode is the wake-up call you need.

Resources and Links

  1. Apply for a Multiplier Call
  2. Previous episode: 655 - From Hourly Rates to Outcome Pricing
  3. Check out more episodes of the Paul Higgins Podcast
  4. Subscribe to our YouTube channel: @PaulHigginsMentoring
  5. Join our newsletter
  6. Suggested resources


]]>0fe110a2-ea98-41cf-83cb-3206d2d6fb1dTue, 23 Dec 2025 04:30:00 +100007:26falsefull656656655 - From Hourly Rates to Outcome Pricing655 - From Hourly Rates to Outcome PricingStuck waiting for your platform's marketplace to send you your next lead? In this episode, I break down the three traps that keep SaaS partners grinding on low-margin implementations, and what happened when a Monday.com partner finally made the WHO and WHAT decisions he'd been avoiding. We dig into how he went from competing on price with thousands of other partners to closing his biggest deal ever by selling outcomes instead of configurations. If you're a Salesforce, Zoho, or HubSpot partner who's tired of being at the mercy of algorithm changes, this one shows you what it looks like to own your pipeline.

Resources and Links



]]>Stuck waiting for your platform's marketplace to send you your next lead? In this episode, I break down the three traps that keep SaaS partners grinding on low-margin implementations, and what happened when a Monday.com partner finally made the WHO and WHAT decisions he'd been avoiding. We dig into how he went from competing on price with thousands of other partners to closing his biggest deal ever by selling outcomes instead of configurations. If you're a Salesforce, Zoho, or HubSpot partner who's tired of being at the mercy of algorithm changes, this one shows you what it looks like to own your pipeline.

Resources and Links



]]>ca6cf3fb-5ed7-4216-872b-26474ca7880aTue, 16 Dec 2025 05:45:00 +100006:51falsefull655655654 - How to Build Automations That Actually Scale With Your Business with Jared Weiss654 - How to Build Automations That Actually Scale With Your Business with Jared WeissWhy you should listen

  1. Learn the specific signals that indicate a client is ready for automation support, including the "cusp of scale" indicators Jared uses to identify businesses where systems work can deliver immediate ROI.
  2. Get the scoping questions Jared asks before every automation project, from "Is this always going to be assigned to this person?" to the scale and maintenance questions that prevent tech debt before it starts.
  3. Discover how Jared positions automation services as strategic partnership rather than task execution, allowing him to charge for advice and push back on client ideas rather than just building what they ask for.

Scaling your business but drowning in systems that don't talk to each other and growing pains that get louder by the week? In this episode, I talk with Jared Weiss from Matix Flows, who spent over a decade in the startup trenches before launching his own automation consultancy. We dig into why so many business owners end up with tech debt they don't even realize they're building, and what it takes to create systems that actually support growth instead of creating constant firefighting. If you've ever wondered whether your automation setup is helping or secretly holding you back, this conversation will challenge how you think about your operations.

About Jared Weiss

Jared Weiss is the founder of Matix Flows, where he helps growing businesses turn messy systems and scattered workflows into smooth, scalable operations. With over a decade of marketing and automation experience—including serving as Director of Marketing at SaaS company Redlist—Jared specializes in business automation, CRM optimization, and strategic consulting with hands-on execution.

Known for his holistic approach from working across multiple departments, Jared bridges the gaps between marketing, sales, and operations to create systems that actually work. He partners directly with business owners buried in manual tasks, helping them automate follow-ups, lead routing, and task handoffs so they can focus on growth instead of getting stuck in the weeds. His philosophy is simple: ideas alone don't drive growth—systems do.


Resources and Links


]]>Why you should listen

  1. Learn the specific signals that indicate a client is ready for automation support, including the "cusp of scale" indicators Jared uses to identify businesses where systems work can deliver immediate ROI.
  2. Get the scoping questions Jared asks before every automation project, from "Is this always going to be assigned to this person?" to the scale and maintenance questions that prevent tech debt before it starts.
  3. Discover how Jared positions automation services as strategic partnership rather than task execution, allowing him to charge for advice and push back on client ideas rather than just building what they ask for.

Scaling your business but drowning in systems that don't talk to each other and growing pains that get louder by the week? In this episode, I talk with Jared Weiss from Matix Flows, who spent over a decade in the startup trenches before launching his own automation consultancy. We dig into why so many business owners end up with tech debt they don't even realize they're building, and what it takes to create systems that actually support growth instead of creating constant firefighting. If you've ever wondered whether your automation setup is helping or secretly holding you back, this conversation will challenge how you think about your operations.

About Jared Weiss

Jared Weiss is the founder of Matix Flows, where he helps growing businesses turn messy systems and scattered workflows into smooth, scalable operations. With over a decade of marketing and automation experience—including serving as Director of Marketing at SaaS company Redlist—Jared specializes in business automation, CRM optimization, and strategic consulting with hands-on execution.

Known for his holistic approach from working across multiple departments, Jared bridges the gaps between marketing, sales, and operations to create systems that actually work. He partners directly with business owners buried in manual tasks, helping them automate follow-ups, lead routing, and task handoffs so they can focus on growth instead of getting stuck in the weeds. His philosophy is simple: ideas alone don't drive growth—systems do.


Resources and Links


]]>032516bd-2cec-4910-873b-6f7c5c2403c7Tue, 09 Dec 2025 04:30:00 +100035:13falsefull654654653 - Why Plumbers Get Paid More Than Most Consultants653 - Why Plumbers Get Paid More Than Most ConsultantsTired of hearing "let me think about it" after every proposal? In this episode, I break down why most tech consultants are stuck grinding on $3K projects while plumbers are one of the highest paid trades. I share the story of David, a CRM consultant who was targeting the right companies but solving the wrong problem, and how one shift took him from $5K projects to his first $250K contract in six months. If you've been told you need better marketing, better positioning, or a tighter niche but nothing's moving the needle, the real issue might be simpler than you think.

Resources and Links


]]>Tired of hearing "let me think about it" after every proposal? In this episode, I break down why most tech consultants are stuck grinding on $3K projects while plumbers are one of the highest paid trades. I share the story of David, a CRM consultant who was targeting the right companies but solving the wrong problem, and how one shift took him from $5K projects to his first $250K contract in six months. If you've been told you need better marketing, better positioning, or a tighter niche but nothing's moving the needle, the real issue might be simpler than you think.

Resources and Links


]]>3f56246e-5c7d-4c66-bbfd-d49c459db981Fri, 05 Dec 2025 04:30:00 +100005:54falsefull653653652 - Building a Top 3% HubSpot Partner Through Vertical Focus and Culture-First Leadership with Gemma Price652 - Building a Top 3% HubSpot Partner Through Vertical Focus and Culture-First Leadership with Gemma PriceWhy you should listen

  1. Gemma shares how she turned a £7 million stack of paper inquiries into a thriving HubSpot consultancy—proof that seeing inefficiency others ignore can become your biggest opportunity.
  2. Understand why narrowing your focus during uncertainty can accelerate growth faster than diversifying.
  3. Discover how building a culture focused on psychological safety helped HubGem become one of the world's happiest workplaces—and why that's their competitive advantage against bigger agencies.

How do you compete with bigger agencies when you can't match their salaries? In this episode, I sit down with Gemma Price, founder of HubGem, who built a 20-person HubSpot consultancy focused exclusively on the education sector. Gemma shares the moment she discovered millions of pounds worth of leads sitting in a colleague's bottom drawer on paper, and how that frustration sparked her entrepreneurial journey. We dive into why she resisted the urge to diversify during COVID, the change management principles that make tech adoption actually stick, and how prioritizing human connection over perks created a culture that retains talent. Plus, Gemma's take on where AI meets CRM and why the future belongs to those who don't sacrifice humanity for efficiency.

About Gemma Price

Gemma Price is an entrepreneur and award-winning CEO recognised for building one of the world’s happiest workplaces. She scaled HubGem to become a Top 3% global HubSpot partner by vertically specialising in education and leading with a culture-first approach. 

Gemma helps founders harness AI, experience the power of intuitive psychology coaching, and embrace human-centred leadership to build scalable businesses without the burnout.


Resources and Links



Gemma offers transformational 1:1 and group Intuitive Psychology Coaching and also consults with leaders on building happier workplaces. Learn more about the different ways you can work with Gemma at Intuitive.co

]]>Why you should listen

  1. Gemma shares how she turned a £7 million stack of paper inquiries into a thriving HubSpot consultancy—proof that seeing inefficiency others ignore can become your biggest opportunity.
  2. Understand why narrowing your focus during uncertainty can accelerate growth faster than diversifying.
  3. Discover how building a culture focused on psychological safety helped HubGem become one of the world's happiest workplaces—and why that's their competitive advantage against bigger agencies.

How do you compete with bigger agencies when you can't match their salaries? In this episode, I sit down with Gemma Price, founder of HubGem, who built a 20-person HubSpot consultancy focused exclusively on the education sector. Gemma shares the moment she discovered millions of pounds worth of leads sitting in a colleague's bottom drawer on paper, and how that frustration sparked her entrepreneurial journey. We dive into why she resisted the urge to diversify during COVID, the change management principles that make tech adoption actually stick, and how prioritizing human connection over perks created a culture that retains talent. Plus, Gemma's take on where AI meets CRM and why the future belongs to those who don't sacrifice humanity for efficiency.

About Gemma Price

Gemma Price is an entrepreneur and award-winning CEO recognised for building one of the world’s happiest workplaces. She scaled HubGem to become a Top 3% global HubSpot partner by vertically specialising in education and leading with a culture-first approach. 

Gemma helps founders harness AI, experience the power of intuitive psychology coaching, and embrace human-centred leadership to build scalable businesses without the burnout.


Resources and Links



Gemma offers transformational 1:1 and group Intuitive Psychology Coaching and also consults with leaders on building happier workplaces. Learn more about the different ways you can work with Gemma at Intuitive.co

]]>0e919cc0-0cb0-410f-8889-0b396f462af5Tue, 02 Dec 2025 04:30:00 +100038:34falsefull652652651 - Platform-Agnostic Consulting: Why SaaS Partners Are Making the Switch to AI with Leandra Nisbet651 - Platform-Agnostic Consulting: Why SaaS Partners Are Making the Switch to AI with Leandra NisbetWhy you should listen

  1. Discover the simple formula for calculating ROI on AI tools before you implement them, so you stop wasting money on platforms you'll never use.
  2. Leandra reveals how she helps burnt-out business owners fall back in love with their companies while scaling revenue—without adding more to their plate.
  3. Learn why the most effective automations aren't the flashy AI agents everyone's talking about, but strategic tweaks to tools you already own.

You're stuck at a revenue ceiling and drowning in delivery work. Every "AI solution" promises to save you time, but you're paralyzed by options and skeptical of the hype. Meanwhile, you're working harder than ever with nothing to show for it.

In this episode, I sit down with Leandra Nisbet from Stingray Advisory Group to cut through the AI noise. Leandra shares her battle-tested approach to helping consultants scale without burning out using practical automation that actually moves the needle. We dig into why chasing every new AI tool is killing your productivity, how to know if an implementation will pay off before you start, and why human expertise still wins over bots.


About Leandra Nisbet

Leandra Nisbet is the Founder & Owner of Stingray Advisory Group, a woman- and minority-owned advisory firm based in Michigan. With a background in finance, marketing, computer technology and team operations, Leandra helps small business owners and entrepreneurs scale with confidence by combining streamlined systems, strategic decision-making and a deep understanding of what drives sustainable growth.

Stingray Advisory Group specializes in marketing strategy, financial management and business planning by meeting clients where they are, whether clarifying goals, navigating cash flow challenges or preparing for expansion. The firm is focused on community impact, with a mission to support under-resourced entrepreneurs and empower women and BIPOC business owners to build sustainable, purpose-driven companies.


Resources and Links


]]>Why you should listen

  1. Discover the simple formula for calculating ROI on AI tools before you implement them, so you stop wasting money on platforms you'll never use.
  2. Leandra reveals how she helps burnt-out business owners fall back in love with their companies while scaling revenue—without adding more to their plate.
  3. Learn why the most effective automations aren't the flashy AI agents everyone's talking about, but strategic tweaks to tools you already own.

You're stuck at a revenue ceiling and drowning in delivery work. Every "AI solution" promises to save you time, but you're paralyzed by options and skeptical of the hype. Meanwhile, you're working harder than ever with nothing to show for it.

In this episode, I sit down with Leandra Nisbet from Stingray Advisory Group to cut through the AI noise. Leandra shares her battle-tested approach to helping consultants scale without burning out using practical automation that actually moves the needle. We dig into why chasing every new AI tool is killing your productivity, how to know if an implementation will pay off before you start, and why human expertise still wins over bots.


About Leandra Nisbet

Leandra Nisbet is the Founder & Owner of Stingray Advisory Group, a woman- and minority-owned advisory firm based in Michigan. With a background in finance, marketing, computer technology and team operations, Leandra helps small business owners and entrepreneurs scale with confidence by combining streamlined systems, strategic decision-making and a deep understanding of what drives sustainable growth.

Stingray Advisory Group specializes in marketing strategy, financial management and business planning by meeting clients where they are, whether clarifying goals, navigating cash flow challenges or preparing for expansion. The firm is focused on community impact, with a mission to support under-resourced entrepreneurs and empower women and BIPOC business owners to build sustainable, purpose-driven companies.


Resources and Links


]]>ae948f93-2ca4-43e0-8a17-958e2483c039Tue, 25 Nov 2025 04:30:00 +100030:46falsefull651651650 - How to Turn a Quiet List into a Revenue Machine650 - How to Turn a Quiet List into a Revenue MachineYou've got a database of hundreds, maybe thousands of leads sitting there not converting, and you're stuck wondering if you should keep chasing new leads or finally fix your positioning. I recently worked with a business owner who had this exact problem—thousands of people in their database, strong team, solid systems, but fuzzy messaging. In this episode, I walk through the three-step process we used to get them on track for 50% growth without adding headcount. I also share why most reactivation campaigns fail and the one thing you need to check before sending a single email. If you've got a list that isn't converting, this episode shows you exactly where to start.

]]>You've got a database of hundreds, maybe thousands of leads sitting there not converting, and you're stuck wondering if you should keep chasing new leads or finally fix your positioning. I recently worked with a business owner who had this exact problem—thousands of people in their database, strong team, solid systems, but fuzzy messaging. In this episode, I walk through the three-step process we used to get them on track for 50% growth without adding headcount. I also share why most reactivation campaigns fail and the one thing you need to check before sending a single email. If you've got a list that isn't converting, this episode shows you exactly where to start.

]]>4e24a0f8-ba2a-482f-9a2c-4e8851598440Fri, 21 Nov 2025 04:30:00 +100007:59falsefull650650649 - The Real Reason Your To-Do List Never Gets Done (It's Not What You Think) with Kelly Fifield649 - The Real Reason Your To-Do List Never Gets Done (It's Not What You Think) with Kelly FifieldWhy you should listen

  1. Kelly Fifield shares her practical approach to using AI for productivity without getting lost in complicated automations that waste weeks of your time.
  2. Discover the critical difference between using AI as a task-focused executive assistant versus a strategic business coach—and why you need both to avoid getting trapped in research while missing revenue goals.
  3. Learn why starting simple with AI beats jumping straight to complex automations, and get Kelly's framework for deciding what to automate first.

Are you drowning in AI tools and automation tutorials that promise everything but deliver confusion? I sit down with Kelly Fifield, a certified life coach who helps coaches incorporate AI and productivity systems into their businesses. We cut through the hype to discuss what actually works: using AI as your executive assistant and strategic coach, creating content from coaching calls, and why you should avoid the automation rabbit hole until you've solved problems the simple way first. Kelly reveals her honest take on ChatGPT vs Claude vs Gemini, how to use Notebook LM for processing large content libraries, and the one emotion causing most of your procrastination. If you're tired of wasting time on AI tools that don't deliver, this conversation will help you focus on what matters.



About Kelly Fifield

Kelly Fifield is an AI systems strategist, productivity specialist, and certified life coach whose frameworks deliver organized focus and AI-amplified results. She works on Rick Mulready’s AI Playbook team, where she’s fielded thousands of entrepreneur questions about AI and turned that frontline experience into practical, repeatable workflows and systems.

A former math teacher, Kelly balanced three jobs while transitioning into AI and operations, pressure-testing the systems she now teaches. On her podcast, she shares plain-English strategies for dramatic productivity gains. With AI in the mix, clients routinely achieve output that once took a team. They say sessions with Kelly are the best part of their week - clear next steps, real momentum, and a coach who’s warm, direct, and genuinely fun to work with.


Resources and Links


]]>Why you should listen

  1. Kelly Fifield shares her practical approach to using AI for productivity without getting lost in complicated automations that waste weeks of your time.
  2. Discover the critical difference between using AI as a task-focused executive assistant versus a strategic business coach—and why you need both to avoid getting trapped in research while missing revenue goals.
  3. Learn why starting simple with AI beats jumping straight to complex automations, and get Kelly's framework for deciding what to automate first.

Are you drowning in AI tools and automation tutorials that promise everything but deliver confusion? I sit down with Kelly Fifield, a certified life coach who helps coaches incorporate AI and productivity systems into their businesses. We cut through the hype to discuss what actually works: using AI as your executive assistant and strategic coach, creating content from coaching calls, and why you should avoid the automation rabbit hole until you've solved problems the simple way first. Kelly reveals her honest take on ChatGPT vs Claude vs Gemini, how to use Notebook LM for processing large content libraries, and the one emotion causing most of your procrastination. If you're tired of wasting time on AI tools that don't deliver, this conversation will help you focus on what matters.



About Kelly Fifield

Kelly Fifield is an AI systems strategist, productivity specialist, and certified life coach whose frameworks deliver organized focus and AI-amplified results. She works on Rick Mulready’s AI Playbook team, where she’s fielded thousands of entrepreneur questions about AI and turned that frontline experience into practical, repeatable workflows and systems.

A former math teacher, Kelly balanced three jobs while transitioning into AI and operations, pressure-testing the systems she now teaches. On her podcast, she shares plain-English strategies for dramatic productivity gains. With AI in the mix, clients routinely achieve output that once took a team. They say sessions with Kelly are the best part of their week - clear next steps, real momentum, and a coach who’s warm, direct, and genuinely fun to work with.


Resources and Links


]]>e1755bfe-78e6-46e5-b429-0d89cc893da1Tue, 18 Nov 2025 04:30:00 +100038:11falsefull649649648 - Skating to Where the Puck is Going: AI Transformation for Service Providers with Mark Emond648 - Skating to Where the Puck is Going: AI Transformation for Service Providers with Mark EmondWhy you should listen

  1. Mark Emond shares his strategic pivot from traditional marketing automation to AI transformation services, offering a proven roadmap for consultants looking to evolve their positioning before the market forces them to.
  2. Discover how to identify and attract visionary clients who are ready to invest strategically rather than just experiment—learn the signals that separate early adopters from those who'll waste your time with endless pilot projects.
  3. Get practical insights on building an internal AI Innovation Lab that drives both client value and operational efficiency, including how to structure experimentation without killing momentum or burning budget.

I'm watching too many consultants get paralyzed by AI—either ignoring it completely or drowning in tool experimentation without a strategy. Mark Emond made a bold pivot, repositioning his B2B marketing consultancy to lead AI transformation for enterprise CMOs. In this conversation, we dig into how he identified the shift before his clients demanded it, how he's separating visionary buyers from tire-kickers, and what he's learning by building an internal AI Innovation Lab where his team plays with everything from ChatGPT to Make and Clay. If you're sitting on technical expertise but wondering how to package it for the AI era without becoming a commodity, this episode shows you exactly how one founder is skating to where the puck is going.


About Mark Emond

Demand Spring’s founder, Mark has a tremendous passion for helping marketing leaders transform their Revenue Marketing practices with AI, enabling them to become strategic leaders within their organizations. A Forbes Council member and contributor to MarketingProfs, Mark brings thought leadership to the marketing community, sharing insights on cutting-edge strategies, industry trends, and AI-driven marketing transformation. 

Prior to founding Demand Spring, spent 17 years in marketing leadership roles at IBM, Cognos, Watchfire, and Corel. Mark happily resides in Ottawa, the coldest capital city in the world, with his wife and teenage daughter. He combines his passion for athletics and developing young people as the coach of one of the top competitive girls basketball teams in Ontario. 


Resources and Links


]]>Why you should listen

  1. Mark Emond shares his strategic pivot from traditional marketing automation to AI transformation services, offering a proven roadmap for consultants looking to evolve their positioning before the market forces them to.
  2. Discover how to identify and attract visionary clients who are ready to invest strategically rather than just experiment—learn the signals that separate early adopters from those who'll waste your time with endless pilot projects.
  3. Get practical insights on building an internal AI Innovation Lab that drives both client value and operational efficiency, including how to structure experimentation without killing momentum or burning budget.

I'm watching too many consultants get paralyzed by AI—either ignoring it completely or drowning in tool experimentation without a strategy. Mark Emond made a bold pivot, repositioning his B2B marketing consultancy to lead AI transformation for enterprise CMOs. In this conversation, we dig into how he identified the shift before his clients demanded it, how he's separating visionary buyers from tire-kickers, and what he's learning by building an internal AI Innovation Lab where his team plays with everything from ChatGPT to Make and Clay. If you're sitting on technical expertise but wondering how to package it for the AI era without becoming a commodity, this episode shows you exactly how one founder is skating to where the puck is going.


About Mark Emond

Demand Spring’s founder, Mark has a tremendous passion for helping marketing leaders transform their Revenue Marketing practices with AI, enabling them to become strategic leaders within their organizations. A Forbes Council member and contributor to MarketingProfs, Mark brings thought leadership to the marketing community, sharing insights on cutting-edge strategies, industry trends, and AI-driven marketing transformation. 

Prior to founding Demand Spring, spent 17 years in marketing leadership roles at IBM, Cognos, Watchfire, and Corel. Mark happily resides in Ottawa, the coldest capital city in the world, with his wife and teenage daughter. He combines his passion for athletics and developing young people as the coach of one of the top competitive girls basketball teams in Ontario. 


Resources and Links


]]>c8662728-8abd-48af-be8a-5d4c9d029948Tue, 11 Nov 2025 04:30:00 +100031:55falsefull648648647 - The Cost of Figuring It Out Alone647 - The Cost of Figuring It Out AloneEver feel like you're burning through tactics (LinkedIn, conferences, outbound) with nothing sticking while your spouse picks up the financial slack? You're smart enough to execute anything, but you're making million-dollar decisions about equity, offshore teams, and pipeline strategy completely alone. Your peer group can't help because they're still solopreneurs. Your casual mentors give generic advice. And you'd pay someone a fortune just to tell you what you did wrong in the last 12 months. Two consultants I spoke with, both mid-to-high six figures and both technically brilliant, were living this exact reality. One's a Salesforce partner wrestling with niche versus product focus. The other's an Airtable partner navigating equity deals with a peer group that's outgrown. In this episode, I break down why strategic isolation kills growth and reveal the three things you can't get from your current support system: pattern recognition across multiple businesses, permission to challenge your assumptions, and execution frameworks that compress time.

Resources and Links


]]>Ever feel like you're burning through tactics (LinkedIn, conferences, outbound) with nothing sticking while your spouse picks up the financial slack? You're smart enough to execute anything, but you're making million-dollar decisions about equity, offshore teams, and pipeline strategy completely alone. Your peer group can't help because they're still solopreneurs. Your casual mentors give generic advice. And you'd pay someone a fortune just to tell you what you did wrong in the last 12 months. Two consultants I spoke with, both mid-to-high six figures and both technically brilliant, were living this exact reality. One's a Salesforce partner wrestling with niche versus product focus. The other's an Airtable partner navigating equity deals with a peer group that's outgrown. In this episode, I break down why strategic isolation kills growth and reveal the three things you can't get from your current support system: pattern recognition across multiple businesses, permission to challenge your assumptions, and execution frameworks that compress time.

Resources and Links


]]>ddd8334c-231b-451f-8db0-514973addb22Fri, 07 Nov 2025 04:30:00 +100013:19falsefull647647646 - Why This Consultant Targets Job Postings Instead of Cold Outreach (And Gets Better Results) with Andy Culligan646 - Why This Consultant Targets Job Postings Instead of Cold Outreach (And Gets Better Results) with Andy CulliganWhy you should listen

  1. Discover why targeting companies posting job ads on LinkedIn crushes cold outreach, and how Andy positions himself to connect directly with decision-makers actively looking for his expertise (no complex funnels required).
  2. Learn how podcasting opens doors. Andy shares how it  gets him in front of impossible-to-reach prospects, plus the truth about why most consultants quit after two episodes.
  3. Get Andy's exact visibility playbook including how to leverage awards and PR for massive LinkedIn engagement, why offline networking is making a comeback, and the AI-powered intent data strategy that identifies which accounts are actively searching for solutions like yours right now.

Most consultants hit the same wall. Their personal network dries up. Cold outreach feels like screaming into the void. Every marketing guru pushes complex funnels and expensive ad campaigns that don't work for high-ticket consulting.

In this episode, Andy Culligan breaks down how he built his fractional CMO practice serving $10M-$50M SaaS companies without cold outreach at scale or massive marketing budgets.

We explore why SaaS companies get stuck at key revenue milestones and what changes in their go-to-market approach. Andy shares his team's MarTech stack and how they've automated client operations using AI agents that analyze contracts and recommend pricing to prevent churn.

If you're selling high-ticket services and tired of tactics that don't work for consultants, this delivers the blueprint.


About Andy Culligan

Andy is a fractional CMO, and CEO / Co-Founder at purple path, a GTM partner for B2B SaaS companies.

Andy describes himself as a sales person stuck in a marketer's body, and excels in aligning marketing and sales teams to drive revenue growth.

With over a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost.


Resources and Links


]]>Why you should listen

  1. Discover why targeting companies posting job ads on LinkedIn crushes cold outreach, and how Andy positions himself to connect directly with decision-makers actively looking for his expertise (no complex funnels required).
  2. Learn how podcasting opens doors. Andy shares how it  gets him in front of impossible-to-reach prospects, plus the truth about why most consultants quit after two episodes.
  3. Get Andy's exact visibility playbook including how to leverage awards and PR for massive LinkedIn engagement, why offline networking is making a comeback, and the AI-powered intent data strategy that identifies which accounts are actively searching for solutions like yours right now.

Most consultants hit the same wall. Their personal network dries up. Cold outreach feels like screaming into the void. Every marketing guru pushes complex funnels and expensive ad campaigns that don't work for high-ticket consulting.

In this episode, Andy Culligan breaks down how he built his fractional CMO practice serving $10M-$50M SaaS companies without cold outreach at scale or massive marketing budgets.

We explore why SaaS companies get stuck at key revenue milestones and what changes in their go-to-market approach. Andy shares his team's MarTech stack and how they've automated client operations using AI agents that analyze contracts and recommend pricing to prevent churn.

If you're selling high-ticket services and tired of tactics that don't work for consultants, this delivers the blueprint.


About Andy Culligan

Andy is a fractional CMO, and CEO / Co-Founder at purple path, a GTM partner for B2B SaaS companies.

Andy describes himself as a sales person stuck in a marketer's body, and excels in aligning marketing and sales teams to drive revenue growth.

With over a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost.


Resources and Links


]]>84f0c5a1-9e7b-4af6-be9e-834ecf935afbTue, 04 Nov 2025 04:30:00 +100033:04falsefull646646645 - How to Build AI Automations That Actually Make You Money with Jason Alberti645 - How to Build AI Automations That Actually Make You Money with Jason AlbertiWhy you should listen

  1. Jason Alberti reveals his complete end-to-end automation system built on N8N that transforms website leads into qualified prospects with research reports, generates customized proposals from call transcripts, and eliminates the hours you're wasting on repetitive client work.
  2. Discover why strategically keeping humans in the loop at specific checkpoints prevents AI disasters and builds trust with clients who can tell when everything is automated versus thoughtfully assisted by technology.
  3. Learn why focusing on one core principle (automation) beats being a jack-of-all-trades, and how Jason wrote an entire book in 8 weeks using the same AI frameworks he teaches clients.

You're spending hours researching prospects before calls, writing custom proposals from scratch, and drowning in follow-up tasks that could be automated. Meanwhile, your competitors are closing deals faster because they've systemized what you're still doing manually. In this episode, I sit down with Jason Alberti, an AI automation consultant who helps conscious entrepreneurs escape tech overwhelm. We dive into his exact workflow for automating lead qualification, pre-call research, and proposal generation using tools like N8N, Perplexity, and ChatGPT. Jason also shares his journey from jack-of-all-trades to automation specialist, why referrals remain his best go-to-market strategy, and how he wrote a complete book in 8 weeks using AI. If you're tired of being buried in repetitive tasks instead of serving clients, this episode will show you the practical path forward.


About Jason Alberti

Jason Alberti is a seasoned entrepreneur, AI expert, and digital strategist with over 20 years of experience in marketing, systems design, and business optimization. He’s the creator of Freedom From Chaos, a groundbreaking framework that helps conscious entrepreneurs streamline their lives and businesses using the power of AI. Jason is passionate about making advanced technology accessible, practical, and deeply human. His work bridges the gap between automation and authenticity, empowering business owners to reclaim their time, amplify their impact, and live with intention.


Resources and Links



]]>Why you should listen

  1. Jason Alberti reveals his complete end-to-end automation system built on N8N that transforms website leads into qualified prospects with research reports, generates customized proposals from call transcripts, and eliminates the hours you're wasting on repetitive client work.
  2. Discover why strategically keeping humans in the loop at specific checkpoints prevents AI disasters and builds trust with clients who can tell when everything is automated versus thoughtfully assisted by technology.
  3. Learn why focusing on one core principle (automation) beats being a jack-of-all-trades, and how Jason wrote an entire book in 8 weeks using the same AI frameworks he teaches clients.

You're spending hours researching prospects before calls, writing custom proposals from scratch, and drowning in follow-up tasks that could be automated. Meanwhile, your competitors are closing deals faster because they've systemized what you're still doing manually. In this episode, I sit down with Jason Alberti, an AI automation consultant who helps conscious entrepreneurs escape tech overwhelm. We dive into his exact workflow for automating lead qualification, pre-call research, and proposal generation using tools like N8N, Perplexity, and ChatGPT. Jason also shares his journey from jack-of-all-trades to automation specialist, why referrals remain his best go-to-market strategy, and how he wrote a complete book in 8 weeks using AI. If you're tired of being buried in repetitive tasks instead of serving clients, this episode will show you the practical path forward.


About Jason Alberti

Jason Alberti is a seasoned entrepreneur, AI expert, and digital strategist with over 20 years of experience in marketing, systems design, and business optimization. He’s the creator of Freedom From Chaos, a groundbreaking framework that helps conscious entrepreneurs streamline their lives and businesses using the power of AI. Jason is passionate about making advanced technology accessible, practical, and deeply human. His work bridges the gap between automation and authenticity, empowering business owners to reclaim their time, amplify their impact, and live with intention.


Resources and Links



]]>b0c11dbf-a564-48d3-bac0-febdc3f20611Tue, 28 Oct 2025 04:30:00 +100038:19falsefull645645644 - From $10K Deals to $200K Deals: A Business Model Story644 - From $10K Deals to $200K Deals: A Business Model StoryYou're spending thousands on outreach agencies, cold email tools, and marketing tactics—but your revenue is stuck. You keep trying new strategies, but nothing seems to move the needle.

Here's the hard truth: the problem isn't your tactics. It's your business model. And you can't see it because you're inside the jar.

In this episode, I share two real client examples who transformed their revenue—not by running faster, but by fixing their fundamental business model. One went from confused positioning across three platforms to one clear niche. The other went from $10K deals to $200K deals—same person, different model.

Most consultants are selling too many things to too many people, doing deals too small for the complexity, and competing on price instead of value. No marketing tactic fixes a broken business model.

Resources and Links


]]>You're spending thousands on outreach agencies, cold email tools, and marketing tactics—but your revenue is stuck. You keep trying new strategies, but nothing seems to move the needle.

Here's the hard truth: the problem isn't your tactics. It's your business model. And you can't see it because you're inside the jar.

In this episode, I share two real client examples who transformed their revenue—not by running faster, but by fixing their fundamental business model. One went from confused positioning across three platforms to one clear niche. The other went from $10K deals to $200K deals—same person, different model.

Most consultants are selling too many things to too many people, doing deals too small for the complexity, and competing on price instead of value. No marketing tactic fixes a broken business model.

Resources and Links


]]>f94e21dc-4341-4b7e-8282-d88875e6040dFri, 24 Oct 2025 04:30:00 +100010:15falsefull644644643 - From Tech Chaos to White-Label Software in 90 Days with Robin Alex643 - From Tech Chaos to White-Label Software in 90 Days with Robin AlexWhy you should listen

  1. Robin Alex shares the exact problem that led to creating GoHighLevel—and how solving your own biggest pain point can become an 8-figure business opportunity
  2. Learn why the most successful agencies focus on outcomes instead of showcasing their impressive tech stacks, and how to reposition your business accordingly
  3. Discover the emerging opportunities in AI, WhatsApp, and desk phone integration that are driving unexpected growth for consulting partners right now

I've watched too many consultants drown in their own tech stacks.

They build these impressive automation workflows, connecting 15 different tools through Zapier, and then wonder why clients aren't lining up to work with them. The tech is brilliant. The business results? Not so much.

In this episode, Robin Alex and I tackle the fundamental question facing every consultant right now: where do you actually sit when SaaS, AI, and no-code platforms are all converging at once?

We explore the practical reality of white-labeling your IP (spoiler: it's an 80/20 split between turnkey solutions and custom work, not the 100% out-of-the-box dream you're imagining). Robin shares why natural language prompts are about to eliminate the multi-click workflows we've all gotten used to, and how to think about AI integration without getting paralyzed by the endless options.

The biggest insight? Stop building tech museums. Your clients don't want to tour your impressive automation setup. They want their problem solved fast, and they want to know you can do it again for the next problem.

If you're sensing the consulting model is shifting but can't quite see where to place your bet, this conversation will give you the clarity you need.


About Robin Alex

Robin Alex's journey from IT analyst to SaaS entrepreneur spans over two decades in technology. Starting as a system administrator and technical services director, Robin founded his first company, AbsoluteGaming.net, in 2003, followed by Innovate Fast in 2015. His hands-on experience managing technical operations and running multiple ventures gave him unique insights into the challenges agencies face when trying to scale.

In 2018, Robin co-founded HighLevel after recognizing that agencies were trapped trading time for money with fragmented tech stacks. Drawing from his technical background and entrepreneurial experience, he built a solution that allows consultants to become SaaS company owners—helping thousands break through the 6-figure ceiling without the complexities of software development.


Resources and Links



]]>Why you should listen

  1. Robin Alex shares the exact problem that led to creating GoHighLevel—and how solving your own biggest pain point can become an 8-figure business opportunity
  2. Learn why the most successful agencies focus on outcomes instead of showcasing their impressive tech stacks, and how to reposition your business accordingly
  3. Discover the emerging opportunities in AI, WhatsApp, and desk phone integration that are driving unexpected growth for consulting partners right now

I've watched too many consultants drown in their own tech stacks.

They build these impressive automation workflows, connecting 15 different tools through Zapier, and then wonder why clients aren't lining up to work with them. The tech is brilliant. The business results? Not so much.

In this episode, Robin Alex and I tackle the fundamental question facing every consultant right now: where do you actually sit when SaaS, AI, and no-code platforms are all converging at once?

We explore the practical reality of white-labeling your IP (spoiler: it's an 80/20 split between turnkey solutions and custom work, not the 100% out-of-the-box dream you're imagining). Robin shares why natural language prompts are about to eliminate the multi-click workflows we've all gotten used to, and how to think about AI integration without getting paralyzed by the endless options.

The biggest insight? Stop building tech museums. Your clients don't want to tour your impressive automation setup. They want their problem solved fast, and they want to know you can do it again for the next problem.

If you're sensing the consulting model is shifting but can't quite see where to place your bet, this conversation will give you the clarity you need.


About Robin Alex

Robin Alex's journey from IT analyst to SaaS entrepreneur spans over two decades in technology. Starting as a system administrator and technical services director, Robin founded his first company, AbsoluteGaming.net, in 2003, followed by Innovate Fast in 2015. His hands-on experience managing technical operations and running multiple ventures gave him unique insights into the challenges agencies face when trying to scale.

In 2018, Robin co-founded HighLevel after recognizing that agencies were trapped trading time for money with fragmented tech stacks. Drawing from his technical background and entrepreneurial experience, he built a solution that allows consultants to become SaaS company owners—helping thousands break through the 6-figure ceiling without the complexities of software development.


Resources and Links



]]>fe9dab7a-665c-4e5f-a7b3-503ed96394f6Tue, 21 Oct 2025 04:30:00 +100042:46falsefull643643642 - Stop Being a Platform Expert - Why Business Growth Advisors Win in the AI Era with Sarah McDevitt642 - Stop Being a Platform Expert - Why Business Growth Advisors Win in the AI Era with Sarah McDevittWhy you should listen

  1. Sarah McDevitt shares insider insights from HubSpot's Partner Experience team, revealing what separates successful partners from those stuck in license-selling mode
  2. Learn why data quality is the hidden bottleneck preventing partners from delivering on AI promises—and how to fix it before it destroys client trust
  3. Discover HubSpot's innovative use of AI tools to democratize partner feedback and accelerate decision-making across their ecosystem

You're stuck selling licenses when you should be solving business problems—but every time you pitch "transformation," clients just want to know the price per user.

In this episode, I sit down with Sarah McDevitt, who leads the Partner Experience team at HubSpot, and we cut through the AI hype to talk about what actually matters. Sarah spent 16 years in agency land before joining the "dark side" (her words) at HubSpot seven years ago, so she knows both sides of the partner equation intimately.

We explore why the best partners stop being platform experts and start being business growth experts. Sarah reveals how HubSpot uses AI internally to democratize partner feedback, the real reason behind their partner program changes, and why selling AI without fixing data structure first will be your downfall.

If you're a consultant partnering with any SaaS platform—or considering it—this conversation will change how you think about your role. Stop reading the toaster manual to clients. Start asking better questions about their actual business problems.


About Sarah McDevitt

Sarah Stone McDevitt is a Radio broadcasting graduate who spent the early part of her career in local radio before moving into agency life. She spent 16 years working across creative, media, content and web development agencies before joining HubSpot almost 7 years ago. She initially joined to manage the CC team in EMEA, and shortly after that, she added the EMEA Onboarding team and Pro Services teams to her management portfolio. In 2020 at the height of the pandemic, she took over the Pro Services NAM and EMEA businesses. Today, Sarah leads HubSpot's Partner Experience team, where she focuses on creating exceptional experiences for HubSpot's global partner ecosystem. 

In this role, she has emerged as a thought leader in the field of Relational Intelligence (RI), pioneering approaches that demonstrate how human relationship-building and emotional intelligence work alongside artificial intelligence to drive business success. Sarah advocates for the irreplaceable value of authentic human connections in an increasingly AI-driven world, showing how RI and AI complement each other to create more meaningful customer and partner relationships.

In her personal life, Sarah is married with four children and lives in Dublin, Ireland. She proudly served 13 years in the reserve army in Ireland as a corporal in a communications unit. She is the founder and chairperson of a charity called Help Us Give Smiles which has seen her travel to Kenya for almost 20 years working with vulnerable children and communities. And finally, she is an LGBTQ+ activist focused in particular on the rights of LGBTQ+ parents.


Resources and Links


]]>Why you should listen

  1. Sarah McDevitt shares insider insights from HubSpot's Partner Experience team, revealing what separates successful partners from those stuck in license-selling mode
  2. Learn why data quality is the hidden bottleneck preventing partners from delivering on AI promises—and how to fix it before it destroys client trust
  3. Discover HubSpot's innovative use of AI tools to democratize partner feedback and accelerate decision-making across their ecosystem

You're stuck selling licenses when you should be solving business problems—but every time you pitch "transformation," clients just want to know the price per user.

In this episode, I sit down with Sarah McDevitt, who leads the Partner Experience team at HubSpot, and we cut through the AI hype to talk about what actually matters. Sarah spent 16 years in agency land before joining the "dark side" (her words) at HubSpot seven years ago, so she knows both sides of the partner equation intimately.

We explore why the best partners stop being platform experts and start being business growth experts. Sarah reveals how HubSpot uses AI internally to democratize partner feedback, the real reason behind their partner program changes, and why selling AI without fixing data structure first will be your downfall.

If you're a consultant partnering with any SaaS platform—or considering it—this conversation will change how you think about your role. Stop reading the toaster manual to clients. Start asking better questions about their actual business problems.


About Sarah McDevitt

Sarah Stone McDevitt is a Radio broadcasting graduate who spent the early part of her career in local radio before moving into agency life. She spent 16 years working across creative, media, content and web development agencies before joining HubSpot almost 7 years ago. She initially joined to manage the CC team in EMEA, and shortly after that, she added the EMEA Onboarding team and Pro Services teams to her management portfolio. In 2020 at the height of the pandemic, she took over the Pro Services NAM and EMEA businesses. Today, Sarah leads HubSpot's Partner Experience team, where she focuses on creating exceptional experiences for HubSpot's global partner ecosystem. 

In this role, she has emerged as a thought leader in the field of Relational Intelligence (RI), pioneering approaches that demonstrate how human relationship-building and emotional intelligence work alongside artificial intelligence to drive business success. Sarah advocates for the irreplaceable value of authentic human connections in an increasingly AI-driven world, showing how RI and AI complement each other to create more meaningful customer and partner relationships.

In her personal life, Sarah is married with four children and lives in Dublin, Ireland. She proudly served 13 years in the reserve army in Ireland as a corporal in a communications unit. She is the founder and chairperson of a charity called Help Us Give Smiles which has seen her travel to Kenya for almost 20 years working with vulnerable children and communities. And finally, she is an LGBTQ+ activist focused in particular on the rights of LGBTQ+ parents.


Resources and Links


]]>4f048b81-ff95-40de-a0ed-8e54fd987cf8Tue, 14 Oct 2025 04:30:00 +100038:37falsefull642642641 - How to Escape the Delivery Trap Without Sacrificing Revenue Growth641 - How to Escape the Delivery Trap Without Sacrificing Revenue GrowthIf you're drowning in delivery work, putting in 80-hour weeks, and feeling like your business controls you instead of giving you freedom, this episode is for you. I'm sharing the story of one of my clients who was completely maxed out—working across multiple SaaS partner relationships, positioned as an hourly contractor, and so exhausted he looked like he'd fall asleep on our calls. Sound familiar?

Here's what most technical consultants don't realize: you're solving the wrong problems. You love complex technical challenges, but you're getting trapped in solving every problem instead of asking if these are the right problems to solve—and if you're getting rewarded properly for solving them. In this episode, I walk you through the exact transformation we achieved using my three Multiplier Method, taking him from 80-hour weeks to landing deals worth one-third of his annual revenue in a single month. If you're ready to break free from being the bottleneck in your own business, this is how it's done.

Resources and Links



]]>If you're drowning in delivery work, putting in 80-hour weeks, and feeling like your business controls you instead of giving you freedom, this episode is for you. I'm sharing the story of one of my clients who was completely maxed out—working across multiple SaaS partner relationships, positioned as an hourly contractor, and so exhausted he looked like he'd fall asleep on our calls. Sound familiar?

Here's what most technical consultants don't realize: you're solving the wrong problems. You love complex technical challenges, but you're getting trapped in solving every problem instead of asking if these are the right problems to solve—and if you're getting rewarded properly for solving them. In this episode, I walk you through the exact transformation we achieved using my three Multiplier Method, taking him from 80-hour weeks to landing deals worth one-third of his annual revenue in a single month. If you're ready to break free from being the bottleneck in your own business, this is how it's done.

Resources and Links



]]>438f1ae2-d33a-47f3-935e-2f2077f8a6a8Fri, 10 Oct 2025 04:30:00 +100010:21falsefull641641640 - How to Stop Being Invisible to Microsoft's 30,000-Person Sales Force with Rob Fegan640 - How to Stop Being Invisible to Microsoft's 30,000-Person Sales Force with Rob FeganWhy you should listen

  1. Rob Fegan shares the exact 4-phase framework he used to transform his Microsoft partner business from zero to millions in annual revenue—and how SMB partners can replicate this success even as "small fish" in a 30,000-person sales ecosystem.
  2. Learn how to leverage Microsoft's Commerce Incentives Fund to access thousands in funded engagements per customer, essentially getting Microsoft to pay you to deploy their solutions while you focus on high-margin services.
  3. Discover why connecting with AI specialists (not just AEs) is the key to unlocking Microsoft's FY26 priorities, and how to position your messaging so Microsoft's field teams become your biggest sales asset instead of just another vendor relationship.

You're running a solid Microsoft partner business, delivering real results for clients, but you feel completely invisible to Microsoft's massive sales organization. You watch bigger partners effortlessly access pipeline opportunities, co-sell motions, and vendor support while you're stuck fighting for scraps. You know the opportunity is there—Microsoft has 30,000 salespeople who could be feeding you qualified leads—but you have no idea how to cut through the noise when you're just a 1-10 person shop.

In this episode, I sit down with Rob Fegan from RYZE Partners who spent 15 years building and scaling Microsoft partner businesses before a successful exit. Rob breaks down his proven 4-phase framework that turns Microsoft's field teams into your biggest sales asset, even as a small partner. We dive into the four critical areas most partners get wrong, why SMB partners are suddenly Microsoft's top priority after years of enterprise focus, and the specific funded programs that can inject thousands of dollars per engagement into your business. If you're tired of being stuck, overlooked, and sidelined while bigger partners dominate the conversation, this episode gives you the exact playbook to change that.


About Rob Fegan

Rob Fegan is the founder of Venvito and co-founder of RYZE Partners, where he helps Microsoft SMB partners go from invisible to in-demand. After 15+ years in the Microsoft ecosystem, Rob built his own Microsoft practice from zero to millions in annual revenue before a successful exit. Now he's on a mission to help 10,000 Microsoft partners escape what he calls "SOS Mode" - being Stuck, Overlooked, and Sidelined - through his proven frameworks for demystifying selling WITH Microsoft. Rob's approach has helped partners transform from vendor status to becoming Microsoft's go-to referral sources, turning field teams into their biggest sales asset.


Resources and Links


]]>Why you should listen

  1. Rob Fegan shares the exact 4-phase framework he used to transform his Microsoft partner business from zero to millions in annual revenue—and how SMB partners can replicate this success even as "small fish" in a 30,000-person sales ecosystem.
  2. Learn how to leverage Microsoft's Commerce Incentives Fund to access thousands in funded engagements per customer, essentially getting Microsoft to pay you to deploy their solutions while you focus on high-margin services.
  3. Discover why connecting with AI specialists (not just AEs) is the key to unlocking Microsoft's FY26 priorities, and how to position your messaging so Microsoft's field teams become your biggest sales asset instead of just another vendor relationship.

You're running a solid Microsoft partner business, delivering real results for clients, but you feel completely invisible to Microsoft's massive sales organization. You watch bigger partners effortlessly access pipeline opportunities, co-sell motions, and vendor support while you're stuck fighting for scraps. You know the opportunity is there—Microsoft has 30,000 salespeople who could be feeding you qualified leads—but you have no idea how to cut through the noise when you're just a 1-10 person shop.

In this episode, I sit down with Rob Fegan from RYZE Partners who spent 15 years building and scaling Microsoft partner businesses before a successful exit. Rob breaks down his proven 4-phase framework that turns Microsoft's field teams into your biggest sales asset, even as a small partner. We dive into the four critical areas most partners get wrong, why SMB partners are suddenly Microsoft's top priority after years of enterprise focus, and the specific funded programs that can inject thousands of dollars per engagement into your business. If you're tired of being stuck, overlooked, and sidelined while bigger partners dominate the conversation, this episode gives you the exact playbook to change that.


About Rob Fegan

Rob Fegan is the founder of Venvito and co-founder of RYZE Partners, where he helps Microsoft SMB partners go from invisible to in-demand. After 15+ years in the Microsoft ecosystem, Rob built his own Microsoft practice from zero to millions in annual revenue before a successful exit. Now he's on a mission to help 10,000 Microsoft partners escape what he calls "SOS Mode" - being Stuck, Overlooked, and Sidelined - through his proven frameworks for demystifying selling WITH Microsoft. Rob's approach has helped partners transform from vendor status to becoming Microsoft's go-to referral sources, turning field teams into their biggest sales asset.


Resources and Links


]]>820a51d9-cd39-4f46-96b6-0fe60736be48Tue, 07 Oct 2025 04:30:00 +100033:30falsefull640640639 - How to Stop ChatGPT from Lying to You (AI PhD Reveals the Fix) with Garima Agrawal639 - How to Stop ChatGPT from Lying to You (AI PhD Reveals the Fix) with Garima AgrawalWhy you should listen

  1. Garima Agrawal bridges the gap between PhD-level AI research and practical consulting applications—she understands both the Formula One engine and how to help you drive the car better.
  2. Learn the layered prompting technique that eliminates most hallucinations and turns ChatGPT into a thinking partner rather than a content generator you can't trust.
  3. Discover which LLM to use for specific tasks—ChatGPT for analysis, Claude for coding, Gemini for technical research, and Perplexity for citations—so you stop wasting time with the wrong tool.

You're using ChatGPT every day, but deep down you don't fully trust it. You've been burned by hallucinations. You watch it confidently give you wrong information, and you're left wondering which parts are reliable and which parts are fiction. You know AI should be making you more productive, but instead you're second-guessing every output and spending more time fact-checking than creating. Meanwhile, you see other consultants talking about Claude, Gemini, Perplexity—and you're not sure if you should be using those instead or if ChatGPT is fine. You're stuck in this loop of knowing AI is powerful but not knowing how to harness it properly. This week, I sat down with Garima Agrawal, who brings a rare combination: PhD-level AI research expertise and real-world consulting experience running her own firm. She breaks down the exact framework that eliminates most hallucinations, reveals which LLM actually performs best for specific consulting tasks, and shares the prompting mistakes that sabotage your results before you even start. If you're ready to stop fighting with AI and start using it as the leverage tool it should be, this conversation gives you the practical roadmap you need.


About Garima Agrawal

Garima Agrawal is the founder of HumaConn LLC, a consulting firm focused on empowering businesses and investors with tailored AI solutions. At HumaConn, she specializes in designing strategies for effective AI integration—helping clients enhance efficiency, streamline operations, and identify high-potential AI-driven opportunities that bridge innovation with real-world impact.

She also serves as Head of AI Models and Services at Minerva CQ, where she leads the development and deployment of real-time, goal-oriented AI systems that power agentic, human-in-the-loop assistance in customer contact centers—boosting engagement and operational performance.

Garima holds a Ph.D. in Artificial Intelligence from Arizona State University, where her research focused on making AI knowledge-aware—enabling large language models to reason reliably in specialized domains. Her core expertise includes reducing hallucinations, optimizing retrieval-augmented generation (RAG), and building cost-effective, trustworthy AI pipelines.

With over a decade of experience spanning software engineering, data science, and AI leadership, Garima bridges the gap between cutting-edge research and real-world application—helping organizations build AI that delivers meaningful, measurable results.


Resources and Links


]]>Why you should listen

  1. Garima Agrawal bridges the gap between PhD-level AI research and practical consulting applications—she understands both the Formula One engine and how to help you drive the car better.
  2. Learn the layered prompting technique that eliminates most hallucinations and turns ChatGPT into a thinking partner rather than a content generator you can't trust.
  3. Discover which LLM to use for specific tasks—ChatGPT for analysis, Claude for coding, Gemini for technical research, and Perplexity for citations—so you stop wasting time with the wrong tool.

You're using ChatGPT every day, but deep down you don't fully trust it. You've been burned by hallucinations. You watch it confidently give you wrong information, and you're left wondering which parts are reliable and which parts are fiction. You know AI should be making you more productive, but instead you're second-guessing every output and spending more time fact-checking than creating. Meanwhile, you see other consultants talking about Claude, Gemini, Perplexity—and you're not sure if you should be using those instead or if ChatGPT is fine. You're stuck in this loop of knowing AI is powerful but not knowing how to harness it properly. This week, I sat down with Garima Agrawal, who brings a rare combination: PhD-level AI research expertise and real-world consulting experience running her own firm. She breaks down the exact framework that eliminates most hallucinations, reveals which LLM actually performs best for specific consulting tasks, and shares the prompting mistakes that sabotage your results before you even start. If you're ready to stop fighting with AI and start using it as the leverage tool it should be, this conversation gives you the practical roadmap you need.


About Garima Agrawal

Garima Agrawal is the founder of HumaConn LLC, a consulting firm focused on empowering businesses and investors with tailored AI solutions. At HumaConn, she specializes in designing strategies for effective AI integration—helping clients enhance efficiency, streamline operations, and identify high-potential AI-driven opportunities that bridge innovation with real-world impact.

She also serves as Head of AI Models and Services at Minerva CQ, where she leads the development and deployment of real-time, goal-oriented AI systems that power agentic, human-in-the-loop assistance in customer contact centers—boosting engagement and operational performance.

Garima holds a Ph.D. in Artificial Intelligence from Arizona State University, where her research focused on making AI knowledge-aware—enabling large language models to reason reliably in specialized domains. Her core expertise includes reducing hallucinations, optimizing retrieval-augmented generation (RAG), and building cost-effective, trustworthy AI pipelines.

With over a decade of experience spanning software engineering, data science, and AI leadership, Garima bridges the gap between cutting-edge research and real-world application—helping organizations build AI that delivers meaningful, measurable results.


Resources and Links


]]>c66cc91b-fa7b-4c84-8d35-3f299b36d43dTue, 30 Sep 2025 04:30:00 +100041:03falsefull639639638 - The Rapid ROI Methodology638 - The Rapid ROI MethodologyEver freeze up when a perfect prospect asks, "What makes you different from the other consultants we're considering?" You know you deliver incredible results, but when it comes to explaining your approach, you sound just like everyone else. I struggled with this exact problem until I discovered the game-changer: mapping your scattered expertise into a clear proprietary methodology. In this episode, I share exactly how one client went from competing on price to commanding premium rates by packaging his hidden IP into a systematic approach that differentiated him completely.

Resources and Links



BONUS: Email me at paul@paulhigginsmentoring.com to get the IP Mapping and Methodology Multiplier Playbook. (subject: IP mapping)

]]>Ever freeze up when a perfect prospect asks, "What makes you different from the other consultants we're considering?" You know you deliver incredible results, but when it comes to explaining your approach, you sound just like everyone else. I struggled with this exact problem until I discovered the game-changer: mapping your scattered expertise into a clear proprietary methodology. In this episode, I share exactly how one client went from competing on price to commanding premium rates by packaging his hidden IP into a systematic approach that differentiated him completely.

Resources and Links



BONUS: Email me at paul@paulhigginsmentoring.com to get the IP Mapping and Methodology Multiplier Playbook. (subject: IP mapping)

]]>c35376f5-2a9d-4647-b1bb-9746778e486cFri, 26 Sep 2025 04:30:00 +100007:47falsefull638638637 - The Full-Cycle Advantage: Refusing to Be Just Another Zoho Consultant with George Easton637 - The Full-Cycle Advantage: Refusing to Be Just Another Zoho Consultant with George EastonWhy you should listen

  1. George Easton shares his journey from executive recruiter to building North America's largest Zoho partner by headcount (60 team members), offering invaluable lessons for scaling service-based businesses.
  2. Learn his "full-cycle business management consultancy" model that serves manufacturing, legal, healthcare, and home services - and why being the "chocolate wheel" beats being a specialist.
  3. Discover how to transition from subcontractor-heavy operations to employee-focused teams, and why George wishes he'd made this switch earlier for better consistency and work quality.

You're trapped between two impossible choices: stay laser-focused on one niche and miss opportunities, or spread yourself thin trying to serve everyone. You watch competitors win deals because they can handle the client's entire tech ecosystem while you're stuck explaining why they need multiple vendors. In this episode, I talk with George Easton from Ion8, who solved this dilemma by creating a "full-cycle business management consultancy" model. We discuss how he built North America's largest Zoho partner team, his middleware-first approach to connecting systems, and why he pivoted from subcontractors to employees for better client outcomes. Join us to learn how to build a scalable consultancy that serves clients across their entire technology ecosystem without becoming a jack-of-all-trades.


About George Easton

George Easton is the CEO and Founder of ion8.net, North America's largest Zoho partner with nearly 60 staff operating virtually across seven countries. He's transformed what began as a marketing firm into a global "full-cycle business management consultancy" that serves as a comprehensive external operations partner for SMEs with 500 or fewer employees. George identified a critical market gap: businesses prefer one accountable partner over multiple specialized vendors.

His entrepreneurial journey spans over two decades, from achieving top performer status at IBM Canada (exceeding quota by 100%+) to pioneering sports analytics at SportRFID with patented technology deployed across North American and European ski resorts. George is the product visionary behind ion8's proprietary middleware portfolio, including AI-powered call management and CRM integration tools. With credentials from Stanford University's Venture Lab, he's built his reputation on a proven methodology: implement scalable systems first, then apply targeted growth strategies to transform vendor relationships into strategic partnerships.


Resources and Links


]]>Why you should listen

  1. George Easton shares his journey from executive recruiter to building North America's largest Zoho partner by headcount (60 team members), offering invaluable lessons for scaling service-based businesses.
  2. Learn his "full-cycle business management consultancy" model that serves manufacturing, legal, healthcare, and home services - and why being the "chocolate wheel" beats being a specialist.
  3. Discover how to transition from subcontractor-heavy operations to employee-focused teams, and why George wishes he'd made this switch earlier for better consistency and work quality.

You're trapped between two impossible choices: stay laser-focused on one niche and miss opportunities, or spread yourself thin trying to serve everyone. You watch competitors win deals because they can handle the client's entire tech ecosystem while you're stuck explaining why they need multiple vendors. In this episode, I talk with George Easton from Ion8, who solved this dilemma by creating a "full-cycle business management consultancy" model. We discuss how he built North America's largest Zoho partner team, his middleware-first approach to connecting systems, and why he pivoted from subcontractors to employees for better client outcomes. Join us to learn how to build a scalable consultancy that serves clients across their entire technology ecosystem without becoming a jack-of-all-trades.


About George Easton

George Easton is the CEO and Founder of ion8.net, North America's largest Zoho partner with nearly 60 staff operating virtually across seven countries. He's transformed what began as a marketing firm into a global "full-cycle business management consultancy" that serves as a comprehensive external operations partner for SMEs with 500 or fewer employees. George identified a critical market gap: businesses prefer one accountable partner over multiple specialized vendors.

His entrepreneurial journey spans over two decades, from achieving top performer status at IBM Canada (exceeding quota by 100%+) to pioneering sports analytics at SportRFID with patented technology deployed across North American and European ski resorts. George is the product visionary behind ion8's proprietary middleware portfolio, including AI-powered call management and CRM integration tools. With credentials from Stanford University's Venture Lab, he's built his reputation on a proven methodology: implement scalable systems first, then apply targeted growth strategies to transform vendor relationships into strategic partnerships.


Resources and Links


]]>0992037e-cdc3-4346-9cff-743ca6aeb2f4Tue, 23 Sep 2025 04:30:00 +100035:42falsefull637637636 - The Systematic Approach to Building Bigger AI Consulting Deals with Taireez Niswander636 - The Systematic Approach to Building Bigger AI Consulting Deals with Taireez NiswanderWhy you should listen

  1. Taireez reveals how AI consultants can identify specific automation opportunities worth significant annual savings for any client role, transforming vague "AI implementation" conversations into concrete ROI discussions.
  2. Learn the systematic approach to expand your share of client value beyond single platform implementations, positioning yourself as a strategic advisor rather than a technical order-taker.
  3. Discover a practical tool that helps consultants confidently sell AI automation by providing hard evidence of savings and implementation roadmaps for any job description.

As a SaaS or AI consultant, I know you've been in client meetings where you see massive automation opportunities but struggle to articulate the specific value and ROI. In this episode, I talk with Taireez Niswander, Chief AI Officer and creator of the Automation Goldmine platform, who has solved this exact problem. We dive into how you can identify automation opportunities worth tens of thousands in annual savings for any role, transform your positioning from technical implementer to strategic advisor, and systematically expand your client relationships beyond one-off platform implementations. Join us to discover the tool that's helping consultants prove AI value before the sale.


About Taireez Niswander

Taireez Niswander is the creator of Automation Goldmine and PerfectFit apps. She is a Chief AI Officer and one of the first 100 people globally to earn the International Chief AI Officer Certification. With over four years of hands-on AI experience and two decades of operations expertise, she has demonstrated remarkable business impact—including scaling business operations by 233% and serving as Vice Chair of CHIFOO's Board of Directors.After being laid off in February 2024, she became a Chief AI Officer by September—proving the power of practical AI implementation.

Her work focuses on helping businesses identify and automate high-impact operational processes. Through her Automation Goldmine framework, she’s developed a systematic approach to spotting automation opportunities that deliver measurable ROI. Her solutions help consultants and business leaders transform manual workflows into automated systems without the typical tech complexity.


Resources and Links



BONUS:

Walk into any meeting, paste a job description and salary, and immediately demonstrate $50K+ in hidden value per role. Start with low-hanging fruit to build trust, then scale to bigger automations for longer, more profitable client relationships. It's like having an automation expert in your pocket!  

EXCLUSIVE: 

This Month: $497/month locked forever (Unlimited spots for podcast listeners)

Next Month: $597/month locked forever (Limited to 50 spots)

After That: $997/month (no rate lock)

Use the code PAUL100 for the Founders' 50 Plan - $497/month USD free until October 31st. This is available only to Paul Higgins Podcast listeners.

Don't miss out - price increases when the month ends!

LOCK IN $497/MONTH HERE

]]>Why you should listen

  1. Taireez reveals how AI consultants can identify specific automation opportunities worth significant annual savings for any client role, transforming vague "AI implementation" conversations into concrete ROI discussions.
  2. Learn the systematic approach to expand your share of client value beyond single platform implementations, positioning yourself as a strategic advisor rather than a technical order-taker.
  3. Discover a practical tool that helps consultants confidently sell AI automation by providing hard evidence of savings and implementation roadmaps for any job description.

As a SaaS or AI consultant, I know you've been in client meetings where you see massive automation opportunities but struggle to articulate the specific value and ROI. In this episode, I talk with Taireez Niswander, Chief AI Officer and creator of the Automation Goldmine platform, who has solved this exact problem. We dive into how you can identify automation opportunities worth tens of thousands in annual savings for any role, transform your positioning from technical implementer to strategic advisor, and systematically expand your client relationships beyond one-off platform implementations. Join us to discover the tool that's helping consultants prove AI value before the sale.


About Taireez Niswander

Taireez Niswander is the creator of Automation Goldmine and PerfectFit apps. She is a Chief AI Officer and one of the first 100 people globally to earn the International Chief AI Officer Certification. With over four years of hands-on AI experience and two decades of operations expertise, she has demonstrated remarkable business impact—including scaling business operations by 233% and serving as Vice Chair of CHIFOO's Board of Directors.After being laid off in February 2024, she became a Chief AI Officer by September—proving the power of practical AI implementation.

Her work focuses on helping businesses identify and automate high-impact operational processes. Through her Automation Goldmine framework, she’s developed a systematic approach to spotting automation opportunities that deliver measurable ROI. Her solutions help consultants and business leaders transform manual workflows into automated systems without the typical tech complexity.


Resources and Links



BONUS:

Walk into any meeting, paste a job description and salary, and immediately demonstrate $50K+ in hidden value per role. Start with low-hanging fruit to build trust, then scale to bigger automations for longer, more profitable client relationships. It's like having an automation expert in your pocket!  

EXCLUSIVE: 

This Month: $497/month locked forever (Unlimited spots for podcast listeners)

Next Month: $597/month locked forever (Limited to 50 spots)

After That: $997/month (no rate lock)

Use the code PAUL100 for the Founders' 50 Plan - $497/month USD free until October 31st. This is available only to Paul Higgins Podcast listeners.

Don't miss out - price increases when the month ends!

LOCK IN $497/MONTH HERE

]]>b3fce9e9-5131-444f-97ae-078c4617788aTue, 16 Sep 2025 04:30:00 +100036:21falsefull636636635 - Why Your Sales Problem Isn't Actually a Sales Problem635 - Why Your Sales Problem Isn't Actually a Sales ProblemYou're working 60+ hours a week, racking up business debt from marketing that isn't working, and you haven't even put yourself on payroll. Every time you try to scale, you hit the same ceiling—more clients means more personal delivery time, which means less time for marketing, which means your pipeline dries up. In this episode, I walk you through a real case study of Jay, a Zoho consultant who thought he had a sales problem but was actually trapped in what I call a "capacity spiral." I'll show you the exact diagnostic process that revealed his true bottleneck and how we restructured his business to increase revenue while working with clients he actually enjoys. You'll learn why you can't hustle your way past structural constraints and discover the three-step framework that transforms overwhelmed consultants into profitable business owners.

Resources and Links


]]>You're working 60+ hours a week, racking up business debt from marketing that isn't working, and you haven't even put yourself on payroll. Every time you try to scale, you hit the same ceiling—more clients means more personal delivery time, which means less time for marketing, which means your pipeline dries up. In this episode, I walk you through a real case study of Jay, a Zoho consultant who thought he had a sales problem but was actually trapped in what I call a "capacity spiral." I'll show you the exact diagnostic process that revealed his true bottleneck and how we restructured his business to increase revenue while working with clients he actually enjoys. You'll learn why you can't hustle your way past structural constraints and discover the three-step framework that transforms overwhelmed consultants into profitable business owners.

Resources and Links


]]>6de78c47-435b-45b4-af83-a0adcfae638bFri, 12 Sep 2025 04:30:00 +100014:02falsefull635635634 - Stop Being the Bottleneck and Build Leaders Instead with Rachel Plowman634 - Stop Being the Bottleneck and Build Leaders Instead with Rachel PlowmanWhy you should listen

  1. Rachel Plowman shares her authentic 9-month journey transitioning from project manager to COO at radianHub, offering real-world insights for anyone considering or navigating a leadership promotion in their consulting business.
  2. Learn practical strategies for managing P&L responsibility, project profitability analysis, and time tracking systems that actually work without crushing team morale.
  3. Discover how to successfully delegate while maintaining quality standards, plus proven approaches for client relationship transitions during organizational changes.

You might be wondering how to develop leadership within your team or whether your current team members can handle bigger responsibilities. In this episode, I talk with Rachel Plowman, COO of radianHub, who shares her transition from project manager to COO over 9 months. We dive into the real challenges of taking on P&L responsibility, managing project profitability, and building systems that support growth. Rachel provides concrete examples of how they improved margins, implemented effective time tracking, and navigated client relationship transitions during her promotion.


About Rachel Plowman

Rachel has been in information technology for much of her career, with 5 SFDC certifications. After beginning her career in financial services, she quickly transitioned into product ownership and project management with an emphasis on business analysis and software consulting. She has been in the Salesforce ecosystem as a consultative project manager and business analyst, while raising her family and enjoying life beyond software development.


Resources and Links


]]>Why you should listen

  1. Rachel Plowman shares her authentic 9-month journey transitioning from project manager to COO at radianHub, offering real-world insights for anyone considering or navigating a leadership promotion in their consulting business.
  2. Learn practical strategies for managing P&L responsibility, project profitability analysis, and time tracking systems that actually work without crushing team morale.
  3. Discover how to successfully delegate while maintaining quality standards, plus proven approaches for client relationship transitions during organizational changes.

You might be wondering how to develop leadership within your team or whether your current team members can handle bigger responsibilities. In this episode, I talk with Rachel Plowman, COO of radianHub, who shares her transition from project manager to COO over 9 months. We dive into the real challenges of taking on P&L responsibility, managing project profitability, and building systems that support growth. Rachel provides concrete examples of how they improved margins, implemented effective time tracking, and navigated client relationship transitions during her promotion.


About Rachel Plowman

Rachel has been in information technology for much of her career, with 5 SFDC certifications. After beginning her career in financial services, she quickly transitioned into product ownership and project management with an emphasis on business analysis and software consulting. She has been in the Salesforce ecosystem as a consultative project manager and business analyst, while raising her family and enjoying life beyond software development.


Resources and Links


]]>e1377577-a5b5-4805-bc1c-4c9c03f637c9Tue, 09 Sep 2025 04:30:00 +100029:29falsefull634634633 - From 10% to 50% LinkedIn Acceptance Rates with Oleg Sobolev633 - From 10% to 50% LinkedIn Acceptance Rates with Oleg SobolevWhy you should listen

  1. Oleg Sobolev reveals his proven warmup formula that increased LinkedIn connection acceptance rates from 10% to 50% in a controlled test of 1000 prospects, with 15-20% of warmed prospects reaching out first via DM.
  2. Learn how to build a systematic approach to social selling that scales for your team without relying on generic "just be genuine" advice—turning it from art into science.
  3. Discover the strategic differences between commenting on mega-influencers versus niche creators and why targeting smaller accounts with 20-50 comments delivers exponentially better pipeline results.

Are you tired of sending perfectly crafted LinkedIn messages that get completely ignored? As a consultant, you're likely experiencing the same frustration—low acceptance rates while decision makers are overwhelmed by generic outreach attempts. In this episode, I talk with Oleg Sobolev from Extrovert about a different approach entirely. Instead of working harder on your messaging, we explore how strategic social engagement before any outreach can transform your results. Oleg walks through his systematic method for building genuine visibility and trust, turning social media from a time sink into a predictable revenue engine for consultants who want to stop chasing prospects and start attracting them.

About Oleg Sobolev

Oleg Sobolev is a former strategy consultant turned SaaS founder, best known for rethinking how B2B sales teams build relationships. After years advising companies on growth, he saw firsthand how traditional outreach—cold emails, mass DMs—was burning trust instead of building it. That insight led him to create Extrovert, a platform that helps reps drive pipeline by showing up consistently and authentically on LinkedIn. Oleg’s mission is simple: make relationship-driven selling easier to do—and harder to ignore.


Resources and Links


]]>Why you should listen

  1. Oleg Sobolev reveals his proven warmup formula that increased LinkedIn connection acceptance rates from 10% to 50% in a controlled test of 1000 prospects, with 15-20% of warmed prospects reaching out first via DM.
  2. Learn how to build a systematic approach to social selling that scales for your team without relying on generic "just be genuine" advice—turning it from art into science.
  3. Discover the strategic differences between commenting on mega-influencers versus niche creators and why targeting smaller accounts with 20-50 comments delivers exponentially better pipeline results.

Are you tired of sending perfectly crafted LinkedIn messages that get completely ignored? As a consultant, you're likely experiencing the same frustration—low acceptance rates while decision makers are overwhelmed by generic outreach attempts. In this episode, I talk with Oleg Sobolev from Extrovert about a different approach entirely. Instead of working harder on your messaging, we explore how strategic social engagement before any outreach can transform your results. Oleg walks through his systematic method for building genuine visibility and trust, turning social media from a time sink into a predictable revenue engine for consultants who want to stop chasing prospects and start attracting them.

About Oleg Sobolev

Oleg Sobolev is a former strategy consultant turned SaaS founder, best known for rethinking how B2B sales teams build relationships. After years advising companies on growth, he saw firsthand how traditional outreach—cold emails, mass DMs—was burning trust instead of building it. That insight led him to create Extrovert, a platform that helps reps drive pipeline by showing up consistently and authentically on LinkedIn. Oleg’s mission is simple: make relationship-driven selling easier to do—and harder to ignore.


Resources and Links


]]>aadfdcb9-b2d1-47d7-ab8e-6b9e8457dae8Tue, 02 Sep 2025 04:30:00 +100028:42falsefull633633632 - From Podcast Listener to Client: The Journey That Changed Everything632 - From Podcast Listener to Client: The Journey That Changed EverythingHave you been consuming business content for months, picking up tips here and there, but still feeling like there's something crucial you're missing to break through to the next level? In this episode, I share the story of Jay, who went from being a podcast listener just like you to becoming a client, and what made all the difference in that pivotal conversation. I walk through the exact moment when someone transitions from curious listener to ready-to-transform client, using my Framework to diagnose where the biggest opportunities are hiding in your consulting business.


Resources and Links


]]>Have you been consuming business content for months, picking up tips here and there, but still feeling like there's something crucial you're missing to break through to the next level? In this episode, I share the story of Jay, who went from being a podcast listener just like you to becoming a client, and what made all the difference in that pivotal conversation. I walk through the exact moment when someone transitions from curious listener to ready-to-transform client, using my Framework to diagnose where the biggest opportunities are hiding in your consulting business.


Resources and Links


]]>24c641a5-47d3-4473-a88c-4087595f7991Fri, 29 Aug 2025 04:30:00 +100015:29falsefull632632631 - From Scattered Docs to AI-Powered Knowledge with Aaron Edwards631 - From Scattered Docs to AI-Powered Knowledge with Aaron EdwardsWhy you should listen

  1. Aaron Edwards reveals how to create custom AI agents for customer support that achieve 60-70% resolution rates out of the box, dramatically reducing support team workload and costs.
  2. Learn how DocsBot provides a flexible, cost-effective alternative to expensive enterprise solutions like Salesforce's AgentForce.
  3. Discover innovative lead generation strategies using intent-based SEO and free AI tools that can capture high-quality leads in today's challenging SEO landscape.

Are you tired of watching your support team drown in tickets while your knowledge gets scattered across different systems and people's heads? I keep hearing the same frustration - enterprise AI solutions promise everything but cost more than most SMBs can justify. In this episode, I talk with Aaron Edwards, founder of DocsBot, who shares exactly how to create powerful custom AI agents for both customer support and internal knowledge access at a fraction of the cost. We dive into real-world use cases, discuss why flexibility matters more than fancy features, and explore marketing strategies that actually work in today's crowded AI landscape. This conversation will show you how to make AI work for your business without the enterprise price tag.


About Aaron Edwards

Aaron Edwards is Building & growing DocsBot and Imajinn.ai to $1m ARR. He is also the Co-founder Infinite Uploads (acquired). Previously CTO of WPMU DEV. Sharing his soloprenuer journey building and marketing an AI SaaS.


Resources and Links


]]>Why you should listen

  1. Aaron Edwards reveals how to create custom AI agents for customer support that achieve 60-70% resolution rates out of the box, dramatically reducing support team workload and costs.
  2. Learn how DocsBot provides a flexible, cost-effective alternative to expensive enterprise solutions like Salesforce's AgentForce.
  3. Discover innovative lead generation strategies using intent-based SEO and free AI tools that can capture high-quality leads in today's challenging SEO landscape.

Are you tired of watching your support team drown in tickets while your knowledge gets scattered across different systems and people's heads? I keep hearing the same frustration - enterprise AI solutions promise everything but cost more than most SMBs can justify. In this episode, I talk with Aaron Edwards, founder of DocsBot, who shares exactly how to create powerful custom AI agents for both customer support and internal knowledge access at a fraction of the cost. We dive into real-world use cases, discuss why flexibility matters more than fancy features, and explore marketing strategies that actually work in today's crowded AI landscape. This conversation will show you how to make AI work for your business without the enterprise price tag.


About Aaron Edwards

Aaron Edwards is Building & growing DocsBot and Imajinn.ai to $1m ARR. He is also the Co-founder Infinite Uploads (acquired). Previously CTO of WPMU DEV. Sharing his soloprenuer journey building and marketing an AI SaaS.


Resources and Links


]]>38252fbc-a386-45be-805c-798725b14de4Tue, 26 Aug 2025 04:30:00 +100031:20falsefull631631630 - The Death of Hourly Consulting From Time-Selling to Value-Selling in the AI Age with Isar Meitis630 - The Death of Hourly Consulting From Time-Selling to Value-Selling in the AI Age with Isar MeitisWhy you should listen

  1. Isar Meitis reveals why small businesses are actually falling behind enterprises in AI adoption—despite predictions they'd run circles around big companies.
  2. Learn the critical difference between tactical AI (saving 2 hours on marketing) and strategic AI (transforming your entire business model) and why leadership buy-in determines everything.
  3. Discover how the MCP protocol is creating "USB-like" connections between AI and your existing tech stack, eliminating the need for massive development teams and opening game-changing possibilities for consultants.

As consultants struggle to stay ahead of the AI revolution while clients realize that 37-hour project now takes 37 minutes, many are feeling the pressure of hourly billing becoming obsolete. In this episode, I talk with Isar Meitis from multiplai.ai, who provides a reality check on what's actually happening in the AI consulting space. We discuss why small businesses are falling behind despite their supposed agility, the shift from cost-saving to revenue-generating AI strategy, and how new protocols are making enterprise-level AI integration accessible to any consultant. This conversation cuts through the hype to show you exactly where the consulting industry is headed and how to position yourself to thrive, not just survive.


About Isar Meitis

Isar Meitis is a 4 time CEO with a passion for teaching and mentoring, who drinks and eats AI tech. Isar has always been a mentor by heart, from his early days as an F16 pilot and a flight instructor at the Air Force Academy, all the way to his current days where he mentors CEOs, and other business leaders.


As an experienced CEO, investor, and board member, Isar has a holistic approach to business. He helps businesses implement AI  using a strategic approach. Isar aims to empower businesses and individuals to maximize their potential through AI-infused strategies, systems, and processes, and produce a positive business impact.


Isar has built and implemented technology, systems, processes, and teams in a wide variety of organizations, from small tech startups all the way to multi-billion dollar corporations.


The unique combination of Isar's business leadership experience, his fun and outgoing personality, and his passion for tech and mentoring makes him a highly sought-after speaker, instructor, and consultant.


Isar is a successful podcaster for over 4 years (Leveraging AI, Business Growth Accelerator), he loves traveling with his family and playing soccer and pickleball.



Resources and Links


]]>Why you should listen

  1. Isar Meitis reveals why small businesses are actually falling behind enterprises in AI adoption—despite predictions they'd run circles around big companies.
  2. Learn the critical difference between tactical AI (saving 2 hours on marketing) and strategic AI (transforming your entire business model) and why leadership buy-in determines everything.
  3. Discover how the MCP protocol is creating "USB-like" connections between AI and your existing tech stack, eliminating the need for massive development teams and opening game-changing possibilities for consultants.

As consultants struggle to stay ahead of the AI revolution while clients realize that 37-hour project now takes 37 minutes, many are feeling the pressure of hourly billing becoming obsolete. In this episode, I talk with Isar Meitis from multiplai.ai, who provides a reality check on what's actually happening in the AI consulting space. We discuss why small businesses are falling behind despite their supposed agility, the shift from cost-saving to revenue-generating AI strategy, and how new protocols are making enterprise-level AI integration accessible to any consultant. This conversation cuts through the hype to show you exactly where the consulting industry is headed and how to position yourself to thrive, not just survive.


About Isar Meitis

Isar Meitis is a 4 time CEO with a passion for teaching and mentoring, who drinks and eats AI tech. Isar has always been a mentor by heart, from his early days as an F16 pilot and a flight instructor at the Air Force Academy, all the way to his current days where he mentors CEOs, and other business leaders.


As an experienced CEO, investor, and board member, Isar has a holistic approach to business. He helps businesses implement AI  using a strategic approach. Isar aims to empower businesses and individuals to maximize their potential through AI-infused strategies, systems, and processes, and produce a positive business impact.


Isar has built and implemented technology, systems, processes, and teams in a wide variety of organizations, from small tech startups all the way to multi-billion dollar corporations.


The unique combination of Isar's business leadership experience, his fun and outgoing personality, and his passion for tech and mentoring makes him a highly sought-after speaker, instructor, and consultant.


Isar is a successful podcaster for over 4 years (Leveraging AI, Business Growth Accelerator), he loves traveling with his family and playing soccer and pickleball.



Resources and Links


]]>06d8f927-af41-4c10-9efd-5951315bbe4fTue, 19 Aug 2025 04:30:00 +100041:04falsefull630630629 - Why I Still Have a Coach - Lessons from the Inside629 - Why I Still Have a Coach - Lessons from the InsideAs a consultant who's been mentoring others for years, I caught myself in the same trap I help my clients escape—overcomplicated everything. Despite helping hundreds of consultants build profitable businesses, I found myself spending more time on tactics than strategy, chasing clients instead of having them come to me. In this episode, I share why I still work with a coach after 28 years in business, the 9 transformative principles I'm implementing, and how you can apply these immediately to simplify and scale your consultancy. Sometimes we need that outside perspective to see what we can't see ourselves.

Resources and Links


]]>As a consultant who's been mentoring others for years, I caught myself in the same trap I help my clients escape—overcomplicated everything. Despite helping hundreds of consultants build profitable businesses, I found myself spending more time on tactics than strategy, chasing clients instead of having them come to me. In this episode, I share why I still work with a coach after 28 years in business, the 9 transformative principles I'm implementing, and how you can apply these immediately to simplify and scale your consultancy. Sometimes we need that outside perspective to see what we can't see ourselves.

Resources and Links


]]>6dd2feb0-aebe-4cf4-8e33-0b65061be024Fri, 15 Aug 2025 04:30:00 +100006:42falsefull629629628 - From SI to CX Advisor Building a Profitable Salesforce Practice Without Competing on Price with Cyril Louis628 - From SI to CX Advisor Building a Profitable Salesforce Practice Without Competing on Price with Cyril LouisWhy you should listen

  1. Cyril Louis shares how Mavericx transformed from a typical Salesforce implementation partner into a trusted CX advisor, offering a proven blueprint for boutique firms looking to escape the commodity trap.
  2. Learn how building and leading local communities for 10+ years became a powerful lead generation and recruitment strategy that costs nothing but delivers exponentially.
  3. Discover practical AI implementation strategies across retail and financial services, including the step-by-step maturity model that prevents costly AI pilot failures.

If you're tired of competing on price with every other Salesforce partner and watching the big SIs walk away with the strategic work while you get stuck doing configurations, this episode will change how you think about positioning. Boutique after boutique races to the bottom, begging for leads from AEs who now expect you to bring them business instead of partnering with you. That's exactly where Cyril Louis from Mavericx was heading until his clients started asking him a different question: "What's next after Salesforce?" Instead of just implementing CRM, Cyril repositioned his firm as the CX strategy partner who happens to know Salesforce inside out. We break down his 10-year community play that's generated more qualified leads than any marketing campaign, his three-stage AI framework that prevents those expensive pilot disasters, and the hard lesson about saying no to bad-fit clients earlier.

About Cyril Louis

Cyril has 17 years of experience in digital and cultivates a dual skill by focusing on CRM topics & customer knowledge as well as on engagement & digital marketing aspects.

He worked on numerous missions aimed at defining new strategies as ‘Customer Centric Company‘ and ‘Data Driven Company‘ via customer journeys for a better engagement. These new customer journeys involve many reflections on organization, methodologies, data urbanization and IT architecture. 

Cyril regularly shares thoughts and best practices on topics around the omni-channel customer experience, whether in publications or at diverse conferences.

His expertise has been recognized by Salesforce with his awards as Salesforce MVP, Salesforce Lightning Champion and Salesforce User Group Leader.


Resources and Links


]]>Why you should listen

  1. Cyril Louis shares how Mavericx transformed from a typical Salesforce implementation partner into a trusted CX advisor, offering a proven blueprint for boutique firms looking to escape the commodity trap.
  2. Learn how building and leading local communities for 10+ years became a powerful lead generation and recruitment strategy that costs nothing but delivers exponentially.
  3. Discover practical AI implementation strategies across retail and financial services, including the step-by-step maturity model that prevents costly AI pilot failures.

If you're tired of competing on price with every other Salesforce partner and watching the big SIs walk away with the strategic work while you get stuck doing configurations, this episode will change how you think about positioning. Boutique after boutique races to the bottom, begging for leads from AEs who now expect you to bring them business instead of partnering with you. That's exactly where Cyril Louis from Mavericx was heading until his clients started asking him a different question: "What's next after Salesforce?" Instead of just implementing CRM, Cyril repositioned his firm as the CX strategy partner who happens to know Salesforce inside out. We break down his 10-year community play that's generated more qualified leads than any marketing campaign, his three-stage AI framework that prevents those expensive pilot disasters, and the hard lesson about saying no to bad-fit clients earlier.

About Cyril Louis

Cyril has 17 years of experience in digital and cultivates a dual skill by focusing on CRM topics & customer knowledge as well as on engagement & digital marketing aspects.

He worked on numerous missions aimed at defining new strategies as ‘Customer Centric Company‘ and ‘Data Driven Company‘ via customer journeys for a better engagement. These new customer journeys involve many reflections on organization, methodologies, data urbanization and IT architecture. 

Cyril regularly shares thoughts and best practices on topics around the omni-channel customer experience, whether in publications or at diverse conferences.

His expertise has been recognized by Salesforce with his awards as Salesforce MVP, Salesforce Lightning Champion and Salesforce User Group Leader.


Resources and Links


]]>8c5fc093-4e7a-43ce-bf8b-d86340da817cTue, 12 Aug 2025 04:30:00 +100033:40falsefull628628627 - SMS Isn’t Spam It’s Your 98% Open Rate Gold Mine with Chris Brisson627 - SMS Isn’t Spam It’s Your 98% Open Rate Gold Mine with Chris BrissonWhy you should listen

  1. Chris Brisson reveals how SMS achieves 98% deliverability rates compared to declining email open rates, giving tech consultants an unfair advantage in client communication.
  2. Learn the "Textize Your Business" framework that turns every touchpoint in your client journey into a conversation starter, from lead generation to getting reviews and referrals.
  3. Discover real case studies including how one speaker converted 150 event attendees into $25,000+ of lead value using simple QR codes and SMS automation.

You're probably still over-relying on email and LinkedIn to reach prospects and clients - and missing out on the channel with the highest engagement rates. As a tech consultant, this could be costing you deals and dragging out your sales cycles. In this episode, I talk with Chris Brisson, who's been in SMS marketing since 2009 and built SalesMessage to help businesses "textize" their operations. We dive deep into how SMS integrates with platforms like HubSpot, Salesforce, and Pipedrive, plus the AI-powered agents that can handle responses 24/7. Chris shares the exact frameworks for turning cold leads into warm conversations, reducing no-shows, and scaling client communication without adding overhead.


About Chris Brisson

Chris Brisson is the founder and CEO of Salesmsg (read as “sales message”), a leading AI-powered SMS platform designed to help businesses engage, qualify, and convert leads at scale through two-way text messaging. A serial entrepreneur and seasoned SaaS operator, Chris has bootstrapped Salesmsg into an 8-figure ARR business while maintaining strong profitability and a high-performing team culture.


Previously, Chris founded Call Loop, one of the earliest voice and text broadcasting platforms, and has spent over 15 years building direct response marketing systems and SaaS products. 


Today, he’s at the forefront of AI-driven customer engagement, leading the charge to “Textize Your Business”—a methodology that empowers companies to turn messaging into their most effective conversion channel.


Chris is also an EOS-driven founder, speaker, and growth strategist who’s passionate about helping fellow entrepreneurs unlock scalable systems, dominate niche markets, and design companies that are both profitable and purposeful.


Resources and Links


]]>Why you should listen

  1. Chris Brisson reveals how SMS achieves 98% deliverability rates compared to declining email open rates, giving tech consultants an unfair advantage in client communication.
  2. Learn the "Textize Your Business" framework that turns every touchpoint in your client journey into a conversation starter, from lead generation to getting reviews and referrals.
  3. Discover real case studies including how one speaker converted 150 event attendees into $25,000+ of lead value using simple QR codes and SMS automation.

You're probably still over-relying on email and LinkedIn to reach prospects and clients - and missing out on the channel with the highest engagement rates. As a tech consultant, this could be costing you deals and dragging out your sales cycles. In this episode, I talk with Chris Brisson, who's been in SMS marketing since 2009 and built SalesMessage to help businesses "textize" their operations. We dive deep into how SMS integrates with platforms like HubSpot, Salesforce, and Pipedrive, plus the AI-powered agents that can handle responses 24/7. Chris shares the exact frameworks for turning cold leads into warm conversations, reducing no-shows, and scaling client communication without adding overhead.


About Chris Brisson

Chris Brisson is the founder and CEO of Salesmsg (read as “sales message”), a leading AI-powered SMS platform designed to help businesses engage, qualify, and convert leads at scale through two-way text messaging. A serial entrepreneur and seasoned SaaS operator, Chris has bootstrapped Salesmsg into an 8-figure ARR business while maintaining strong profitability and a high-performing team culture.


Previously, Chris founded Call Loop, one of the earliest voice and text broadcasting platforms, and has spent over 15 years building direct response marketing systems and SaaS products. 


Today, he’s at the forefront of AI-driven customer engagement, leading the charge to “Textize Your Business”—a methodology that empowers companies to turn messaging into their most effective conversion channel.


Chris is also an EOS-driven founder, speaker, and growth strategist who’s passionate about helping fellow entrepreneurs unlock scalable systems, dominate niche markets, and design companies that are both profitable and purposeful.


Resources and Links


]]>5aad9586-05e2-489c-8bf0-8fcc9ccc118cTue, 05 Aug 2025 04:30:00 +100036:26falsefull627627626 - Are You Building a Business or Just Buying Yourself a Job?626 - Are You Building a Business or Just Buying Yourself a Job?As a tech or AI consultant who's built your business to mid-six figures, you might think you're sitting on a valuable asset. But here's the brutal reality: if your business wouldn't survive without you, you don't have a business—you've bought yourself the world's most expensive, stressful job.

In this episode, I share the exact framework buyers use to value tech consultancies and reveal why most smart, passionate founders are unknowingly destroying their business value every single day. You'll discover the three strategic shifts that transformed one of my clients from a 60-hour-week bottleneck to building a systemized, scalable business that gave him his life back—whether he ever sells it or not.

This isn't about preparing to sell your business. It's about escaping the owner dependency trap that's keeping you trapped at the center of everything, working harder instead of building something truly valuable.

Resources and Links


]]>As a tech or AI consultant who's built your business to mid-six figures, you might think you're sitting on a valuable asset. But here's the brutal reality: if your business wouldn't survive without you, you don't have a business—you've bought yourself the world's most expensive, stressful job.

In this episode, I share the exact framework buyers use to value tech consultancies and reveal why most smart, passionate founders are unknowingly destroying their business value every single day. You'll discover the three strategic shifts that transformed one of my clients from a 60-hour-week bottleneck to building a systemized, scalable business that gave him his life back—whether he ever sells it or not.

This isn't about preparing to sell your business. It's about escaping the owner dependency trap that's keeping you trapped at the center of everything, working harder instead of building something truly valuable.

Resources and Links


]]>00e6f2dc-ca38-4dc1-a04e-1374cb0f8336Fri, 01 Aug 2025 04:30:00 +100009:33falsefull626626625 - The Salesforce Partner's AI Dilemma with Sanjeet Mahajan625 - The Salesforce Partner's AI Dilemma with Sanjeet MahajanWhy you should listen

  1. Sanjeet Mahajan shares his journey building AgentForce agents and custom AI solutions, revealing the critical prompt engineering techniques that eliminate hallucinations and deliver real ROI.
  2. Learn the decision framework for when to use AgentForce versus building custom agents with LangChain and CrewAI, plus real case studies from hospitality and real estate showing measurable results.
  3. Discover how to create your own "Content Crafter" AI agent that generates marketing ideas in 10 minutes instead of 3-4 weeks, based on your unique business journey and client data.

As a Salesforce consultant, you're watching competitors struggle with AgentForce implementation while others race ahead with custom AI agents. The hallucinations, pricing concerns, and lack of clear guidance on when to build versus buy has left many of you spinning your wheels. I see this frustration constantly - talented consultants who know their platforms inside-out but feel lost in the AI maze. In this episode, I talk with Sanjeet Mahajan from Kizzy Consulting, who's spent months in the trenches building both AgentForce and custom agents. We dive deep into the prompt engineering techniques that actually work, the decision framework for choosing platforms, and proven case studies that show real ROI. If you're tired of AI hype and want practical implementation strategies that work, this conversation will give you the roadmap you need.


About Sanjeet Mahajan

Sanjeet Mahajan is the Founder & CEO of Kizzy Consulting, a Salesforce Ridge and ISV Partner helping nonprofits, real estate, and homecare teams grow with clean data, smart automation, and human-first design. A seasoned Technical Architect with a deep curiosity for AI, Sanjeet is building intelligent systems that think, act, and adapt—so businesses don’t just keep up, they leap ahead.


Resources and Links


]]>Why you should listen

  1. Sanjeet Mahajan shares his journey building AgentForce agents and custom AI solutions, revealing the critical prompt engineering techniques that eliminate hallucinations and deliver real ROI.
  2. Learn the decision framework for when to use AgentForce versus building custom agents with LangChain and CrewAI, plus real case studies from hospitality and real estate showing measurable results.
  3. Discover how to create your own "Content Crafter" AI agent that generates marketing ideas in 10 minutes instead of 3-4 weeks, based on your unique business journey and client data.

As a Salesforce consultant, you're watching competitors struggle with AgentForce implementation while others race ahead with custom AI agents. The hallucinations, pricing concerns, and lack of clear guidance on when to build versus buy has left many of you spinning your wheels. I see this frustration constantly - talented consultants who know their platforms inside-out but feel lost in the AI maze. In this episode, I talk with Sanjeet Mahajan from Kizzy Consulting, who's spent months in the trenches building both AgentForce and custom agents. We dive deep into the prompt engineering techniques that actually work, the decision framework for choosing platforms, and proven case studies that show real ROI. If you're tired of AI hype and want practical implementation strategies that work, this conversation will give you the roadmap you need.


About Sanjeet Mahajan

Sanjeet Mahajan is the Founder & CEO of Kizzy Consulting, a Salesforce Ridge and ISV Partner helping nonprofits, real estate, and homecare teams grow with clean data, smart automation, and human-first design. A seasoned Technical Architect with a deep curiosity for AI, Sanjeet is building intelligent systems that think, act, and adapt—so businesses don’t just keep up, they leap ahead.


Resources and Links


]]>b8871a3a-abf0-4cd2-84bf-16fe3f1c3ad6Tue, 29 Jul 2025 04:30:00 +100028:58falsefull625625624 - How to Turn Client Cloud Platform Pain Into Profitable Migration Projects with Jon Topper624 - How to Turn Client Cloud Platform Pain Into Profitable Migration Projects with Jon TopperWhy you should listen

  1. Jon Topper reveals how to transform client cloud platform complaints into profitable migration projects, including access to substantial AWS funding programs most consultants don't know exist.
  2. Learn the real truth about AWS partnerships - why they don't deliver leads as promised and the relationship strategy that actually works to generate opportunities.
  3. Discover how to build authority in the cloud space that gets you noticed by platform sales teams, using the same approach that led to Jon's acquisition by a 400-person company.

As a tech consultant, you've probably heard clients complaining about their current cloud platform costs, performance issues, or vendor lock-in nightmares. What if I told you there's a way to turn those complaints into profitable migration projects - and there's significant funding available to help them migrate? In this episode, I talk with Jon Topper from The Scale Factory, who shares exactly how to position yourself as the hero who solves their biggest cloud headaches. We dive into the real economics of cloud migration, when to recommend the move, and how to build the authority that gets platform sales teams to notice you.


About Jon Topper

Jon Topper is the founder of The Scale Factory, an award-winning AWS partner, now part of Ten10. His team helps SaaS companies and other businesses get more from their cloud platforms by providing consulting, engineering, and support services to design, build, operate, and scale their infrastructure. In his career spanning two decades, Jon has worked on infrastructure problems for both Fortune 500 companies and startups across various market sectors.


Resources and Links



If you think Jon and his team could help with your AWS platform, visit scalefactory.com and book a call with one of their experts!

]]>Why you should listen

  1. Jon Topper reveals how to transform client cloud platform complaints into profitable migration projects, including access to substantial AWS funding programs most consultants don't know exist.
  2. Learn the real truth about AWS partnerships - why they don't deliver leads as promised and the relationship strategy that actually works to generate opportunities.
  3. Discover how to build authority in the cloud space that gets you noticed by platform sales teams, using the same approach that led to Jon's acquisition by a 400-person company.

As a tech consultant, you've probably heard clients complaining about their current cloud platform costs, performance issues, or vendor lock-in nightmares. What if I told you there's a way to turn those complaints into profitable migration projects - and there's significant funding available to help them migrate? In this episode, I talk with Jon Topper from The Scale Factory, who shares exactly how to position yourself as the hero who solves their biggest cloud headaches. We dive into the real economics of cloud migration, when to recommend the move, and how to build the authority that gets platform sales teams to notice you.


About Jon Topper

Jon Topper is the founder of The Scale Factory, an award-winning AWS partner, now part of Ten10. His team helps SaaS companies and other businesses get more from their cloud platforms by providing consulting, engineering, and support services to design, build, operate, and scale their infrastructure. In his career spanning two decades, Jon has worked on infrastructure problems for both Fortune 500 companies and startups across various market sectors.


Resources and Links



If you think Jon and his team could help with your AWS platform, visit scalefactory.com and book a call with one of their experts!

]]>36ff6722-40c1-4d7f-afa3-0cb11dcfe91aTue, 22 Jul 2025 04:30:00 +100032:41falsefull624624623 - Struggling to Pick a Niche?623 - Struggling to Pick a Niche?As a tech consultant, you're probably exhausted from chasing every opportunity that comes your way - bouncing between industries whenever a referral pops up. You know you need to specialize, but choosing a niche feels risky when you're already pulling in decent revenue and worried about leaving money on the table. The truth is, staying a generalist is what's keeping you stuck doing $15K implementations instead of leading $50K+ transformations. In this episode, I share the exact 4-filter system that separates profitable niches from time-wasters. You'll learn how to identify niches with urgent problems, real budgets, and scalable potential - the same approach my clients use to stop competing on price and start commanding premium rates for their expertise.

Resources and Links


]]>As a tech consultant, you're probably exhausted from chasing every opportunity that comes your way - bouncing between industries whenever a referral pops up. You know you need to specialize, but choosing a niche feels risky when you're already pulling in decent revenue and worried about leaving money on the table. The truth is, staying a generalist is what's keeping you stuck doing $15K implementations instead of leading $50K+ transformations. In this episode, I share the exact 4-filter system that separates profitable niches from time-wasters. You'll learn how to identify niches with urgent problems, real budgets, and scalable potential - the same approach my clients use to stop competing on price and start commanding premium rates for their expertise.

Resources and Links


]]>70c9f745-461a-47f6-b80f-b568d9590c28Fri, 18 Jul 2025 04:30:00 +100009:45falsefull623623622 - Why Your Clients are Still Stuck in CRM Hell at 10PM (And How AI Fixes It) with Gaurav Bhattacharya622 - Why Your Clients are Still Stuck in CRM Hell at 10PM (And How AI Fixes It) with Gaurav BhattacharyaWhy you should listen

  1. Gaurav shares how Jeeva.ai is revolutionizing sales automation by making AI-powered outreach as simple as ChatGPT, without the complexity of tools like Clay.
  2. Learn how to cut through the noise of generic AI outreach with personalized, multi-channel strategies that actually improve deliverability and response rates.
  3. Discover the future of sales technology and why natural language interfaces will replace complex CRM workflows - plus get insights from a Forbes 30 Under 30 founder backed by Mark Benioff.

Your clients' sales teams are drowning in CRM busywork, spending hours on data entry and lead research instead of actually selling. Meanwhile, their cold outreach campaigns are getting lost in the noise of AI-generated spam, delivering terrible conversion rates despite all the time invested. If this sounds familiar, you're not alone - and there's finally a solution. In this episode, I sit down with Gaurav Bhattacharya, CEO of Jeeva.ai, who's built the AI sales automation platform that's changing everything. Gaurav is a repeat B2B SaaS founder who went from creating a radiology tool adopted by the Indian government at age 17 to raising over $20M and hitting $7M revenue in just 12 months with his latest venture. We dive deep into how Jeeva.ai eliminates the biggest pain points in modern sales - from automated lead research and data enrichment to personalized outreach across multiple channels. You'll discover why most outbound tools are actually making the spam problem worse, how to improve email deliverability in an AI-saturated market, and why the future belongs to natural language interfaces that work where sales teams actually spend their time.


About Gaurav Bhattacharya

Gaurav Bhattacharya is a repeat B2B SaaS founder and Forbes 30 Under 30 honoree who’s built, scaled, and exited startups before most founders finish their MVP. Currently the CEO of Jeeva.ai, he’s leading the charge in automating outbound AI-powered SDR agents — helping B2B teams 2x their pipeline in half the time (and cost).

Before Jeeva, he co-founded involve.ai, a customer intelligence platform that grew to 500+ companies and 1.1M users globally. He raised over $20M from top investors like Sapphire Ventures, Stanford University, and Gokul Rajaram — and hit $5M ARR in under 9 months with just 11 people.

But Gaurav’s story starts even earlier — at 17, he co-built a radiology tool that the Indian government adopted nationwide to fight sex-selective abortions. 

He’s been featured in Forbes, Business Insider, LA Business Journal, and top startup podcasts — and he’s not here to preach theory. Gaurav brings real-world operator lessons, raw founder stories, and tactical GTM frameworks that listeners can steal and ship the same day.

When he’s not building, he’s probably over-caffeinating, mentoring founders, or geeking out on outbound psychology.


Resources and Links



]]>Why you should listen

  1. Gaurav shares how Jeeva.ai is revolutionizing sales automation by making AI-powered outreach as simple as ChatGPT, without the complexity of tools like Clay.
  2. Learn how to cut through the noise of generic AI outreach with personalized, multi-channel strategies that actually improve deliverability and response rates.
  3. Discover the future of sales technology and why natural language interfaces will replace complex CRM workflows - plus get insights from a Forbes 30 Under 30 founder backed by Mark Benioff.

Your clients' sales teams are drowning in CRM busywork, spending hours on data entry and lead research instead of actually selling. Meanwhile, their cold outreach campaigns are getting lost in the noise of AI-generated spam, delivering terrible conversion rates despite all the time invested. If this sounds familiar, you're not alone - and there's finally a solution. In this episode, I sit down with Gaurav Bhattacharya, CEO of Jeeva.ai, who's built the AI sales automation platform that's changing everything. Gaurav is a repeat B2B SaaS founder who went from creating a radiology tool adopted by the Indian government at age 17 to raising over $20M and hitting $7M revenue in just 12 months with his latest venture. We dive deep into how Jeeva.ai eliminates the biggest pain points in modern sales - from automated lead research and data enrichment to personalized outreach across multiple channels. You'll discover why most outbound tools are actually making the spam problem worse, how to improve email deliverability in an AI-saturated market, and why the future belongs to natural language interfaces that work where sales teams actually spend their time.


About Gaurav Bhattacharya

Gaurav Bhattacharya is a repeat B2B SaaS founder and Forbes 30 Under 30 honoree who’s built, scaled, and exited startups before most founders finish their MVP. Currently the CEO of Jeeva.ai, he’s leading the charge in automating outbound AI-powered SDR agents — helping B2B teams 2x their pipeline in half the time (and cost).

Before Jeeva, he co-founded involve.ai, a customer intelligence platform that grew to 500+ companies and 1.1M users globally. He raised over $20M from top investors like Sapphire Ventures, Stanford University, and Gokul Rajaram — and hit $5M ARR in under 9 months with just 11 people.

But Gaurav’s story starts even earlier — at 17, he co-built a radiology tool that the Indian government adopted nationwide to fight sex-selective abortions. 

He’s been featured in Forbes, Business Insider, LA Business Journal, and top startup podcasts — and he’s not here to preach theory. Gaurav brings real-world operator lessons, raw founder stories, and tactical GTM frameworks that listeners can steal and ship the same day.

When he’s not building, he’s probably over-caffeinating, mentoring founders, or geeking out on outbound psychology.


Resources and Links



]]>ee0d0188-5586-4e7f-b5e0-2dc85226782bTue, 15 Jul 2025 04:30:00 +100039:24falsefull622622621 - Why ‘Giving First’ Beats Funnels and Ads for Consulting Success with André van Kampen621 - Why ‘Giving First’ Beats Funnels and Ads for Consulting Success with André van KampenWhy you should listen

  1. André van Kampen reveals how his 9-year hospitality background became his secret weapon for delivering exceptional client care in Salesforce consulting, going the extra mile that sets him apart from competitors.
  2. Discover how building and nurturing the ISV community in Europe created multiple revenue streams while establishing André as a thought leader in the Salesforce ecosystem.
  3. Learn practical strategies for leveraging networking and community involvement to build a sustainable consulting business without relying on paid advertising or traditional marketing tactics.

Differentiating yourself in an increasingly crowded consulting market while building genuine client relationships feels nearly impossible. In this episode, I sit down with André van Kampen, a Salesforce consultant from the Netherlands who has built his business through exceptional client care and community leadership. We explore how his hospitality background shaped his consulting approach, why he focuses on the most challenging manufacturing projects, and how he's created multiple revenue streams through ISV partnerships and event organization. André shares insights on navigating AI adoption challenges, the importance of data quality, and why networking remains the most underrated lead generation channel for consultants.

About André van Kampen

Andre van Kampen is a seasoned Salesforce consultant and founder of KampKonsult, ISV Forum, and YeurDreamin’. He specializes in Service Cloud and Community Cloud, holds multiple Salesforce certifications, and has been recognized as a Salesforce MVP (2021–2024). Andre is active in the Salesforce community as an Amsterdam User Group co-leader and is fluent in Dutch and English.


Resources and Links


]]>Why you should listen

  1. André van Kampen reveals how his 9-year hospitality background became his secret weapon for delivering exceptional client care in Salesforce consulting, going the extra mile that sets him apart from competitors.
  2. Discover how building and nurturing the ISV community in Europe created multiple revenue streams while establishing André as a thought leader in the Salesforce ecosystem.
  3. Learn practical strategies for leveraging networking and community involvement to build a sustainable consulting business without relying on paid advertising or traditional marketing tactics.

Differentiating yourself in an increasingly crowded consulting market while building genuine client relationships feels nearly impossible. In this episode, I sit down with André van Kampen, a Salesforce consultant from the Netherlands who has built his business through exceptional client care and community leadership. We explore how his hospitality background shaped his consulting approach, why he focuses on the most challenging manufacturing projects, and how he's created multiple revenue streams through ISV partnerships and event organization. André shares insights on navigating AI adoption challenges, the importance of data quality, and why networking remains the most underrated lead generation channel for consultants.

About André van Kampen

Andre van Kampen is a seasoned Salesforce consultant and founder of KampKonsult, ISV Forum, and YeurDreamin’. He specializes in Service Cloud and Community Cloud, holds multiple Salesforce certifications, and has been recognized as a Salesforce MVP (2021–2024). Andre is active in the Salesforce community as an Amsterdam User Group co-leader and is fluent in Dutch and English.


Resources and Links


]]>c0abdf26-7052-44cb-b5cd-4a77e6a6065eTue, 08 Jul 2025 04:30:00 +100025:02falsefull621621620 - The Death of Billable Hours620 - The Death of Billable HoursAs a consultant, you're probably feeling the ground shift beneath your feet right now. While everyone's celebrating AI's promise to make us 10x more productive, I'm seeing a darker reality unfold. Your biggest clients are starting to question why they should pay $200 an hour for work they know AI can handle in minutes. Fortune 1000 CEOs aren't waiting six months for insights anymore—they want them yesterday, and they're willing to cut you out if AI can deliver faster. In this episode, I reveal why the traditional billable hour model is becoming a death trap and share the exact framework I use to help consultants escape the time-for-money cycle. I'll walk you through my 3P system that helped one client slash their working hours in half while nearly tripling their revenue. The consultants who make this shift now will dominate—those who don't will become AI's assistants.

]]>As a consultant, you're probably feeling the ground shift beneath your feet right now. While everyone's celebrating AI's promise to make us 10x more productive, I'm seeing a darker reality unfold. Your biggest clients are starting to question why they should pay $200 an hour for work they know AI can handle in minutes. Fortune 1000 CEOs aren't waiting six months for insights anymore—they want them yesterday, and they're willing to cut you out if AI can deliver faster. In this episode, I reveal why the traditional billable hour model is becoming a death trap and share the exact framework I use to help consultants escape the time-for-money cycle. I'll walk you through my 3P system that helped one client slash their working hours in half while nearly tripling their revenue. The consultants who make this shift now will dominate—those who don't will become AI's assistants.

]]>826dc5c3-1c4f-472b-b8eb-fe1a2a08ce2dFri, 04 Jul 2025 04:30:00 +100008:00falsefull620620619 - From 53 Clicks to 1 Voice Command: How Myko Fixes CRM Adoption with Trevor Lee619 - From 53 Clicks to 1 Voice Command: How Myko Fixes CRM Adoption with Trevor LeeWhy you should listen

  1. Trevor reveals how Myko solves the age-old problem of sales reps not entering data into Salesforce by using voice technology to eliminate the 53-click process down to 15 seconds
  2. Learn how poor CRM data entry is blocking your AI initiatives and downstream analytics, and discover a practical solution that integrates seamlessly with existing workflows
  3. Gain insights into the future of voice-first technology in sales and how early adopters are leveraging this to dramatically improve rep ramp time and territory handoffs

As a Salesforce partner, you know the challenge of implementing CRM systems that don't fit into the natural flow of how sales reps actually work. Your clients struggle with data gaps that prevent meaningful reporting, AI initiatives get stalled because there's insufficient data to analyze, and you're constantly looking for solutions that bridge the gap between CRM capabilities and real-world sales activities. I've experienced this firsthand - watching robust Salesforce implementations underperform because the data entry process doesn't align with how field reps actually spend their time.


In this episode, I talk with Trevor Lee from Myko who has built a voice-first solution that finally addresses this fundamental workflow challenge. We discuss how his tool transforms the complex 53-click mobile process into a simple 15-second voice interaction that fits naturally into a rep's day, why this breakthrough is critical for AI initiatives, and how partners can leverage this technology to unlock previously impossible downstream projects for their clients.


About Trevor Lee 

Trevor is the Cofounder and CEO of Myko - the language interface for teams to interact with Salesforce. Trevor started his career in finance and met his cofounder and Zheng at business school. The two of them worked together on a financial modeling solution Genius Sheets that they eventually sold. 


Resources and Links


]]>Why you should listen

  1. Trevor reveals how Myko solves the age-old problem of sales reps not entering data into Salesforce by using voice technology to eliminate the 53-click process down to 15 seconds
  2. Learn how poor CRM data entry is blocking your AI initiatives and downstream analytics, and discover a practical solution that integrates seamlessly with existing workflows
  3. Gain insights into the future of voice-first technology in sales and how early adopters are leveraging this to dramatically improve rep ramp time and territory handoffs

As a Salesforce partner, you know the challenge of implementing CRM systems that don't fit into the natural flow of how sales reps actually work. Your clients struggle with data gaps that prevent meaningful reporting, AI initiatives get stalled because there's insufficient data to analyze, and you're constantly looking for solutions that bridge the gap between CRM capabilities and real-world sales activities. I've experienced this firsthand - watching robust Salesforce implementations underperform because the data entry process doesn't align with how field reps actually spend their time.


In this episode, I talk with Trevor Lee from Myko who has built a voice-first solution that finally addresses this fundamental workflow challenge. We discuss how his tool transforms the complex 53-click mobile process into a simple 15-second voice interaction that fits naturally into a rep's day, why this breakthrough is critical for AI initiatives, and how partners can leverage this technology to unlock previously impossible downstream projects for their clients.


About Trevor Lee 

Trevor is the Cofounder and CEO of Myko - the language interface for teams to interact with Salesforce. Trevor started his career in finance and met his cofounder and Zheng at business school. The two of them worked together on a financial modeling solution Genius Sheets that they eventually sold. 


Resources and Links


]]>4168d15a-32f9-422f-9275-e1b5125e6b61Tue, 01 Jul 2025 04:30:00 +100026:25falsefull619619618 - Why 86% of Cyberattacks Now Hit SMBs First and How to Protect Them with René-Sylvain Bedard618 - Why 86% of Cyberattacks Now Hit SMBs First and How to Protect Them with René-Sylvain BedardWhy you should listen

  1. Learn why SMB clients are now the #1 target for cyberattacks and how attackers operate (with shocking real-world examples).
  2. Discover how Microsoft partners can add value and margin with simplified cybersecurity services — even without deep in-house expertise.
  3. Find out how to protect your firm and clients from ransomware and liability without adding massive overhead or complexity.


If you think your clients are “too small” to be a target—think again. Cybercriminals are shifting focus toward SMBs, and Microsoft partners are on the front lines, whether they know it or not.

In this episode, I talk to René-Sylvain Bédard (RS), CEO of Indominus Managed Security, about how Microsoft partners can simplify cybersecurity, reduce risk, and turn this into a value-added service—not just an afterthought. You’ll learn the real risks, where partners are exposed, and how to protect both clients and your own firm.


About René-Sylvain Bedard

René-Sylvain has nearly 30 years of experience as a technical architect, is the founder and CEO of Indominus. His work spans consulting firms, governments, telecommunications, aerospace, and SMEs. As a Microsoft partner for over 20 years, he has built strong relationships and received expert training allowing him to position Indominus as a leader in consulting, AI, and managed security services.

In 2024, he was sacred "Highly Commended", the 2nd place in the "Best Technology Speaker" category at the Speaker Awards in London and within a few months, Indominus Managed Security was nominated to "Best Tech Company" by the Canadian SME Magazine.

In 2025, Rene-Sylvain already published his new book "Secure by design", through Rethink Press and Indominus Managed Security won "Best Cybersecurity for SME", by the Canadian Business Awards.

Under his leadership, Indominus is committed to fighting cybercrime globally, using innovative technologies and approaches to protect organizations and individuals.

Driven by a passion for helping others and creating a safer world, René-Sylvain is confident that Indominus’ expertise will shape a future free from cybercrime. With unwavering commitment to excellence and determination to eradicate cybercrime, he is ready to lead Indominus and its partners towards a safer future.


Resources and Links



]]>Why you should listen

  1. Learn why SMB clients are now the #1 target for cyberattacks and how attackers operate (with shocking real-world examples).
  2. Discover how Microsoft partners can add value and margin with simplified cybersecurity services — even without deep in-house expertise.
  3. Find out how to protect your firm and clients from ransomware and liability without adding massive overhead or complexity.


If you think your clients are “too small” to be a target—think again. Cybercriminals are shifting focus toward SMBs, and Microsoft partners are on the front lines, whether they know it or not.

In this episode, I talk to René-Sylvain Bédard (RS), CEO of Indominus Managed Security, about how Microsoft partners can simplify cybersecurity, reduce risk, and turn this into a value-added service—not just an afterthought. You’ll learn the real risks, where partners are exposed, and how to protect both clients and your own firm.


About René-Sylvain Bedard

René-Sylvain has nearly 30 years of experience as a technical architect, is the founder and CEO of Indominus. His work spans consulting firms, governments, telecommunications, aerospace, and SMEs. As a Microsoft partner for over 20 years, he has built strong relationships and received expert training allowing him to position Indominus as a leader in consulting, AI, and managed security services.

In 2024, he was sacred "Highly Commended", the 2nd place in the "Best Technology Speaker" category at the Speaker Awards in London and within a few months, Indominus Managed Security was nominated to "Best Tech Company" by the Canadian SME Magazine.

In 2025, Rene-Sylvain already published his new book "Secure by design", through Rethink Press and Indominus Managed Security won "Best Cybersecurity for SME", by the Canadian Business Awards.

Under his leadership, Indominus is committed to fighting cybercrime globally, using innovative technologies and approaches to protect organizations and individuals.

Driven by a passion for helping others and creating a safer world, René-Sylvain is confident that Indominus’ expertise will shape a future free from cybercrime. With unwavering commitment to excellence and determination to eradicate cybercrime, he is ready to lead Indominus and its partners towards a safer future.


Resources and Links



]]>a18874f0-8d6b-467b-87a9-534bfed3c3c8Tue, 24 Jun 2025 04:30:00 +100027:52falsefull618618617 - How Top Consultants Are Winning in 2025617 - How Top Consultants Are Winning in 2025If 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



]]>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



]]>2ea558e3-362d-4258-8f00-3792a3257a38Fri, 20 Jun 2025 04:30:00 +100004:55falsefull617617616 - Scaling a RevOps Consultancy from Freelancer to Team with Kathryn Castle616 - Scaling a RevOps Consultancy from Freelancer to Team with Kathryn CastleWhy you should listen

  1. Learn how Kathryn scaled from solo freelancer to a strategic RevOps firm serving VC-backed SaaS companies
  2. Discover the real impact of AI on RevOps—and why data hygiene is more critical than ever
  3. Hear how Kathryn balances strategy, tech, and team building to retain clients for 18+ months

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


]]>Why you should listen

  1. Learn how Kathryn scaled from solo freelancer to a strategic RevOps firm serving VC-backed SaaS companies
  2. Discover the real impact of AI on RevOps—and why data hygiene is more critical than ever
  3. Hear how Kathryn balances strategy, tech, and team building to retain clients for 18+ months

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


]]>dc06469f-2b91-4076-a663-2d5c8b56c6f0Tue, 17 Jun 2025 04:30:00 +100029:16falsefull616616615 - How to Use Twitter DMs to Book More B2B Sales Calls with Alex Peñuñuri615 - How to Use Twitter DMs to Book More B2B Sales Calls with Alex PeñuñuriWhy you should listen

  1. Discover why Twitter (X) DMs are outperforming cold email and LinkedIn for tech outreach
  2. Learn how to build high-quality lead lists using followers, bio keywords, and AI-enhanced targeting
  3. Get a behind-the-scenes look at Drippy.ai, the platform automating Twitter outreach with personalized, scalable messages

Most SaaS consultants rely on LinkedIn and email for outbound, but ignore one of the most untapped platforms: Twitter. In this episode, I sit down with Alex Peñuñuri, Co-owner of Drippy.ai, to uncover how Twitter is quietly outperforming traditional channels for tech consultants doing high-ticket outreach.


We talk targeting, messaging, automation, and how to personalize at scale using AI. Whether you're getting fewer replies on cold email or worried about burning your LinkedIn account, Alex shares how Twitter can boost your outreach volume, trust, and booked calls—without adding risk.


About Alex Peñuñuri

Alex Peñuñuri is the co-owner of Drippi, a 7-figure Twitter/X outreach automation software that helps B2B companies land high-value clients through highly personalized outreach messages.

Despite initially pursuing a legal career, Alex dropped out of law school to focus on building and growing Drippi - a bold move that paid off. In just two years, at only 24 years old, he has helped scale the company, serving 2,688+ businesses and driving over 1,100 sales calls since August 2024. He has built a loyal audience of 18,000 Twitter followers by demonstrating how more authentic, targeted engagement leads to real connections and real revenue.

Under Alex’s leadership, Drippi has refined the art of outbound messaging, boasting a 40.19% free trial-to-paid conversion rate - a benchmark few SaaS companies achieve. Now, he shares his insights on outbound marketing, scaling remote teams, and building customer acquisition systems that work at scale through YouTube and X.


Resources and Links


]]>Why you should listen

  1. Discover why Twitter (X) DMs are outperforming cold email and LinkedIn for tech outreach
  2. Learn how to build high-quality lead lists using followers, bio keywords, and AI-enhanced targeting
  3. Get a behind-the-scenes look at Drippy.ai, the platform automating Twitter outreach with personalized, scalable messages

Most SaaS consultants rely on LinkedIn and email for outbound, but ignore one of the most untapped platforms: Twitter. In this episode, I sit down with Alex Peñuñuri, Co-owner of Drippy.ai, to uncover how Twitter is quietly outperforming traditional channels for tech consultants doing high-ticket outreach.


We talk targeting, messaging, automation, and how to personalize at scale using AI. Whether you're getting fewer replies on cold email or worried about burning your LinkedIn account, Alex shares how Twitter can boost your outreach volume, trust, and booked calls—without adding risk.


About Alex Peñuñuri

Alex Peñuñuri is the co-owner of Drippi, a 7-figure Twitter/X outreach automation software that helps B2B companies land high-value clients through highly personalized outreach messages.

Despite initially pursuing a legal career, Alex dropped out of law school to focus on building and growing Drippi - a bold move that paid off. In just two years, at only 24 years old, he has helped scale the company, serving 2,688+ businesses and driving over 1,100 sales calls since August 2024. He has built a loyal audience of 18,000 Twitter followers by demonstrating how more authentic, targeted engagement leads to real connections and real revenue.

Under Alex’s leadership, Drippi has refined the art of outbound messaging, boasting a 40.19% free trial-to-paid conversion rate - a benchmark few SaaS companies achieve. Now, he shares his insights on outbound marketing, scaling remote teams, and building customer acquisition systems that work at scale through YouTube and X.


Resources and Links


]]>3e406456-b0be-4459-bd13-de830a19bf2aTue, 10 Jun 2025 04:30:00 +100035:35falsefull615615614 - I’ll Do the AI Homework So You Don’t Have To614 - I’ll Do the AI Homework So You Don’t Have ToIf you’re still trying to “figure out AI” in the cracks of an overloaded week, you’re not alone. Most SaaS consultants are stuck waiting—for platforms like Salesforce or HubSpot to release perfect features, or for clients to ask the right questions. Meanwhile, the biggest margin opportunity in years is passing by.

In this solo episode, I share how I stay ahead of the AI curve—so you don’t have to. You’ll get my exact system for learning fast, my favorite channels, podcasts, and masterminds, and how I turn it all into team-ready playbooks and custom GPTs. If you want AI insights that actually make you money (without falling down rabbit holes), this episode is for you.

Resources and Links



]]>If you’re still trying to “figure out AI” in the cracks of an overloaded week, you’re not alone. Most SaaS consultants are stuck waiting—for platforms like Salesforce or HubSpot to release perfect features, or for clients to ask the right questions. Meanwhile, the biggest margin opportunity in years is passing by.

In this solo episode, I share how I stay ahead of the AI curve—so you don’t have to. You’ll get my exact system for learning fast, my favorite channels, podcasts, and masterminds, and how I turn it all into team-ready playbooks and custom GPTs. If you want AI insights that actually make you money (without falling down rabbit holes), this episode is for you.

Resources and Links



]]>fdf142ba-ff49-495a-b761-79ead9379964Fri, 06 Jun 2025 04:30:00 +100007:49falsefull614614613 - Turn AI Chaos Into Client Results, Fast with Kate vanderVoort613 - Turn AI Chaos Into Client Results, Fast with Kate vanderVoortWhy you should listen

  1. Kate breaks down exactly where to start, without chasing shiny tools.
  2. Learn how to build AI systems they’ll actually adopt.
  3. Kate shares how to train GPTs on your tone and strategy.

If AI still feels overwhelming, like you’re already behind or unsure where to start, you’re not alone. In this episode, I speak with Kate VanderVoort from Social Mediology, who helps consultants move beyond shiny tools and build practical AI systems that actually save time. Kate explains why most businesses struggle with AI and how to fix it by starting with the right foundation.

You’ll walk away with a clear picture of what actually works, what to avoid, and how to make AI a useful part of your business without the overwhelm. If you're ready to cut through the noise and use AI in a way that supports your team and goals, this episode is for you.

About Kate VanderVoort

Kate VanderVoort is Founder and CEO of Social Mediology and the AI Success Lab and host of the AI Grapple Podcast. She is a digital strategy expert with over 30 years of experience in both online and offline marketing, as well as business development. For 15 years, she has specialised in growing and activating online customer communities on social media and, more recently, works with companies to integrate AI into their marketing and business operations.

Resources and Links


]]>Why you should listen

  1. Kate breaks down exactly where to start, without chasing shiny tools.
  2. Learn how to build AI systems they’ll actually adopt.
  3. Kate shares how to train GPTs on your tone and strategy.

If AI still feels overwhelming, like you’re already behind or unsure where to start, you’re not alone. In this episode, I speak with Kate VanderVoort from Social Mediology, who helps consultants move beyond shiny tools and build practical AI systems that actually save time. Kate explains why most businesses struggle with AI and how to fix it by starting with the right foundation.

You’ll walk away with a clear picture of what actually works, what to avoid, and how to make AI a useful part of your business without the overwhelm. If you're ready to cut through the noise and use AI in a way that supports your team and goals, this episode is for you.

About Kate VanderVoort

Kate VanderVoort is Founder and CEO of Social Mediology and the AI Success Lab and host of the AI Grapple Podcast. She is a digital strategy expert with over 30 years of experience in both online and offline marketing, as well as business development. For 15 years, she has specialised in growing and activating online customer communities on social media and, more recently, works with companies to integrate AI into their marketing and business operations.

Resources and Links


]]>f5e8e956-f75d-403f-be89-735325ce9f6aTue, 03 Jun 2025 04:30:00 +100037:35falsefull613613612 - ​​AI Agents Are the New Hires with Ken Gavranovic612 - ​​AI Agents Are the New Hires with Ken GavranovicWhy you should listen

  1. Learn how to build your own AI revenue streams now with agents and digital employees.
  2. Get a reality check on where AI adoption is really at—and how it’s disrupting mid-tier SaaS faster than you think.
  3. Hear practical agent use cases across sales, support, and delivery—straight from a tech leader who's helped raise $ 400 M+ and worked with Fortune 500s.

If you’re still hanging your hat on your SaaS vendor adding AI features, you’re already behind.

In this episode, I talk with Ken Gavranovic, a tech exec who’s been building with AI since before most people could spell LLM. Ken shares how agents (aka “digital employees”) are quietly becoming the next big service you should offer—and why relying solely on platform tools like Salesforce’s Agent Assist will cost you deals, not win them.

We dive into the difference between LLMs and agents, how to package AI advisory work for clients, and the mindset shift SaaS Consulting Partners must make to stay relevant and profitable in 2025.

About Ken Gavranovic

Ken Gavranovic is a seasoned technology executive, global keynote speaker, and member of Thinkers50 and the Forbes Council, renowned for helping brick-and-mortar businesses leverage AI and advanced technologies for immediate, impactful results. With over three decades of experience, Ken has collaborated with top venture firms, guiding over 18 successful exits, 35 mergers and acquisitions, and one IPO. Ken’s expertise spans iconic brands like Disney World and 7-Eleven, where he implemented technology solutions that improved customer engagement and operational efficiency.


Resources and Links


]]>Why you should listen

  1. Learn how to build your own AI revenue streams now with agents and digital employees.
  2. Get a reality check on where AI adoption is really at—and how it’s disrupting mid-tier SaaS faster than you think.
  3. Hear practical agent use cases across sales, support, and delivery—straight from a tech leader who's helped raise $ 400 M+ and worked with Fortune 500s.

If you’re still hanging your hat on your SaaS vendor adding AI features, you’re already behind.

In this episode, I talk with Ken Gavranovic, a tech exec who’s been building with AI since before most people could spell LLM. Ken shares how agents (aka “digital employees”) are quietly becoming the next big service you should offer—and why relying solely on platform tools like Salesforce’s Agent Assist will cost you deals, not win them.

We dive into the difference between LLMs and agents, how to package AI advisory work for clients, and the mindset shift SaaS Consulting Partners must make to stay relevant and profitable in 2025.

About Ken Gavranovic

Ken Gavranovic is a seasoned technology executive, global keynote speaker, and member of Thinkers50 and the Forbes Council, renowned for helping brick-and-mortar businesses leverage AI and advanced technologies for immediate, impactful results. With over three decades of experience, Ken has collaborated with top venture firms, guiding over 18 successful exits, 35 mergers and acquisitions, and one IPO. Ken’s expertise spans iconic brands like Disney World and 7-Eleven, where he implemented technology solutions that improved customer engagement and operational efficiency.


Resources and Links


]]>78378810-4ad1-4526-bad5-db6be0b844b6Tue, 27 May 2025 04:30:00 +100035:11falsefull612612611 - From CRM to Agents: How SaaS Consultants Can Sell Bigger Deals with AI611 - From CRM to Agents: How SaaS Consultants Can Sell Bigger Deals with AIToo many SaaS Consulting Partners are stuck in wait mode. Waiting for Salesforce or HubSpot to drop the perfect AI feature. Waiting for clients to ask the right questions. Waiting until they feel “ready.”

Meanwhile? They’re missing the highest-margin opportunity since CRM implementations first exploded: custom AI agents.

In this episode, I break down a simple, repeatable way to turn agents into a new revenue stream—without building anything from scratch, becoming a prompt engineer, or replacing your existing stack. You’ll walk away knowing how to identify agent opportunities, pitch them, and package them into $10K–$50K+ services.

​​

Resources and Links


]]>Too many SaaS Consulting Partners are stuck in wait mode. Waiting for Salesforce or HubSpot to drop the perfect AI feature. Waiting for clients to ask the right questions. Waiting until they feel “ready.”

Meanwhile? They’re missing the highest-margin opportunity since CRM implementations first exploded: custom AI agents.

In this episode, I break down a simple, repeatable way to turn agents into a new revenue stream—without building anything from scratch, becoming a prompt engineer, or replacing your existing stack. You’ll walk away knowing how to identify agent opportunities, pitch them, and package them into $10K–$50K+ services.

​​

Resources and Links


]]>d047cb8e-acbb-460b-aa16-b75668ab7662Fri, 23 May 2025 04:30:00 +100006:36falsefull611611610 - Stop Competing on Vendor Badges: Build a Brand Clients Actually Want to Buy with Erica Hakonson610 - Stop Competing on Vendor Badges: Build a Brand Clients Actually Want to Buy with Erica HakonsonWhy you should listen

  1. Learn how poor positioning and generic messaging quietly kill your deals before the first call.
  2. Erica shares what to do when word of mouth plateaus—and how to attract buyers who don’t know you yet.
  3. Discover how to be “AI-findable” and get found in marketplace searches before your competitors.

If your marketing sounds just like every other partner’s, it’s already costing you deals. In this episode, I’m joined by Erica Hakonson, CEO of Maven Collective Marketing, to show you how to fix that. Erica has helped hundreds of Microsoft partners elevate their positioning, build credibility, and generate leads that don’t rely on referrals. We dig into the messaging traps most partners fall into, why AI is changing how you show up online, and how to stand out even in the most crowded categories. If you’re serious about scaling in 2025, this is one of the most important marketing episodes you’ll hear.

About Erica Hakonson

Erica Hakonson is the award-winning CEO and Founder of Maven Collective Marketing, a premier B2B digital marketing agency recognized across North America for its excellence in driving strategic marketing success for Microsoft Partners. With nearly 20 years of experience, Erica has built a powerhouse agency that has earned over 200 awards, including Best Firm to Work With, B2B Agency of the Year and Top Digital Marketing Company.

Erica is a results-driven marketing strategist known for transforming complex technology narratives into compelling marketing strategies that elevate brand authority and accelerate revenue growth. Since founding Maven Collective Marketing in 2012, she has led high-impact campaigns for global clients, helping them outperform in competitive B2B markets through data-driven performance, distinctive positioning, and strategic content marketing.

A recognized thought leader, Erica is a sought-after speaker on marketing leadership, entrepreneurship, and women in business. She has been featured in The Globe & Mail and honored with titles such as Female Entrepreneur of the Year and SME National Business Awards Editor’s Choice.


Resources and Links


]]>Why you should listen

  1. Learn how poor positioning and generic messaging quietly kill your deals before the first call.
  2. Erica shares what to do when word of mouth plateaus—and how to attract buyers who don’t know you yet.
  3. Discover how to be “AI-findable” and get found in marketplace searches before your competitors.

If your marketing sounds just like every other partner’s, it’s already costing you deals. In this episode, I’m joined by Erica Hakonson, CEO of Maven Collective Marketing, to show you how to fix that. Erica has helped hundreds of Microsoft partners elevate their positioning, build credibility, and generate leads that don’t rely on referrals. We dig into the messaging traps most partners fall into, why AI is changing how you show up online, and how to stand out even in the most crowded categories. If you’re serious about scaling in 2025, this is one of the most important marketing episodes you’ll hear.

About Erica Hakonson

Erica Hakonson is the award-winning CEO and Founder of Maven Collective Marketing, a premier B2B digital marketing agency recognized across North America for its excellence in driving strategic marketing success for Microsoft Partners. With nearly 20 years of experience, Erica has built a powerhouse agency that has earned over 200 awards, including Best Firm to Work With, B2B Agency of the Year and Top Digital Marketing Company.

Erica is a results-driven marketing strategist known for transforming complex technology narratives into compelling marketing strategies that elevate brand authority and accelerate revenue growth. Since founding Maven Collective Marketing in 2012, she has led high-impact campaigns for global clients, helping them outperform in competitive B2B markets through data-driven performance, distinctive positioning, and strategic content marketing.

A recognized thought leader, Erica is a sought-after speaker on marketing leadership, entrepreneurship, and women in business. She has been featured in The Globe & Mail and honored with titles such as Female Entrepreneur of the Year and SME National Business Awards Editor’s Choice.


Resources and Links


]]>2e3f36d0-bb4c-47ec-ae46-0c8146d7e344Tue, 20 May 2025 04:30:00 +100046:05falsefull610610609 - RevOps Reimagined: AI, Agility, and the End of Cold Outreach with Jacki Leahy609 - RevOps Reimagined: AI, Agility, and the End of Cold Outreach with Jacki LeahyWhy you should listen

  1. Understand why rigid RevOps systems are failing SaaS teams today—and what to build instead.
  2. Get actionable tips on using AI (like Clay and ChatGPT) to scale without losing your personal touch.
  3. Hear how Jacki uses LinkedIn like a "social butterfly" to create inbound interest through strategic commenting.

Still clinging to outdated RevOps playbooks? You might be quietly killing your growth. In this episode of the Paul Higgins Podcast, I sit down with Jacki Leahy, the high-energy founder of Activate the Magic, to unpack why cold outbound is dead and how to build a future-proof revenue engine that actually works. Jacki shares her wild journey from kindergarten teacher to scaling a SaaS company from $350K to $9M ARR, and now helping early-stage SaaS founders create flexible, client-focused RevOps systems.

Jacki doesn’t pull punches. She breaks down how "best practices" are often security blankets, how to ditch broken systems in favor of experimentation, and how to use tools like LinkedIn, Clay, and AI agents to drive connection-first sales. If you want to future-proof your revenue and get bigger deals with less waste, this is your blueprint.


About Jacki Leahy

With a unique journey from kindergarten teacher to BDR, Jacki found her true calling as an "Accidental Admin" at LinkSquares. As the 10th hire, she spearheaded the growth of the business development team, architecting the people, processes, and tech stack that catapulted ARR from $350K to $9M in 2 years.

Since 2020, Jacki has been on the consulting side of startups as VP Operations at Eustace Consulting and Head of Revenue Operations at Winning by Design.

She started ATM in August 2022, and lives in Boston MA with her mini dachshund Freddy.


Resources and Links


]]>Why you should listen

  1. Understand why rigid RevOps systems are failing SaaS teams today—and what to build instead.
  2. Get actionable tips on using AI (like Clay and ChatGPT) to scale without losing your personal touch.
  3. Hear how Jacki uses LinkedIn like a "social butterfly" to create inbound interest through strategic commenting.

Still clinging to outdated RevOps playbooks? You might be quietly killing your growth. In this episode of the Paul Higgins Podcast, I sit down with Jacki Leahy, the high-energy founder of Activate the Magic, to unpack why cold outbound is dead and how to build a future-proof revenue engine that actually works. Jacki shares her wild journey from kindergarten teacher to scaling a SaaS company from $350K to $9M ARR, and now helping early-stage SaaS founders create flexible, client-focused RevOps systems.

Jacki doesn’t pull punches. She breaks down how "best practices" are often security blankets, how to ditch broken systems in favor of experimentation, and how to use tools like LinkedIn, Clay, and AI agents to drive connection-first sales. If you want to future-proof your revenue and get bigger deals with less waste, this is your blueprint.


About Jacki Leahy

With a unique journey from kindergarten teacher to BDR, Jacki found her true calling as an "Accidental Admin" at LinkSquares. As the 10th hire, she spearheaded the growth of the business development team, architecting the people, processes, and tech stack that catapulted ARR from $350K to $9M in 2 years.

Since 2020, Jacki has been on the consulting side of startups as VP Operations at Eustace Consulting and Head of Revenue Operations at Winning by Design.

She started ATM in August 2022, and lives in Boston MA with her mini dachshund Freddy.


Resources and Links


]]>9201b45e-bf5b-44b1-85a2-93ee02733752Tue, 13 May 2025 04:30:00 +100027:08falsefull609609608 - Your Challenge Isn’t Unique—But Your Response Is What Sets You Apart608 - Your Challenge Isn’t Unique—But Your Response Is What Sets You ApartIf you’ve ever thought, “Am I the only one dealing with this?”—you’re not. In this solo episode of the Paul Higgins Podcast, I dive into the 5 most common challenges SaaS Consulting Partners are facing today—directly from real conversations inside our group calls. From burnout to ghosted deals, half-built funnels to delegation struggles, these aren’t unique issues. They’re fixable ones.

I’ll walk you through what’s working for others and the exact shifts that helped them get unstuck. Whether you’re juggling too much, following up too little, or stuck with a funnel that never launches—this episode is your reset button.

Resources and Links



]]>If you’ve ever thought, “Am I the only one dealing with this?”—you’re not. In this solo episode of the Paul Higgins Podcast, I dive into the 5 most common challenges SaaS Consulting Partners are facing today—directly from real conversations inside our group calls. From burnout to ghosted deals, half-built funnels to delegation struggles, these aren’t unique issues. They’re fixable ones.

I’ll walk you through what’s working for others and the exact shifts that helped them get unstuck. Whether you’re juggling too much, following up too little, or stuck with a funnel that never launches—this episode is your reset button.

Resources and Links



]]>533225a7-b34e-482d-b683-c4009de3e383Fri, 09 May 2025 04:30:00 +100011:37falsefull608608607 - More Deals, Less Drama: How AI Revolutionizes Outreach for SaaS Consulting Partners with Casey O’Toole607 - More Deals, Less Drama: How AI Revolutionizes Outreach for SaaS Consulting Partners with Casey O’TooleWhy you should listen

  1. Discover how AI can continue conversations in your tone—without sounding robotic or off-brand.
  2. Learn how to win more deals by replying faster, even when you’re not online.
  3. Get clarity on what AI can handle in outreach—and where your human touch still matters.

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



]]>Why you should listen

  1. Discover how AI can continue conversations in your tone—without sounding robotic or off-brand.
  2. Learn how to win more deals by replying faster, even when you’re not online.
  3. Get clarity on what AI can handle in outreach—and where your human touch still matters.

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



]]>a516c7ca-4b83-48ea-ad67-fda7b558ffc5Tue, 06 May 2025 04:30:00 +100032:44falsefull607607606 - Beyond the Owner Bottleneck: Systematizing Your SaaS Consulting Firm with AI with Andy Forbes606 - Beyond the Owner Bottleneck: Systematizing Your SaaS Consulting Firm with AI with Andy ForbesWhy you should listen

  1. Learn why most AI tools still underdeliver for Salesforce consultants—and how to close the gap with your own processes.
  2. Discover how to practically use ChatGPT Pro for Salesforce delivery (not just theory).
  3. Understand why AI Process Engineering is emerging as a critical trend—and what it means for the future of consulting.

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


]]>Why you should listen

  1. Learn why most AI tools still underdeliver for Salesforce consultants—and how to close the gap with your own processes.
  2. Discover how to practically use ChatGPT Pro for Salesforce delivery (not just theory).
  3. Understand why AI Process Engineering is emerging as a critical trend—and what it means for the future of consulting.

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


]]>1a55f4d8-9cdb-432c-bedc-3ce120e2ff9dTue, 29 Apr 2025 04:30:00 +100035:39falsefull606606605 - You Can't Own a Niche You Don't Understand605 - You Can't Own a Niche You Don't UnderstandQuick 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


]]>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


]]>607aa168-fa8c-484b-b20b-5ae4a7bc006eFri, 25 Apr 2025 04:30:00 +100007:10falsefull605605604 - Why Your Client’s Outbound Isn’t Working—and the Data-Driven Fix That Is with Jordan Crawford604 - Why Your Client’s Outbound Isn’t Working—and the Data-Driven Fix That Is with Jordan CrawfordWhy you should listen

  1. Learn why tech isn’t the real reason outbound fails—and how messaging rooted in insight changes everything.
  2. Discover how to craft Permissionless Value Propositions (PVPs) that prospects want to read before they know your name.
  3. Understand how to guide clients beyond tools like Clay and Apollo and into high-impact GTM strategies.

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


]]>Why you should listen

  1. Learn why tech isn’t the real reason outbound fails—and how messaging rooted in insight changes everything.
  2. Discover how to craft Permissionless Value Propositions (PVPs) that prospects want to read before they know your name.
  3. Understand how to guide clients beyond tools like Clay and Apollo and into high-impact GTM strategies.

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


]]>878544a3-313e-41b9-a008-62eae976bf4aTue, 22 Apr 2025 04:30:00 +100040:51falsefull604604603 - Unlock 95% Open Rates with SMS with Lee Weinberger603 - Unlock 95% Open Rates with SMS with Lee WeinbergerWhy you should listen

  1. Discover why SMS and MMS messaging drastically outperform email—and how you can use that insight to drive real engagement and results for your clients.
  2. Learn how to easily integrate messaging into top CRMs like Salesforce, HubSpot, and Zoho—no dev team required. Ideal for SaaS Consulting Partners looking to expand their service offerings.
  3. ​​Hear how one business use SMS to boost attendance and revenue—and get a glimpse into what’s next with Rich Communication Services (RCS) and AI-powered automation.

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


]]>Why you should listen

  1. Discover why SMS and MMS messaging drastically outperform email—and how you can use that insight to drive real engagement and results for your clients.
  2. Learn how to easily integrate messaging into top CRMs like Salesforce, HubSpot, and Zoho—no dev team required. Ideal for SaaS Consulting Partners looking to expand their service offerings.
  3. ​​Hear how one business use SMS to boost attendance and revenue—and get a glimpse into what’s next with Rich Communication Services (RCS) and AI-powered automation.

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


]]>350c6533-85ad-4501-9e6f-74de6efe8cdeTue, 15 Apr 2025 04:30:00 +100025:38falsefull603603602 - Stop Forcing Marketing You Hate—Play to Your Strengths Instead602 - Stop Forcing Marketing You Hate—Play to Your Strengths InsteadAre you wasting precious time forcing yourself to do marketing activities you secretly hate?  In this solo episode, I share how focusing on marketing tasks that don't align with your natural strengths is likely costing you clients, consistency, and sanity. I also reveal my own marketing mistake when I convinced myself that video was the answer, despite hating every second of creating YouTube content,  and how my business transformed when I finally focused on my natural strengths instead.

The key lesson: identify what marketing activities energize you, double down on those, and then use automation, delegation, or AI for everything else. Whether you're a relationship builder, writer, or video creator, playing to your strengths creates marketing that's not only more enjoyable but also more consistent and effective for attracting quality leads to your SaaS consulting business.


Resources and Links



]]>Are you wasting precious time forcing yourself to do marketing activities you secretly hate?  In this solo episode, I share how focusing on marketing tasks that don't align with your natural strengths is likely costing you clients, consistency, and sanity. I also reveal my own marketing mistake when I convinced myself that video was the answer, despite hating every second of creating YouTube content,  and how my business transformed when I finally focused on my natural strengths instead.

The key lesson: identify what marketing activities energize you, double down on those, and then use automation, delegation, or AI for everything else. Whether you're a relationship builder, writer, or video creator, playing to your strengths creates marketing that's not only more enjoyable but also more consistent and effective for attracting quality leads to your SaaS consulting business.


Resources and Links



]]>3535cff1-67a6-433d-91dd-86b956af41adTue, 08 Apr 2025 04:30:00 +100004:19falsefull602602601 - Why Most Salesforce Partners Miscalculate Customer Acquisition Costs with Paul Wnek601 - Why Most Salesforce Partners Miscalculate Customer Acquisition Costs with Paul WnekWhy you should listen

  1. Discover how ExpandAP fills a critical gap in Salesforce by providing spend intelligence that ties your marketing investments directly to sales opportunities, campaigns, and customer lifetime value.
  2. Learn about a native Salesforce solution that can finally help marketing and sales leaders prove ROI on campaigns and customer acquisition costs—a persistent challenge for tech consultants.
  3. Paul Wnek shares valuable insights from 12 months of bringing this solution to market.

Are you struggling to track the true costs of acquiring and maintaining your clients within Salesforce? In this episode, I talk with Paul Wnek from ExpandAP about their native Salesforce solution that bridges the gap between your sales data and spending intelligence. Whether you're running campaigns, traveling to meet prospects, or managing client projects, ExpandAP provides visibility into what you're actually spending to win and maintain business. Paul explains how this solution evolved from his experience implementing ERP systems and seeing the consistent challenge of expense tracking and attribution across organizations. If you've ever wondered about the real ROI of your marketing efforts or the true profitability of specific clients, this conversation reveals how bringing spend data directly into Salesforce can transform your business decision-making.


About Paul Wnek

Paul Wnek is the founder and CEO of ExpandAP and a 15x certified Salesforce B2B solutions architect. Paul is an expert in complex business systems management, integration and implementation and is well versed in CRM, ERP, PSA, payment systems, subscription billing and CPQ and how to connect workflows for a holistic view of business outcomes.


Resources and Links


]]>Why you should listen

  1. Discover how ExpandAP fills a critical gap in Salesforce by providing spend intelligence that ties your marketing investments directly to sales opportunities, campaigns, and customer lifetime value.
  2. Learn about a native Salesforce solution that can finally help marketing and sales leaders prove ROI on campaigns and customer acquisition costs—a persistent challenge for tech consultants.
  3. Paul Wnek shares valuable insights from 12 months of bringing this solution to market.

Are you struggling to track the true costs of acquiring and maintaining your clients within Salesforce? In this episode, I talk with Paul Wnek from ExpandAP about their native Salesforce solution that bridges the gap between your sales data and spending intelligence. Whether you're running campaigns, traveling to meet prospects, or managing client projects, ExpandAP provides visibility into what you're actually spending to win and maintain business. Paul explains how this solution evolved from his experience implementing ERP systems and seeing the consistent challenge of expense tracking and attribution across organizations. If you've ever wondered about the real ROI of your marketing efforts or the true profitability of specific clients, this conversation reveals how bringing spend data directly into Salesforce can transform your business decision-making.


About Paul Wnek

Paul Wnek is the founder and CEO of ExpandAP and a 15x certified Salesforce B2B solutions architect. Paul is an expert in complex business systems management, integration and implementation and is well versed in CRM, ERP, PSA, payment systems, subscription billing and CPQ and how to connect workflows for a holistic view of business outcomes.


Resources and Links


]]>9485dae8-209e-467d-9414-ff2806054905Tue, 01 Apr 2025 04:30:00 +100023:07falsefull601601600 - From Bootstrap to 7 figures: Building a NetSuite Powerhouse Through Marketing with Nathan Garing600 - From Bootstrap to 7 figures: Building a NetSuite Powerhouse Through Marketing with Nathan GaringWhy you should listen

  1. Nathan Garing shares how he bootstrapped and scaled his NetSuite consulting business to include dedicated sales and marketing teams, revealing practical growth strategies beyond the "solopreneur with referrals" stage.
  2. Discover how to build a dual revenue model by transforming client-funded custom solutions into productized apps that can open doors to new customers and create recurring revenue streams.
  3. Learn Nathan's approach to marketing attribution in the complex B2B tech consulting space where sales cycles can stretch beyond a year, and why consistency across multiple channels ultimately pays off.

Are you struggling to grow beyond referrals and wondering when's the right time to invest in dedicated sales and marketing resources? In this milestone 600th episode, I talk with Nathan Garing from Salora ERP about his journey building a thriving NetSuite consulting practice. Nathan shares how he overcame the fear of investing ahead of revenue to build a team that now includes three full-time salespeople and multiple marketing resources. We dive into his strategic transition from pure services to developing 40+ apps that both serve existing clients and attract new ones. Whether you're considering adding products to your service offering or trying to determine the right time to invest in growth, Nathan's bootstrapped success story offers valuable insights for tech consultants at any stage.

About Nathan Garing

Nathan is a Co-Founder of Salora ERP, leveraging more than seven years of NetSuite consulting experience and a decade of accounting experience. He started his career managing over $250M in Accounts Payable across multiple locations and subsidiaries for a multi-national business using NetSuite as a user. He then transitioned into a NetSuite consultant role, leading implementations for clients. Outside of work, he enjoys spending time with his French Bulldog, Stella, and traveling.


Resources and Links


]]>Why you should listen

  1. Nathan Garing shares how he bootstrapped and scaled his NetSuite consulting business to include dedicated sales and marketing teams, revealing practical growth strategies beyond the "solopreneur with referrals" stage.
  2. Discover how to build a dual revenue model by transforming client-funded custom solutions into productized apps that can open doors to new customers and create recurring revenue streams.
  3. Learn Nathan's approach to marketing attribution in the complex B2B tech consulting space where sales cycles can stretch beyond a year, and why consistency across multiple channels ultimately pays off.

Are you struggling to grow beyond referrals and wondering when's the right time to invest in dedicated sales and marketing resources? In this milestone 600th episode, I talk with Nathan Garing from Salora ERP about his journey building a thriving NetSuite consulting practice. Nathan shares how he overcame the fear of investing ahead of revenue to build a team that now includes three full-time salespeople and multiple marketing resources. We dive into his strategic transition from pure services to developing 40+ apps that both serve existing clients and attract new ones. Whether you're considering adding products to your service offering or trying to determine the right time to invest in growth, Nathan's bootstrapped success story offers valuable insights for tech consultants at any stage.

About Nathan Garing

Nathan is a Co-Founder of Salora ERP, leveraging more than seven years of NetSuite consulting experience and a decade of accounting experience. He started his career managing over $250M in Accounts Payable across multiple locations and subsidiaries for a multi-national business using NetSuite as a user. He then transitioned into a NetSuite consultant role, leading implementations for clients. Outside of work, he enjoys spending time with his French Bulldog, Stella, and traveling.


Resources and Links


]]>96c3b993-61a2-4079-99c3-63689efbe838Tue, 25 Mar 2025 04:30:00 +100025:41falsefull600600599 - ​​What I Actually Do And Why It Matters to You599 - ​​What I Actually Do And Why It Matters to YouEver wondered what I actually do at Paul Higgins Mentoring beyond all the content you see? In this solo episode, I pull back the curtain to reveal exactly how I help SaaS consulting partners achieve breakthrough growth.

You'll learn the critical difference between coaching and mentoring, and why my practical, experience-based approach delivers faster results. I identify the three common challenges that keep most tech consultants stuck: juggling too many responsibilities, over-reliance on referrals leading to small deals, and becoming the bottleneck to scaling beyond $1M.

I explain my three-lever framework for transformation:

  1. Attracting high-paying clients through niche clarity and bold positioning
  2. Closing bigger deals with productized offers and systematic sales approaches
  3. Scaling without you by systemizing delivery and leveraging AI

The episode outlines my two service models—group mentoring with implementation support and a self-guided digital knowledge base—and shares my mission to help SaaS consultants break through their growth ceilings based on my own journey selling a consulting business.

Resources and Links



]]>Ever wondered what I actually do at Paul Higgins Mentoring beyond all the content you see? In this solo episode, I pull back the curtain to reveal exactly how I help SaaS consulting partners achieve breakthrough growth.

You'll learn the critical difference between coaching and mentoring, and why my practical, experience-based approach delivers faster results. I identify the three common challenges that keep most tech consultants stuck: juggling too many responsibilities, over-reliance on referrals leading to small deals, and becoming the bottleneck to scaling beyond $1M.

I explain my three-lever framework for transformation:

  1. Attracting high-paying clients through niche clarity and bold positioning
  2. Closing bigger deals with productized offers and systematic sales approaches
  3. Scaling without you by systemizing delivery and leveraging AI

The episode outlines my two service models—group mentoring with implementation support and a self-guided digital knowledge base—and shares my mission to help SaaS consultants break through their growth ceilings based on my own journey selling a consulting business.

Resources and Links



]]>a8f4d402-3ad0-4b7a-8522-dc6b4e0549a5Fri, 21 Mar 2025 04:30:00 +100011:55falsefull599599598 - Breaking Into Trade Associations: A Tech Consultant's Guide with Chris Vaughan598 - Breaking Into Trade Associations: A Tech Consultant's Guide with Chris VaughanWhy you should listen

  1. Chris Vaughan reveals the untapped potential of industry associations as a lead generation channel for tech consultants, including a game-changing resource that helps you instantly find the right associations for your niche.
  2. Learn who to approach within associations, what marketing assets to leverage, and how to position yourself to gain access to their member directories and events—complete with practical strategies for building trust.
  3. Discover why associations are actively seeking technology partners like you and how their post-COVID growth creates perfect timing for tech consultants to forge these valuable relationships.

As a tech consultant who's picked a niche and maxed out your network contacts, you're likely wondering how to tap into those perfect industry associations filled with your ideal clients. In this episode, I talk with Chris Vaughan from Sequence Consulting who brings his unique background in both tech consulting and association management to solve this exact challenge. We dive into how to find the right associations, who to approach, and what marketing assets to leverage for maximum impact. Chris reveals that most tech consultants make the mistake of leaving association partnerships as their last growth strategy when it should be one of their first—especially since associations are experiencing unprecedented growth and are actively seeking technology expertise to modernize their operations.


About Chris Vaughan

Chris Vaughan is the co-founder and Chief Strategy Officer of Sequence Consulting, where he helps associations grow membership, engagement, and revenue in ways they never thought possible. With over two decades of experience and a background in Big Strategy consulting, he has worked with some of the world’s most influential associations—AARP, American Medical Association, National Association of Realtors and many more—to drive record-breaking growth and sustainable impact. He is an expert on industry trade associations and how vendors can partner with them to grow their business.


Resources and Links


]]>Why you should listen

  1. Chris Vaughan reveals the untapped potential of industry associations as a lead generation channel for tech consultants, including a game-changing resource that helps you instantly find the right associations for your niche.
  2. Learn who to approach within associations, what marketing assets to leverage, and how to position yourself to gain access to their member directories and events—complete with practical strategies for building trust.
  3. Discover why associations are actively seeking technology partners like you and how their post-COVID growth creates perfect timing for tech consultants to forge these valuable relationships.

As a tech consultant who's picked a niche and maxed out your network contacts, you're likely wondering how to tap into those perfect industry associations filled with your ideal clients. In this episode, I talk with Chris Vaughan from Sequence Consulting who brings his unique background in both tech consulting and association management to solve this exact challenge. We dive into how to find the right associations, who to approach, and what marketing assets to leverage for maximum impact. Chris reveals that most tech consultants make the mistake of leaving association partnerships as their last growth strategy when it should be one of their first—especially since associations are experiencing unprecedented growth and are actively seeking technology expertise to modernize their operations.


About Chris Vaughan

Chris Vaughan is the co-founder and Chief Strategy Officer of Sequence Consulting, where he helps associations grow membership, engagement, and revenue in ways they never thought possible. With over two decades of experience and a background in Big Strategy consulting, he has worked with some of the world’s most influential associations—AARP, American Medical Association, National Association of Realtors and many more—to drive record-breaking growth and sustainable impact. He is an expert on industry trade associations and how vendors can partner with them to grow their business.


Resources and Links


]]>82d608ad-c5a7-4308-9b0a-e885866b0b97Tue, 18 Mar 2025 04:30:00 +100025:00falsefull598598597 - Growth Lessons: Balancing Partners, Inbound and Outbound with Scott Hollrah597 - Growth Lessons: Balancing Partners, Inbound and Outbound with Scott HollrahWhy you should listen

  1. Scott Hollrah shares his 10-year journey scaling Venn Technology from referrals to a 35-person company, revealing a winning mix of partner relationships, inbound marketing, and their new outbound strategy.
  2. Discover the game-changing marketing hire that transformed their business and how giving up control allowed Scott to overcome the bottleneck of his own growth.
  3. Learn practical strategies for leveraging technology partnerships without being wholly dependent on them. These strategies can help you build trust, which can lead to higher close rates and industry recognition.

As a tech consultant who's maximized your network, you're likely feeling the crunch from 2024 and wondering what else you can do to grow your business. In this episode, I talk with Scott Hollrah from Venn Technology, who shares how he's expanded beyond just referrals to build a thriving integration company. Whether you're struggling to break free from the referral ceiling or looking to diversify your lead sources, Scott's journey offers practical insights on building a marketing engine, strengthening partner relationships, and launching an effective outbound strategy. His company helps free finance and accounting professionals from tedious data tasks so they can "make it to their kid's soccer game" – and his growth approaches can help you break through your own barriers to scale.

About Scott Hollrah

Scott is the founder and CEO of Venn Technology and host of the podcast In the Thick of It. He has over 15 years of experience in the business technology industry, specializing in ERP, CRM, and accounting software solutioning. Scott founded Venn Technology in 2015 to help small and medium-sized businesses regain their time and sanity by building integrations between their more important business apps. Plus, the Venn team also implements and customizes all things Salesforce. Venn’s top priority: build solutions that free people to focus on what they’re best at. 


Resources and Links


]]>Why you should listen

  1. Scott Hollrah shares his 10-year journey scaling Venn Technology from referrals to a 35-person company, revealing a winning mix of partner relationships, inbound marketing, and their new outbound strategy.
  2. Discover the game-changing marketing hire that transformed their business and how giving up control allowed Scott to overcome the bottleneck of his own growth.
  3. Learn practical strategies for leveraging technology partnerships without being wholly dependent on them. These strategies can help you build trust, which can lead to higher close rates and industry recognition.

As a tech consultant who's maximized your network, you're likely feeling the crunch from 2024 and wondering what else you can do to grow your business. In this episode, I talk with Scott Hollrah from Venn Technology, who shares how he's expanded beyond just referrals to build a thriving integration company. Whether you're struggling to break free from the referral ceiling or looking to diversify your lead sources, Scott's journey offers practical insights on building a marketing engine, strengthening partner relationships, and launching an effective outbound strategy. His company helps free finance and accounting professionals from tedious data tasks so they can "make it to their kid's soccer game" – and his growth approaches can help you break through your own barriers to scale.

About Scott Hollrah

Scott is the founder and CEO of Venn Technology and host of the podcast In the Thick of It. He has over 15 years of experience in the business technology industry, specializing in ERP, CRM, and accounting software solutioning. Scott founded Venn Technology in 2015 to help small and medium-sized businesses regain their time and sanity by building integrations between their more important business apps. Plus, the Venn team also implements and customizes all things Salesforce. Venn’s top priority: build solutions that free people to focus on what they’re best at. 


Resources and Links


]]>6dedf531-41b6-4551-b344-4042697857fcTue, 11 Mar 2025 04:30:00 +100023:50falsefull597597596 - The Productivity System That's Adding Hours to Tech Consultants' Days596 - The Productivity System That's Adding Hours to Tech Consultants' DaysIf you're drowning in emails, your task list is overflowing, and you can't find enough hours to focus on growing your business, this episode is for you. I'm sharing a game-changing productivity framework I've refined over 28 years, including my time at Coca-Cola and Franklin Covey, and now mentoring tech consultants and SaaS partners. I've seen a common pattern: brilliant minds getting bogged down by tasks that shouldn't be on their plate. No matter what strategy we agree on, if you can't find the capacity to implement it, you simply can't move the needle on your business. In this episode, I break down my "Three D's" approach (Delete, Delegate, Do) and reveal five productivity tips that have transformed how my clients manage their time and task.

Resources and Links



]]>If you're drowning in emails, your task list is overflowing, and you can't find enough hours to focus on growing your business, this episode is for you. I'm sharing a game-changing productivity framework I've refined over 28 years, including my time at Coca-Cola and Franklin Covey, and now mentoring tech consultants and SaaS partners. I've seen a common pattern: brilliant minds getting bogged down by tasks that shouldn't be on their plate. No matter what strategy we agree on, if you can't find the capacity to implement it, you simply can't move the needle on your business. In this episode, I break down my "Three D's" approach (Delete, Delegate, Do) and reveal five productivity tips that have transformed how my clients manage their time and task.

Resources and Links



]]>b897fe3a-67c9-48bc-b316-e0d859615666Fri, 07 Mar 2025 04:30:00 +100009:24falsefull596596595 - From Salesforce Insider to AppExchange Expert with Peter Ganza595 - From Salesforce Insider to AppExchange Expert with Peter GanzaWhy you should listen

  1. Peter shares his insider expertise as a former Salesforce employee on how to optimize your AppExchange listing to generate more quality leads and close more deals.
  2. Discover why most Salesforce partners struggle with the same fundamental go-to-market problems and learn the unconventional strategies that can help you stand out from the competition.
  3. Learn practical approaches to focusing your messaging, leveraging the AppExchange search algorithm, and building effective partnerships with Salesforce's marketing programs.

As a Salesforce partner, I know the dread you feel when you look at your AppExchange listing that you've neglected despite knowing it could bring in the most deals. In this episode, I talk with Peter Ganza from AppXWhisperer.com who specializes in helping ISVs and Salesforce Implementation partners get more leads (and ultimately deals) through optimized AppExchange listings. Peter shares his unique approach that goes beyond traditional SEO and marketing tactics, explaining why most partners "suck at go-to-market" and how to break away from the herd mentality. Whether you're a Salesforce partner or working with another platform, you'll learn valuable strategies for standing out in crowded marketplaces and leveraging partner directories to generate business.

About Peter Ganza

Peter Ganza has been in the B2B tech industry for over 20 years with roles in marketing, product marketing, product management and technical support.

He worked for Salesforce for 2 years as a Product Marketing Leader, building Canada's first integrated GTM program across all products and verticals. 

He now supports ISVs and 5SIs to get more leads on the app exchange. 

Resources and Links


]]>Why you should listen

  1. Peter shares his insider expertise as a former Salesforce employee on how to optimize your AppExchange listing to generate more quality leads and close more deals.
  2. Discover why most Salesforce partners struggle with the same fundamental go-to-market problems and learn the unconventional strategies that can help you stand out from the competition.
  3. Learn practical approaches to focusing your messaging, leveraging the AppExchange search algorithm, and building effective partnerships with Salesforce's marketing programs.

As a Salesforce partner, I know the dread you feel when you look at your AppExchange listing that you've neglected despite knowing it could bring in the most deals. In this episode, I talk with Peter Ganza from AppXWhisperer.com who specializes in helping ISVs and Salesforce Implementation partners get more leads (and ultimately deals) through optimized AppExchange listings. Peter shares his unique approach that goes beyond traditional SEO and marketing tactics, explaining why most partners "suck at go-to-market" and how to break away from the herd mentality. Whether you're a Salesforce partner or working with another platform, you'll learn valuable strategies for standing out in crowded marketplaces and leveraging partner directories to generate business.

About Peter Ganza

Peter Ganza has been in the B2B tech industry for over 20 years with roles in marketing, product marketing, product management and technical support.

He worked for Salesforce for 2 years as a Product Marketing Leader, building Canada's first integrated GTM program across all products and verticals. 

He now supports ISVs and 5SIs to get more leads on the app exchange. 

Resources and Links


]]>1cdf66e0-cb97-411d-a867-5f16d4387ca3Tue, 04 Mar 2025 04:30:00 +100031:16falsefull595595594 - Picking the Right Platform: Building and Selling an 8-Figure Amazon Agency with John Ghiorso594 - Picking the Right Platform: Building and Selling an 8-Figure Amazon Agency with John GhiorsoWhy you should listen

  1. John Ghiorso shares his journey from freelance to building an eight-figure agency, offering invaluable lessons for anyone looking to scale their service-based business.
  2. Learn effective methods for bootstrapping growth and discover high ROI activities that can transform your agency's performance.
  3. Gain practical advice on leveraging platforms like LinkedIn and cold email strategies to generate leads and drive sustainable growth.


As a bootstrap service-based business owner, you may feel overwhelmed by the hard work required to reach seven or even eight figures. In this episode, I talk with John Ghiorso from Vantafive.com, who provides concrete answers to help you navigate this challenging landscape. We discuss the importance of choosing the right platform in the age of AI, effective bootstrapping strategies, and high ROI activities that can propel your business forward. Join us to learn how to work smarter, not harder, in your quest for growth.


About John Ghiorso

John founded Orca Pacific in 2018, a full-service Amazon agency. Over the following decade, he built it into one of the world’s leading Amazon and e-commerce agencies.

He then made the decision to sell Orca to Media. Monks (S4 Capital) and stayed on for three years to complete his earn out and further expand the business into the enterprise market. In 2023, he decided to retire but quickly got bored.

He is now in the process of building a new company, a venture studio that aims to launch five marketing agencies over the next two years. It already has one agency up and running, with a second close behind.

Unlike the last time around, He’ll be building in public, sharing what he learned from his last company and how he's applying those lessons to the next five.


Resources and Links


]]>Why you should listen

  1. John Ghiorso shares his journey from freelance to building an eight-figure agency, offering invaluable lessons for anyone looking to scale their service-based business.
  2. Learn effective methods for bootstrapping growth and discover high ROI activities that can transform your agency's performance.
  3. Gain practical advice on leveraging platforms like LinkedIn and cold email strategies to generate leads and drive sustainable growth.


As a bootstrap service-based business owner, you may feel overwhelmed by the hard work required to reach seven or even eight figures. In this episode, I talk with John Ghiorso from Vantafive.com, who provides concrete answers to help you navigate this challenging landscape. We discuss the importance of choosing the right platform in the age of AI, effective bootstrapping strategies, and high ROI activities that can propel your business forward. Join us to learn how to work smarter, not harder, in your quest for growth.


About John Ghiorso

John founded Orca Pacific in 2018, a full-service Amazon agency. Over the following decade, he built it into one of the world’s leading Amazon and e-commerce agencies.

He then made the decision to sell Orca to Media. Monks (S4 Capital) and stayed on for three years to complete his earn out and further expand the business into the enterprise market. In 2023, he decided to retire but quickly got bored.

He is now in the process of building a new company, a venture studio that aims to launch five marketing agencies over the next two years. It already has one agency up and running, with a second close behind.

Unlike the last time around, He’ll be building in public, sharing what he learned from his last company and how he's applying those lessons to the next five.


Resources and Links


]]>3ef3a470-cbed-4c92-9b2f-74a41031b0feTue, 25 Feb 2025 04:30:00 +100034:31falsefull594594593 - The Tech Consultant's Guide to AI What's Actually Working in 2025593 - The Tech Consultant's Guide to AI What's Actually Working in 2025Are you feeling overwhelmed by the endless tasks of content creation, sales call reviews, and proposal writing? You're not alone; many tech consultants and SaaS partners face this challenge. In this episode, I’ll share how I cut my content creation time from 90 minutes to just 30 minutes a week using AI tools. You can expect practical insights on leveraging AI for efficiency, custom prompts for analyzing sales calls, and tips for involving your team in the process. Join me as we explore how to enhance your operations while maintaining the essential human touch in your business interactions.

Resources and Links



]]>Are you feeling overwhelmed by the endless tasks of content creation, sales call reviews, and proposal writing? You're not alone; many tech consultants and SaaS partners face this challenge. In this episode, I’ll share how I cut my content creation time from 90 minutes to just 30 minutes a week using AI tools. You can expect practical insights on leveraging AI for efficiency, custom prompts for analyzing sales calls, and tips for involving your team in the process. Join me as we explore how to enhance your operations while maintaining the essential human touch in your business interactions.

Resources and Links



]]>5fd33110-98f8-47aa-b2e4-bb4bfa792f1eFri, 21 Feb 2025 04:30:00 +100009:21falsefull593593592 - AI in Tech Consulting: Future Opportunities and Threats with Keith Gutierrez592 - AI in Tech Consulting: Future Opportunities and Threats with Keith GutierrezWhy you should listen

  1. Explore the opportunities and threats that AI presents to businesses, particularly in the agency and consulting sectors.
  2. Learn why transitioning to value-based pricing is crucial for maintaining profitability in an AI-driven landscape.
  3. Discover how AI agents can be licensed and utilized by clients, enhancing operational efficiency and effectiveness.

Imagine facing the challenge of fully leveraging AI technology while navigating an ever-evolving landscape that seems overwhelming. In this episode, Keith Gutierrez from Modility shares his insights on how AI is reshaping the marketing and sales industry.  With over 20 years of experience, Keith discusses the opportunities and threats that AI presents, emphasizing the importance of adapting pricing strategies to remain competitive. He also highlights practical applications of AI agents, how to maximize the value of platforms like HubSpot, and the necessity of transitioning to value-based pricing to ensure profitability in this new era. Join us to discover how to navigate these challenges and harness the power of AI for your business success.

About Keith Gutierrez

Keith Gutierrez is a marketing and sales executive with over 20 years of experience in the industry. He is the co-founder and agency principal at Modgility, where he leads a team of RevOp and Inbound Marketing specialists. He is currently focused on implementing innovative AI solutions in-house and for clients. Modgility is a HubSpot Platinum Partner located in Cleveland, Ohio, USA. Keith teaches the Pipeline Generation Bootcamp for the HubSpot Academy.


Resources and Links


]]>Why you should listen

  1. Explore the opportunities and threats that AI presents to businesses, particularly in the agency and consulting sectors.
  2. Learn why transitioning to value-based pricing is crucial for maintaining profitability in an AI-driven landscape.
  3. Discover how AI agents can be licensed and utilized by clients, enhancing operational efficiency and effectiveness.

Imagine facing the challenge of fully leveraging AI technology while navigating an ever-evolving landscape that seems overwhelming. In this episode, Keith Gutierrez from Modility shares his insights on how AI is reshaping the marketing and sales industry.  With over 20 years of experience, Keith discusses the opportunities and threats that AI presents, emphasizing the importance of adapting pricing strategies to remain competitive. He also highlights practical applications of AI agents, how to maximize the value of platforms like HubSpot, and the necessity of transitioning to value-based pricing to ensure profitability in this new era. Join us to discover how to navigate these challenges and harness the power of AI for your business success.

About Keith Gutierrez

Keith Gutierrez is a marketing and sales executive with over 20 years of experience in the industry. He is the co-founder and agency principal at Modgility, where he leads a team of RevOp and Inbound Marketing specialists. He is currently focused on implementing innovative AI solutions in-house and for clients. Modgility is a HubSpot Platinum Partner located in Cleveland, Ohio, USA. Keith teaches the Pipeline Generation Bootcamp for the HubSpot Academy.


Resources and Links


]]>0e5c0cab-d243-4e8d-b1e8-787424f8d3d3Tue, 18 Feb 2025 04:30:00 +100034:58falsefull592592591 - Increase Sales Follow-Up With Your Sales AI Assistant with Isabella Bedoya591 - Increase Sales Follow-Up With Your Sales AI Assistant with Isabella BedoyaWhy you should listen

  1. Discover how AI can automate your sales follow-up, providing a reliable alternative to human salespeople without the downsides of illness or fatigue.
  2. Learn three key areas where sales AI can be implemented, along with simple exercises to assess its effectiveness for your business.
  3. Understand how implementing a sales AI can significantly enhance your clients' ROI, helping them achieve better financial outcomes.

Imagine having someone handle your sales follow-up that is 100% reliable. In this episode, I chat with Isabella Bedoya from MyInfinite.ai about the transformative potential of sales AI. Isabella, a serial entrepreneur with a proven track record in AI-driven businesses, shares insights on how AI can streamline the sales process, improve efficiency, and ultimately increase revenue for businesses. We discuss the unique capabilities of sales AI, how it can be customized to fit different industries, and the importance of nurturing leads effectively.


About Isabella Bedoya 

As a serial AI entrepreneur, Isabella has built a reputation for growing AI-driven businesses to multiple six-figure revenues. With certifications as a CAIO and conversational AI expert, she has mastered the art of leveraging AI for impactful business outcomes. Her personal journey to building an organic following of 42,000 on LinkedIn, resulting in over 6 million impressions in under a year, demonstrates her ability to grow creator-led businesses in today's fast-paced AI landscape. Isabella has been mentioned in Forbes, HubSpot, Business Insider and more.


Resources and Links


]]>Why you should listen

  1. Discover how AI can automate your sales follow-up, providing a reliable alternative to human salespeople without the downsides of illness or fatigue.
  2. Learn three key areas where sales AI can be implemented, along with simple exercises to assess its effectiveness for your business.
  3. Understand how implementing a sales AI can significantly enhance your clients' ROI, helping them achieve better financial outcomes.

Imagine having someone handle your sales follow-up that is 100% reliable. In this episode, I chat with Isabella Bedoya from MyInfinite.ai about the transformative potential of sales AI. Isabella, a serial entrepreneur with a proven track record in AI-driven businesses, shares insights on how AI can streamline the sales process, improve efficiency, and ultimately increase revenue for businesses. We discuss the unique capabilities of sales AI, how it can be customized to fit different industries, and the importance of nurturing leads effectively.


About Isabella Bedoya 

As a serial AI entrepreneur, Isabella has built a reputation for growing AI-driven businesses to multiple six-figure revenues. With certifications as a CAIO and conversational AI expert, she has mastered the art of leveraging AI for impactful business outcomes. Her personal journey to building an organic following of 42,000 on LinkedIn, resulting in over 6 million impressions in under a year, demonstrates her ability to grow creator-led businesses in today's fast-paced AI landscape. Isabella has been mentioned in Forbes, HubSpot, Business Insider and more.


Resources and Links


]]>10bff240-c60b-4247-ae0c-6f36a2df6bccTue, 11 Feb 2025 11:45:00 +100032:19falsefull591591590 - Visual Maps and Sandboxes: Making Tech Solutions Tangible for Clients590 - Visual Maps and Sandboxes: Making Tech Solutions Tangible for ClientsHave you ever left a sales meeting feeling uncertain whether your potential client will buy? If you've experienced clients nodding along but still feeling overwhelmed, you're not alone. In this solo episode, I share two powerful actions you can take to simplify the buying process for your clients. First, we'll explore the importance of using a visual industry map that highlights their journey and pain points. Then, I'll discuss how building an industry-specific sandbox allows clients to interact with your solution tangibly. These strategies have proven effective for tech consultants and partners across various industries, and I'm excited to help you implement them in your own sales process.

Resources and Links


]]>Have you ever left a sales meeting feeling uncertain whether your potential client will buy? If you've experienced clients nodding along but still feeling overwhelmed, you're not alone. In this solo episode, I share two powerful actions you can take to simplify the buying process for your clients. First, we'll explore the importance of using a visual industry map that highlights their journey and pain points. Then, I'll discuss how building an industry-specific sandbox allows clients to interact with your solution tangibly. These strategies have proven effective for tech consultants and partners across various industries, and I'm excited to help you implement them in your own sales process.

Resources and Links


]]>4ebe544a-8d46-4f17-9f5a-90408b431215Fri, 07 Feb 2025 04:30:00 +100006:08falsefull590590589 - AI 1st business with John Munsell589 - AI 1st business with John MunsellWhy you should listen

  1. Learn from the expert: John Munsell, CEO of Bizzuka, shares his extensive knowledge on implementing AI strategies that save businesses time and money.
  2. Discover innovative ways to use AI in business proposals and how to foster an AI-first culture within your organization.
  3. Learn valuable tips on avoiding mistakes when integrating AI into your business processes. This will help you streamline operations effectively.

Are you feeling overwhelmed with daily operations while trying to grow your business? Do you find yourself in need of a team but struggling to afford one? If you've been burned by past experiences with experts and feel trapped, you’re not alone. In this episode, I sit down with John Munsell from Bizzuka to discuss how AI can be the game-changer you need. We explore the importance of building an AI-first culture, scalable prompt engineering, and how to leverage AI to enhance business proposals. John’s insights can save you countless hours of research and help you implement effective AI strategies that truly work.

About John Munsell

John Munsell is the CEO of Bizzuka, an Inc. 5,000 company that helps businesses implement Al strategies that enable them to do two things... Save Money & Save Time.

John has helped over 600 business leaders scale their operations in just this past year utilizing his innovative Al Strategy Canvas ™ and Scalable Prompt Engineering™ methods that top universities such as LSU are making mandatory as part of their Al curriculum for their students.

As a CEO who has sold businesses of his own, John understands that to scale a company in today's age, Artificial Intelligence is the key to success...if done right.

John is passionate about helping Companies Scale Al across their organization so they can take their business to the next level in less time.


Resources and Links


]]>Why you should listen

  1. Learn from the expert: John Munsell, CEO of Bizzuka, shares his extensive knowledge on implementing AI strategies that save businesses time and money.
  2. Discover innovative ways to use AI in business proposals and how to foster an AI-first culture within your organization.
  3. Learn valuable tips on avoiding mistakes when integrating AI into your business processes. This will help you streamline operations effectively.

Are you feeling overwhelmed with daily operations while trying to grow your business? Do you find yourself in need of a team but struggling to afford one? If you've been burned by past experiences with experts and feel trapped, you’re not alone. In this episode, I sit down with John Munsell from Bizzuka to discuss how AI can be the game-changer you need. We explore the importance of building an AI-first culture, scalable prompt engineering, and how to leverage AI to enhance business proposals. John’s insights can save you countless hours of research and help you implement effective AI strategies that truly work.

About John Munsell

John Munsell is the CEO of Bizzuka, an Inc. 5,000 company that helps businesses implement Al strategies that enable them to do two things... Save Money & Save Time.

John has helped over 600 business leaders scale their operations in just this past year utilizing his innovative Al Strategy Canvas ™ and Scalable Prompt Engineering™ methods that top universities such as LSU are making mandatory as part of their Al curriculum for their students.

As a CEO who has sold businesses of his own, John understands that to scale a company in today's age, Artificial Intelligence is the key to success...if done right.

John is passionate about helping Companies Scale Al across their organization so they can take their business to the next level in less time.


Resources and Links


]]>e495548a-d3eb-4b2b-9263-0d1d8e552a9fTue, 04 Feb 2025 04:30:00 +100045:39falsefull589589588 - From Website Shame to Website Fame with Greg Merrilees588 - From Website Shame to Website Fame with Greg MerrileesWhy you should listen

  1. Learn why your website should be the central hub of your marketing efforts and how it can convert visitors into leads and sales.
  2. Discover five essential design principles that can transform your website into a powerful marketing tool.
  3. Gain access to a valuable quiz to review and improve your website, helping you identify gaps and opportunities.

Do you have a website that you're embarrassed to show off? You're not alone. Many tech consultants feel "website shame," and it can significantly impact your business. In this episode, I chat with Greg Merrilees, founder of Studio1 Design, about the importance of having a well-designed website as the hub of your marketing strategy. We discuss why your website matters, key design principles to follow, and how to assess your current site for improvements.


About Greg Merrilees

Greg Merrilees is the Founder & Director of Studio1Design.com, a world-leading website design, and branding agency based in Australia with 28 people who are passionate about designing really, really, good-looking websites that convert cold visitors into hot leads and sales for their clients. 


Resources and Links


]]>Why you should listen

  1. Learn why your website should be the central hub of your marketing efforts and how it can convert visitors into leads and sales.
  2. Discover five essential design principles that can transform your website into a powerful marketing tool.
  3. Gain access to a valuable quiz to review and improve your website, helping you identify gaps and opportunities.

Do you have a website that you're embarrassed to show off? You're not alone. Many tech consultants feel "website shame," and it can significantly impact your business. In this episode, I chat with Greg Merrilees, founder of Studio1 Design, about the importance of having a well-designed website as the hub of your marketing strategy. We discuss why your website matters, key design principles to follow, and how to assess your current site for improvements.


About Greg Merrilees

Greg Merrilees is the Founder & Director of Studio1Design.com, a world-leading website design, and branding agency based in Australia with 28 people who are passionate about designing really, really, good-looking websites that convert cold visitors into hot leads and sales for their clients. 


Resources and Links


]]>f5872a10-b2ea-4a86-b2e3-e4dd984d72c4Tue, 28 Jan 2025 04:30:00 +100033:00falsefull588588587 - The Painful Truth About Ignoring Business Warning Signs587 - The Painful Truth About Ignoring Business Warning SignsAre you sacrificing family time for work, convincing yourself it's just temporary? In this solo episode, I share a personal story that underscores a critical issue many tech consultants face: ignoring warning signs in their business. Let’s explore how to recognize these signs and take action before they lead to bigger problems.

Resources and Links


]]>Are you sacrificing family time for work, convincing yourself it's just temporary? In this solo episode, I share a personal story that underscores a critical issue many tech consultants face: ignoring warning signs in their business. Let’s explore how to recognize these signs and take action before they lead to bigger problems.

Resources and Links


]]>2ad2f236-139d-49d5-bb60-f7b2a9caf2a7Fri, 24 Jan 2025 04:30:00 +100005:12falsefull587587586 - Do Google Ads Work for Tech Consultants with John Horn586 - Do Google Ads Work for Tech Consultants with John HornWhy you should listen

  1. Learn how Google Ads work specifically for tech and consulting businesses, including different types of campaigns and their effectiveness.
  2. Discover why Google remains a dominant player in digital advertising and how to leverage its strengths even in a competitive landscape.
  3. Gain insights into the power of retargeting ads and how to create effective campaigns that resonate with your audience.

Are you struggling to generate leads beyond referrals and partnerships? In this episode, we tackle this common challenge with expert insights from John Horn, CEO of the StubGroup. With over 11 years of experience in digital marketing, John reveals how Google Ads can be a game-changer for tech consultants and businesses seeking to attract more clients. He discusses the mechanics of Google Ads, the platform's enduring relevance despite emerging AI competitors, and effective strategies for retargeting ads to engage potential customers who have already shown interest in your services.


About John Horn

John Horn is the CEO of StubGroup, a digital advertising agency and a premier Google ad agency. Subgroup has helped over 2000 clients, across 15k campaigns, with their paid ads and suspension issues. They have generated over half a billion dollars in revenue for their clients across many different verticals including ecommerce, lead generation, B2B, B2C, local services, and more.

John has also taught digital advertising to over 100,000 students via online courses and the videos he produces through StubGroup's YouTube channel have received millions of views. When he's not marketing, John loves spending time with his wife and two little boys and exploring the Texas countryside he calls home.


Resources and Links



]]>Why you should listen

  1. Learn how Google Ads work specifically for tech and consulting businesses, including different types of campaigns and their effectiveness.
  2. Discover why Google remains a dominant player in digital advertising and how to leverage its strengths even in a competitive landscape.
  3. Gain insights into the power of retargeting ads and how to create effective campaigns that resonate with your audience.

Are you struggling to generate leads beyond referrals and partnerships? In this episode, we tackle this common challenge with expert insights from John Horn, CEO of the StubGroup. With over 11 years of experience in digital marketing, John reveals how Google Ads can be a game-changer for tech consultants and businesses seeking to attract more clients. He discusses the mechanics of Google Ads, the platform's enduring relevance despite emerging AI competitors, and effective strategies for retargeting ads to engage potential customers who have already shown interest in your services.


About John Horn

John Horn is the CEO of StubGroup, a digital advertising agency and a premier Google ad agency. Subgroup has helped over 2000 clients, across 15k campaigns, with their paid ads and suspension issues. They have generated over half a billion dollars in revenue for their clients across many different verticals including ecommerce, lead generation, B2B, B2C, local services, and more.

John has also taught digital advertising to over 100,000 students via online courses and the videos he produces through StubGroup's YouTube channel have received millions of views. When he's not marketing, John loves spending time with his wife and two little boys and exploring the Texas countryside he calls home.


Resources and Links



]]>bf71a7a3-7bcf-45c7-a562-961d269f4d64Tue, 21 Jan 2025 04:30:00 +100027:55falsefull586586585 - The LinkedIn Assistant That Helps Users Save Time and Make Money with Joe Apfelbaum585 - The LinkedIn Assistant That Helps Users Save Time and Make Money with Joe ApfelbaumWhy you should listen

  1. Learn about evyAi, an AI-driven tool designed to streamline your LinkedIn engagement and help you connect with potential clients effortlessly.
  2. Joe shares valuable insights on overcoming fears that prevent you from being more active on LinkedIn, helping you to grow both personally and professionally.
  3. Gain practical tips on how to create engaging content, build relationships, and leverage AI to enhance your networking efforts.

Are you struggling to share your valuable insights with potential clients because you feel overwhelmed or unsure of how to present them? You're not alone. In this episode, I chat with Joe Apfelbaum, CEO of Ajax Union, who reveals how to leverage AI tools to simplify your LinkedIn engagement and attract more clients with less effort. Joe shares his innovative platform, EvyAI, which empowers users to automate their LinkedIn interactions, making it easier to connect and engage without the usual stress.

Throughout the episode, we dive deep into the mindset barriers that hold many professionals back from maximizing their LinkedIn potential. If you're ready to transform your LinkedIn presence and grow your business, this episode is packed with insights you won’t want to miss!


About Joe Apfelbaum

Joe  is the CEO and founder of Ajax Union, a B2B digital marketing agency in Brooklyn, NY.

Joe is a business strategist, LinkedIn expert, and Certified Google Trainer. He enjoys speaking and writing about digital marketing, professional networking, and personal development in his seminars, webinars, and articles.

Joe is the author of High Energy Secrets, How To Lose 95 Pounds and Keep it Off, and his latest book, High Energy Marketing. Joe is the host of the popular podcast The Breakthrough Maze where he coaches entrepreneurs on how to go from frustration to ‘Mojovation’; he has also been featured on hundreds of popular podcasts.


Resources and Links


]]>Why you should listen

  1. Learn about evyAi, an AI-driven tool designed to streamline your LinkedIn engagement and help you connect with potential clients effortlessly.
  2. Joe shares valuable insights on overcoming fears that prevent you from being more active on LinkedIn, helping you to grow both personally and professionally.
  3. Gain practical tips on how to create engaging content, build relationships, and leverage AI to enhance your networking efforts.

Are you struggling to share your valuable insights with potential clients because you feel overwhelmed or unsure of how to present them? You're not alone. In this episode, I chat with Joe Apfelbaum, CEO of Ajax Union, who reveals how to leverage AI tools to simplify your LinkedIn engagement and attract more clients with less effort. Joe shares his innovative platform, EvyAI, which empowers users to automate their LinkedIn interactions, making it easier to connect and engage without the usual stress.

Throughout the episode, we dive deep into the mindset barriers that hold many professionals back from maximizing their LinkedIn potential. If you're ready to transform your LinkedIn presence and grow your business, this episode is packed with insights you won’t want to miss!


About Joe Apfelbaum

Joe  is the CEO and founder of Ajax Union, a B2B digital marketing agency in Brooklyn, NY.

Joe is a business strategist, LinkedIn expert, and Certified Google Trainer. He enjoys speaking and writing about digital marketing, professional networking, and personal development in his seminars, webinars, and articles.

Joe is the author of High Energy Secrets, How To Lose 95 Pounds and Keep it Off, and his latest book, High Energy Marketing. Joe is the host of the popular podcast The Breakthrough Maze where he coaches entrepreneurs on how to go from frustration to ‘Mojovation’; he has also been featured on hundreds of popular podcasts.


Resources and Links


]]>d4ef71d1-2d8c-4a93-94ba-8cb63548cda5Tue, 14 Jan 2025 04:30:00 +100037:19falsefull585585584 - 2025 Best Year Yet584 - 2025 Best Year YetAre you feeling overwhelmed by the endless sea of advice on growing your tech consultancy? You’re not alone. Many tech consultants find themselves lost in a mix of YouTube videos, blog posts, and the latest AI tools, all while struggling to identify what truly works for their businesses. In this solo episode, I’m here to help you cut through the noise and make 2025 your most successful year yet.

Drawing from my experiences mentoring hundreds of tech consultants and interviewing over 300 successful professionals, I’ll share insights that are hard to find elsewhere. We’ll explore two critical areas that can propel you to seven-figure success. By focusing on these elements, you can transform your consultancy and achieve the growth you've been striving for.


Resources and Links


]]>Are you feeling overwhelmed by the endless sea of advice on growing your tech consultancy? You’re not alone. Many tech consultants find themselves lost in a mix of YouTube videos, blog posts, and the latest AI tools, all while struggling to identify what truly works for their businesses. In this solo episode, I’m here to help you cut through the noise and make 2025 your most successful year yet.

Drawing from my experiences mentoring hundreds of tech consultants and interviewing over 300 successful professionals, I’ll share insights that are hard to find elsewhere. We’ll explore two critical areas that can propel you to seven-figure success. By focusing on these elements, you can transform your consultancy and achieve the growth you've been striving for.


Resources and Links


]]>a8053866-b6c8-4952-b9b4-cc54265670fbTue, 07 Jan 2025 04:30:00 +100007:07falsefull584584583 - 2024 Wrap Up583 - 2024 Wrap UpAs we look back on 2024, it's time to reflect on the lessons learned and how we can leverage them to accelerate our growth in 2025. This is our final episode for the year. Join me as we celebrate a remarkable year with over 10,000 downloads and numerous success stories from tech consultants like you. I want to express my gratitude to everyone who has reached out to share their experiences; your feedback means the world to me.

In this episode, I’ll be highlighting the top 10 episodes from this past year, discussing what made them special and why you should revisit them to implement their insights into your own practices.

Top 10 episodes

  1. 518 – Hidden Secrets 518 – Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKay
  2. 515 – From Struggles to Soaring: Unveiling a Netsuite Partner’s 266% Growth in 3 Years with Bryan Willman
  3. 516 – Education as a Competitive Advantage in Tech Consulting with Peter Fuller
  4. 552 – How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine Gray
  5. 522 – You Are Your Brand with Peter G. Goral
  6. 529 – The Future of CRM ​​with Jon Ferrara
  7. 543 – Why Process Mapping is Key to Salesforce Implementations with Jessie Mead
  8. 528 – Four Minds of Digital Transformation with Ben Stroup
  9. 517 – Key Roles for a Pain-free Holiday
  10. 520 – Developing a Key Operator Role with Jhana Li

Resources and Links


]]>As we look back on 2024, it's time to reflect on the lessons learned and how we can leverage them to accelerate our growth in 2025. This is our final episode for the year. Join me as we celebrate a remarkable year with over 10,000 downloads and numerous success stories from tech consultants like you. I want to express my gratitude to everyone who has reached out to share their experiences; your feedback means the world to me.

In this episode, I’ll be highlighting the top 10 episodes from this past year, discussing what made them special and why you should revisit them to implement their insights into your own practices.

Top 10 episodes

  1. 518 – Hidden Secrets 518 – Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKay
  2. 515 – From Struggles to Soaring: Unveiling a Netsuite Partner’s 266% Growth in 3 Years with Bryan Willman
  3. 516 – Education as a Competitive Advantage in Tech Consulting with Peter Fuller
  4. 552 – How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine Gray
  5. 522 – You Are Your Brand with Peter G. Goral
  6. 529 – The Future of CRM ​​with Jon Ferrara
  7. 543 – Why Process Mapping is Key to Salesforce Implementations with Jessie Mead
  8. 528 – Four Minds of Digital Transformation with Ben Stroup
  9. 517 – Key Roles for a Pain-free Holiday
  10. 520 – Developing a Key Operator Role with Jhana Li

Resources and Links


]]>8ec88085-666a-4e6d-9f3b-74d83c6af2ffFri, 27 Dec 2024 04:30:00 +100010:45falsefull583583582 - Happy holidays582 - Happy holidaysPicture this: you're racing to complete a project before the holidays, but then it hits you—the most valuable project is the time spent with loved ones. In this solo episode, I take a moment to reflect on the importance of prioritizing family during this festive season.

As tech consultants, we often focus on optimizing systems and driving business growth. However, I believe it’s crucial to shift our attention to what truly matters: the connections we make with family and friends.

Whether you’re celebrating a holiday or enjoying some downtime, I wish you joy and meaningful moments with your loved ones. 

Resources and Links



]]>Picture this: you're racing to complete a project before the holidays, but then it hits you—the most valuable project is the time spent with loved ones. In this solo episode, I take a moment to reflect on the importance of prioritizing family during this festive season.

As tech consultants, we often focus on optimizing systems and driving business growth. However, I believe it’s crucial to shift our attention to what truly matters: the connections we make with family and friends.

Whether you’re celebrating a holiday or enjoying some downtime, I wish you joy and meaningful moments with your loved ones. 

Resources and Links



]]>5297dbfc-35af-40fd-a863-c389e5f684e9Fri, 20 Dec 2024 04:30:00 +100003:46falsefull582582581 - The Uncomfortable Truth About AI and Your Tech Consultancy581 - The Uncomfortable Truth About AI and Your Tech ConsultancyHave you ever woken up to find that the SaaS platform you've built your consultancy around has introduced AI features that could automate most of your work? This isn't just a hypothetical situation; it's a reality many of us are facing today. In this solo episode, I dive into the significant impact of AI on our industry, inspired by a thought-provoking conversation with Greg Head, who helps non-VC funded SaaS founders.

I discuss how AI is not only changing our workflows but also reshaping the entire value chain for tech consultants and SaaS partners. Industry leaders are suggesting that platforms like HubSpot may eventually replace many agency functions, including strategic roles. However, I want to emphasize that this transformation isn't a death sentence for us; rather, it's a chance to evolve and thrive.


Resources and Links


]]>Have you ever woken up to find that the SaaS platform you've built your consultancy around has introduced AI features that could automate most of your work? This isn't just a hypothetical situation; it's a reality many of us are facing today. In this solo episode, I dive into the significant impact of AI on our industry, inspired by a thought-provoking conversation with Greg Head, who helps non-VC funded SaaS founders.

I discuss how AI is not only changing our workflows but also reshaping the entire value chain for tech consultants and SaaS partners. Industry leaders are suggesting that platforms like HubSpot may eventually replace many agency functions, including strategic roles. However, I want to emphasize that this transformation isn't a death sentence for us; rather, it's a chance to evolve and thrive.


Resources and Links


]]>3fd38b77-5de6-40f7-bdbc-44408a81ece1Tue, 17 Dec 2024 04:30:00 +100007:05falsefull581581580 - From Messy CRM to Revenue Engine: Clay Implementation Secrets with Patrick Spychalski580 - From Messy CRM to Revenue Engine: Clay Implementation Secrets with Patrick SpychalskiWhy you should listen

  1. Learn how Clay.com can transform your messy data into actionable insights, helping you generate better leads for your business and clients.
  2. Hear about a successful campaign, showcasing how effective data management can lead to significant business growth.
  3. Discover Patrick's secrets to building a successful YouTube channel that drives engagement and showcases expertise in the tech consulting space.

Are you struggling with messy CRM data and finding it hard to attract new clients? In this episode, we tackle this common pain point with insights from Patrick Spychalski, co-founder of The Kiln. Patrick discusses how Clay.com can transform your disorganized data into actionable insights, enabling better lead generation and client acquisition.

He shares valuable lessons on optimizing data for both outbound and inbound marketing efforts, along with a compelling case study that illustrates the power of effective data management. Additionally, Patrick provides tips for growing a successful YouTube channel, making this episode a must-listen for anyone in the tech consulting space looking to elevate their marketing strategies.

About Patrick Spychalski 

Patrick is the co-founder of the Kiln, an agency that uses tools like Clay to automate outbound, inbound, and revops processes for mid-market and enterprise businesses. He has been working with Clay since before they had customers, and has grown The Kiln to a team of 9 Clay experts that help companies get the most out of the tool.


Resources and Links


]]>Why you should listen

  1. Learn how Clay.com can transform your messy data into actionable insights, helping you generate better leads for your business and clients.
  2. Hear about a successful campaign, showcasing how effective data management can lead to significant business growth.
  3. Discover Patrick's secrets to building a successful YouTube channel that drives engagement and showcases expertise in the tech consulting space.

Are you struggling with messy CRM data and finding it hard to attract new clients? In this episode, we tackle this common pain point with insights from Patrick Spychalski, co-founder of The Kiln. Patrick discusses how Clay.com can transform your disorganized data into actionable insights, enabling better lead generation and client acquisition.

He shares valuable lessons on optimizing data for both outbound and inbound marketing efforts, along with a compelling case study that illustrates the power of effective data management. Additionally, Patrick provides tips for growing a successful YouTube channel, making this episode a must-listen for anyone in the tech consulting space looking to elevate their marketing strategies.

About Patrick Spychalski 

Patrick is the co-founder of the Kiln, an agency that uses tools like Clay to automate outbound, inbound, and revops processes for mid-market and enterprise businesses. He has been working with Clay since before they had customers, and has grown The Kiln to a team of 9 Clay experts that help companies get the most out of the tool.


Resources and Links


]]>52e364d5-85cd-49e5-86ac-c0c8a3c0c729Tue, 10 Dec 2024 04:30:00 +100029:16falsefull580580579 - Scaling Your Salesforce Practice Through Masterminds with Jon Ewoniuk579 - Scaling Your Salesforce Practice Through Masterminds with Jon EwoniukWhy you should listen

  1. Discover how to effectively use LinkedIn to generate leads and engage potential clients, leveraging John's proven techniques.
  2. Learn how to balance onshore and offshore teams to maximize efficiency and service delivery in your Salesforce practice.
  3. Explore the benefits of the 360 Salesforce Mastermind, designed to help Salesforce partners bridge the gap between technical skills and business acumen.

Are you a Salesforce partner feeling overwhelmed by lead generation and seeking guidance from someone who understands your unique challenges? In this episode, I sit down with John Ewoniuk, founder of Peak360 IT and creator of the 360 Salesforce Mastermind. John shares his extensive experience in the Salesforce ecosystem, focusing on actionable strategies for leveraging LinkedIn to generate leads and the importance of effective team management.

John emphasizes the value of community and collaboration through his mastermind, aimed at helping Salesforce partners enhance their business skills and overcome common hurdles in client acquisition. Tune in for insights that can transform your approach to sales and marketing in the Salesforce landscape.


About Jon Ewoniuk

Jon Ewoniuk is the Founder of Peak360 IT, a Salesforce SI Partner, and The 360 Salesforce Mastermind. 

With 25 years of experience in enterprise IT, software engineering, and data services, Jon has specialized in helping businesses optimize their Salesforce implementations and integrate complex cloud and on-premises technologies. His expertise extends across multiple industries, including telecom, healthcare, and finance, where he has led global software development teams and delivered strategic technology solutions.

Jon’s leadership has guided organizations through Salesforce transformations, addressing challenges such as technical debt and process automation. Previously, he held IT leadership roles at Kaiser Permanente and CenturyLink, where he oversaw large-scale software projects and developed integrated solutions. 

Jon founded The 360 Salesforce Mastermind after recognizing that many Salesforce consultants and SI partners possess technical skills but face challenges in building a business—struggling with areas like marketing, lead generation, client acquisition, and scaling. The Mastermind is designed to bridge that gap, providing insights and resources to help these professionals succeed beyond the technical scope.

 He holds a B.S. in Computer Science from the University of North Dakota and is passionate about mentoring the next generation of IT leaders.


Resources and Links


]]>Why you should listen

  1. Discover how to effectively use LinkedIn to generate leads and engage potential clients, leveraging John's proven techniques.
  2. Learn how to balance onshore and offshore teams to maximize efficiency and service delivery in your Salesforce practice.
  3. Explore the benefits of the 360 Salesforce Mastermind, designed to help Salesforce partners bridge the gap between technical skills and business acumen.

Are you a Salesforce partner feeling overwhelmed by lead generation and seeking guidance from someone who understands your unique challenges? In this episode, I sit down with John Ewoniuk, founder of Peak360 IT and creator of the 360 Salesforce Mastermind. John shares his extensive experience in the Salesforce ecosystem, focusing on actionable strategies for leveraging LinkedIn to generate leads and the importance of effective team management.

John emphasizes the value of community and collaboration through his mastermind, aimed at helping Salesforce partners enhance their business skills and overcome common hurdles in client acquisition. Tune in for insights that can transform your approach to sales and marketing in the Salesforce landscape.


About Jon Ewoniuk

Jon Ewoniuk is the Founder of Peak360 IT, a Salesforce SI Partner, and The 360 Salesforce Mastermind. 

With 25 years of experience in enterprise IT, software engineering, and data services, Jon has specialized in helping businesses optimize their Salesforce implementations and integrate complex cloud and on-premises technologies. His expertise extends across multiple industries, including telecom, healthcare, and finance, where he has led global software development teams and delivered strategic technology solutions.

Jon’s leadership has guided organizations through Salesforce transformations, addressing challenges such as technical debt and process automation. Previously, he held IT leadership roles at Kaiser Permanente and CenturyLink, where he oversaw large-scale software projects and developed integrated solutions. 

Jon founded The 360 Salesforce Mastermind after recognizing that many Salesforce consultants and SI partners possess technical skills but face challenges in building a business—struggling with areas like marketing, lead generation, client acquisition, and scaling. The Mastermind is designed to bridge that gap, providing insights and resources to help these professionals succeed beyond the technical scope.

 He holds a B.S. in Computer Science from the University of North Dakota and is passionate about mentoring the next generation of IT leaders.


Resources and Links


]]>d71ab8f8-73b1-4713-b812-487cbb493a4eTue, 03 Dec 2024 04:30:00 +100029:36falsefull579579578 - Win More Deals with Live Proposal Reviews578 - Win More Deals with Live Proposal ReviewsAre you tired of sending proposals into a black hole only to hear back that the client chose a different direction?  In this solo episode, I delve into the importance of presenting proposals live instead of sending them via email. I share insights from my experience working with tech consultants and highlight how focusing on business outcomes can lead to successful sales. With practical tips and a proven structure for proposals, this episode is a must-listen for anyone looking to improve their sales process.

Resources and Links


]]>Are you tired of sending proposals into a black hole only to hear back that the client chose a different direction?  In this solo episode, I delve into the importance of presenting proposals live instead of sending them via email. I share insights from my experience working with tech consultants and highlight how focusing on business outcomes can lead to successful sales. With practical tips and a proven structure for proposals, this episode is a must-listen for anyone looking to improve their sales process.

Resources and Links


]]>6014d00d-0d54-41b1-9100-18cb6356f907Fri, 29 Nov 2024 04:30:00 +100008:14falsefull578578577 - The Essential Role of Business Analysis in Tech Consulting with Vanessa Grant577 - The Essential Role of Business Analysis in Tech Consulting with Vanessa GrantWhy you should listen

  1. Learn how to effectively connect business needs with technical solutions, ensuring your projects meet user and organizational goals.
  2. Discover why the role of business analysts remains crucial in an AI-driven world, emphasizing the importance of communication and empathy.
  3. Understand the benefits of joining the Salesforce Business Analyst Virtual Community, which offers support, resources, and networking opportunities.

In today’s rapidly evolving tech landscape, the role of the business analyst is more important than ever. In this episode, I chat with Vanessa Grant, the driving force behind the Salesforce Business Analyst Virtual Community. We discuss the essential skills for business analysts, the irreplaceable human component in technical roles, and how effective communication can make all the difference. Vanessa shares her journey in the Salesforce ecosystem and emphasizes the importance of community in fostering growth and learning.


About Vanessa Grant

Vanessa Grant is a freelance Salesforce consultant and has built her career around solving business problems with technical solutions and process improvements. After Salesforce fell in her lap in 2010, it became the go-to tool in her technical solution tool belt. Salesforce work embodies everything Vanessa loves in a job: teamwork, challenges, helping people, and Salesforce. Besides being a certified Scrum Master and 12x Salesforce certified, she also had the honor of contributing to creating the Salesforce Business Analyst Certification.

As a mentor and speaker, she’s committed to improving outcomes for all Salesforce projects by promoting the importance of quality business analysis, devops, and design. She has spoken at Salesforce events such as Dreamforce, London’s Calling, and Midwest Dreamin’. She also co-hosts the Salesforce Career Show podcast and is a regular contributor to the popular Salesforce Ben blog.


Resources and Links



]]>Why you should listen

  1. Learn how to effectively connect business needs with technical solutions, ensuring your projects meet user and organizational goals.
  2. Discover why the role of business analysts remains crucial in an AI-driven world, emphasizing the importance of communication and empathy.
  3. Understand the benefits of joining the Salesforce Business Analyst Virtual Community, which offers support, resources, and networking opportunities.

In today’s rapidly evolving tech landscape, the role of the business analyst is more important than ever. In this episode, I chat with Vanessa Grant, the driving force behind the Salesforce Business Analyst Virtual Community. We discuss the essential skills for business analysts, the irreplaceable human component in technical roles, and how effective communication can make all the difference. Vanessa shares her journey in the Salesforce ecosystem and emphasizes the importance of community in fostering growth and learning.


About Vanessa Grant

Vanessa Grant is a freelance Salesforce consultant and has built her career around solving business problems with technical solutions and process improvements. After Salesforce fell in her lap in 2010, it became the go-to tool in her technical solution tool belt. Salesforce work embodies everything Vanessa loves in a job: teamwork, challenges, helping people, and Salesforce. Besides being a certified Scrum Master and 12x Salesforce certified, she also had the honor of contributing to creating the Salesforce Business Analyst Certification.

As a mentor and speaker, she’s committed to improving outcomes for all Salesforce projects by promoting the importance of quality business analysis, devops, and design. She has spoken at Salesforce events such as Dreamforce, London’s Calling, and Midwest Dreamin’. She also co-hosts the Salesforce Career Show podcast and is a regular contributor to the popular Salesforce Ben blog.


Resources and Links



]]>f3408012-f015-4111-9466-0a7f0c344ed5Tue, 26 Nov 2024 04:30:00 +100034:19falsefull577577576 - Salesforce + Inventory: The NAO ERP Solution with Wayne Macartney576 - Salesforce + Inventory: The NAO ERP Solution with Wayne MacartneyWhy you should listen

  1. Discover how Nao ERP can streamline inventory management within the Salesforce ecosystem, addressing a common pain point for small businesses and SMEs.
  2. Learn how Nao ERP stands out against complex ERP systems by offering seamless integration and user-friendly features.
  3. Gain insights on how effective communication and understanding client needs can drive revenue and strengthen relationships as a system integrator.

Are you struggling to meet your clients' inventory needs while navigating the complexities of the Salesforce ecosystem? In this episode, I speak with Wayne Macartney from Nao ERP, who shares how their innovative solution simplifies inventory management for small businesses and SMEs. We discuss the integration of Nao ERP with Salesforce and how it enhances client engagement, ultimately leading to increased revenue for system integrators.

About Wayne Macartney

Wayne Macartney is the Managing Director / President of NAO ERP, a streamlined inventory management solution built on the Salesforce platform. 

Designed for small businesses and SMEs, they offer features such as inventory management, sales order management, purchase order management, goods receivable process, and average weighted cost calculation. 

NAO ERP is an initiative of Bricoleur Technologies, a leading Salesforce Implementation Partner.


Resources and Links


]]>Why you should listen

  1. Discover how Nao ERP can streamline inventory management within the Salesforce ecosystem, addressing a common pain point for small businesses and SMEs.
  2. Learn how Nao ERP stands out against complex ERP systems by offering seamless integration and user-friendly features.
  3. Gain insights on how effective communication and understanding client needs can drive revenue and strengthen relationships as a system integrator.

Are you struggling to meet your clients' inventory needs while navigating the complexities of the Salesforce ecosystem? In this episode, I speak with Wayne Macartney from Nao ERP, who shares how their innovative solution simplifies inventory management for small businesses and SMEs. We discuss the integration of Nao ERP with Salesforce and how it enhances client engagement, ultimately leading to increased revenue for system integrators.

About Wayne Macartney

Wayne Macartney is the Managing Director / President of NAO ERP, a streamlined inventory management solution built on the Salesforce platform. 

Designed for small businesses and SMEs, they offer features such as inventory management, sales order management, purchase order management, goods receivable process, and average weighted cost calculation. 

NAO ERP is an initiative of Bricoleur Technologies, a leading Salesforce Implementation Partner.


Resources and Links


]]>de5aca28-37c3-441e-a788-e405262bf031Tue, 19 Nov 2024 04:30:00 +100035:06falsefull576576575 - The Art of Asking $300K Questions Sales Skills for Tech Consultants575 - The Art of Asking $300K Questions Sales Skills for Tech ConsultantsAre you losing deals because you jump straight into your pitch without fully understanding your client's problems? In this episode, I discuss the critical skill that separates average tech consultants from exceptional ones: the art of asking powerful questions. Drawing on my experience mentoring tech consultants and insights from over 300 interviews, I highlight the importance of effective questioning to uncover the true issues and their business impact. I share practical frameworks for context, problem, impact, and future state questions, emphasizing the need for thoughtful follow-ups. By mastering these techniques, you can transform your sales conversations and drive meaningful results for your clients.

Resources and Links


]]>Are you losing deals because you jump straight into your pitch without fully understanding your client's problems? In this episode, I discuss the critical skill that separates average tech consultants from exceptional ones: the art of asking powerful questions. Drawing on my experience mentoring tech consultants and insights from over 300 interviews, I highlight the importance of effective questioning to uncover the true issues and their business impact. I share practical frameworks for context, problem, impact, and future state questions, emphasizing the need for thoughtful follow-ups. By mastering these techniques, you can transform your sales conversations and drive meaningful results for your clients.

Resources and Links


]]>63694c3a-dc03-47ac-810c-42dbaa7975d3Fri, 15 Nov 2024 04:45:00 +100008:27falsefull575575574 - Revolutionizing Customer Care: How AI is Outpacing Old-School Software with Alex Levin574 - Revolutionizing Customer Care: How AI is Outpacing Old-School Software with Alex LevinWhy you should listen

  1. Discover how traditional contact centers are evolving from cost centers to revenue-generating hubs.
  2. Learn how AI agents can enhance customer interactions and drive revenue growth, backed by real-world examples.
  3. Understand how Regal.io is positioned to integrate seamlessly with existing tech stacks to improve customer experiences.

Are you frustrated with outdated contact center software that prioritizes cost-cutting over customer satisfaction? In this episode, I chat with Alex Levin, co-founder and CEO of Regal.io, about how traditional contact centers are falling behind and the transformative role of AI agents in driving revenue and enhancing customer experiences. Alex shares insights on how Regal.io integrates seamlessly with existing technologies, empowering businesses in high-touch industries like healthcare and education to create personalized interactions that truly engage customers.

About Alex Levin

Alex Levin is the Co-Founder and CEO of Regal.io. He leads the GTM teams. Before Regal.io, Alex was a product manager at Personal and Thomson Reuters and then joined Handy (acquired by ANGI in 2018) as an early employee. At Handy and then ANGI, Alex led growth and marketing. Alex grew up in New York and received his BA from Harvard.


Resources and Links


]]>Why you should listen

  1. Discover how traditional contact centers are evolving from cost centers to revenue-generating hubs.
  2. Learn how AI agents can enhance customer interactions and drive revenue growth, backed by real-world examples.
  3. Understand how Regal.io is positioned to integrate seamlessly with existing tech stacks to improve customer experiences.

Are you frustrated with outdated contact center software that prioritizes cost-cutting over customer satisfaction? In this episode, I chat with Alex Levin, co-founder and CEO of Regal.io, about how traditional contact centers are falling behind and the transformative role of AI agents in driving revenue and enhancing customer experiences. Alex shares insights on how Regal.io integrates seamlessly with existing technologies, empowering businesses in high-touch industries like healthcare and education to create personalized interactions that truly engage customers.

About Alex Levin

Alex Levin is the Co-Founder and CEO of Regal.io. He leads the GTM teams. Before Regal.io, Alex was a product manager at Personal and Thomson Reuters and then joined Handy (acquired by ANGI in 2018) as an early employee. At Handy and then ANGI, Alex led growth and marketing. Alex grew up in New York and received his BA from Harvard.


Resources and Links


]]>ac29c04a-5f5e-46ce-bd24-e503d5df10f4Tue, 12 Nov 2024 04:30:00 +100024:38falsefull574574573 - Beyond Borders Leveraging Overseas Talent to Boost Your Tech Consultancy with Andrew Jacoby573 - Beyond Borders Leveraging Overseas Talent to Boost Your Tech Consultancy with Andrew JacobyWhy you should listen

  1. Discover why Andrew Jacoby believes hiring a virtual assistant (VA) is essential for business growth and how it differs from common narratives.
  2. Learn about the beliefs that foster trust between business owners and their virtual assistants, making collaboration more effective.
  3. Understand how Good Shepherd Staffing not only helps entrepreneurs but also supports communities in developing countries.

In this episode, I sit down with Andrew Jacoby from Good Shepherd Staffing to discuss the transformative power of virtual assistants. Andrew shares his insights on why every entrepreneur should consider hiring a VA, how he prepares his team to deliver maximum results and the cultural differences that influence the effectiveness of remote staff. With a focus on serving both business owners and communities in need, Andrew's approach combines business acumen with social responsibility.


About Andrew Jacoby

Andrew Jacoby is an entrepreneur, and an artist who is currently building Good Shepherd Staffing to help business owners who have not experienced the power of hiring remote overseas staff to help them grow their businesses do so, while at the same time helping Catholics in developing countries find work that enables them to make a local living wage as well as can work near their families. Andrew learned the power of overseas staff in the process of building his first business, GrowthEra, which is a multimillion-dollar sales enablement agency with over 80 employees, all of which, besides the CEO, are overseas. 


Resources and Links



BONUS: If you would like to try working with a remote overseas virtual assistant Good Shepherd offers a free 10 hour trial just go to goodshepherdstaffing.com and contact the company.

]]>Why you should listen

  1. Discover why Andrew Jacoby believes hiring a virtual assistant (VA) is essential for business growth and how it differs from common narratives.
  2. Learn about the beliefs that foster trust between business owners and their virtual assistants, making collaboration more effective.
  3. Understand how Good Shepherd Staffing not only helps entrepreneurs but also supports communities in developing countries.

In this episode, I sit down with Andrew Jacoby from Good Shepherd Staffing to discuss the transformative power of virtual assistants. Andrew shares his insights on why every entrepreneur should consider hiring a VA, how he prepares his team to deliver maximum results and the cultural differences that influence the effectiveness of remote staff. With a focus on serving both business owners and communities in need, Andrew's approach combines business acumen with social responsibility.


About Andrew Jacoby

Andrew Jacoby is an entrepreneur, and an artist who is currently building Good Shepherd Staffing to help business owners who have not experienced the power of hiring remote overseas staff to help them grow their businesses do so, while at the same time helping Catholics in developing countries find work that enables them to make a local living wage as well as can work near their families. Andrew learned the power of overseas staff in the process of building his first business, GrowthEra, which is a multimillion-dollar sales enablement agency with over 80 employees, all of which, besides the CEO, are overseas. 


Resources and Links



BONUS: If you would like to try working with a remote overseas virtual assistant Good Shepherd offers a free 10 hour trial just go to goodshepherdstaffing.com and contact the company.

]]>d6aaf1c0-cb83-4c48-867b-c38ef1e5513cTue, 05 Nov 2024 04:30:00 +100030:04falsefull573573572 - The Tech Consultant's Marketing Playbook: From Overwhelmed to Overbooked572 - The Tech Consultant's Marketing Playbook: From Overwhelmed to OverbookedFeeling overwhelmed by the multitude of marketing strategies available to tech consultants? In this solo episode, I summarize a comprehensive marketing playbook designed to help you build a solid foundation and grow your tech consultancy. Drawing from my experience and a recent case study with a Zoho consultant, I outline a four-quarter approach to marketing that will reduce overwhelm and allow you to focus on what truly matters.

Resources and Links


]]>Feeling overwhelmed by the multitude of marketing strategies available to tech consultants? In this solo episode, I summarize a comprehensive marketing playbook designed to help you build a solid foundation and grow your tech consultancy. Drawing from my experience and a recent case study with a Zoho consultant, I outline a four-quarter approach to marketing that will reduce overwhelm and allow you to focus on what truly matters.

Resources and Links


]]>e4dfad6e-a8ea-454b-9129-38e2bd700761Fri, 01 Nov 2024 04:30:00 +100007:57falsefull572572571 - Unlocking Revenue Potential: How Clay Revolutionizes Client Data Management for Tech Consultants with Yash Tekriwal571 - Unlocking Revenue Potential: How Clay Revolutionizes Client Data Management for Tech Consultants with Yash TekriwalWhy you should listen

  1. Learn why Clay is essential for tech consultants and how it can streamline your revenue processes.
  2. Gain insights into specific examples of how Clay can enhance the efficiency of your SaaS operations.
  3. Understand how implementing Clay can increase revenue for you and your clients.

Are you tired of wasting valuable time on outdated client data management? In this episode, I chat with Yash Tekriwal, Head of Education at Clay, about how tech consultants can leverage Clay to improve their operations and drive revenue growth. We dive into the pain points of traditional CRM systems and explore how Clay can serve as the glue that connects various data sources, allowing for seamless integration and automation. Yash shares his journey from education to tech and practical insights into how Clay can transform your approach to client data and revenue generation.


About Yash Tekriwal

Yash is a former high school teacher, edtech founder, data scientist, consultant, coach, and so much more. He is now channeling his broad background into his role as Head of Education at Clay. Clay is building the future Go-To-Market (GTM) systems for modern GTM teams. Bringing teams into the future of work requires a significant investment in user education and content. Yash has been spearheading company initiatives like Clay University and Clay Cohorts to help scale learning for customers of all kinds at Clay.


Resources and Links


]]>Why you should listen

  1. Learn why Clay is essential for tech consultants and how it can streamline your revenue processes.
  2. Gain insights into specific examples of how Clay can enhance the efficiency of your SaaS operations.
  3. Understand how implementing Clay can increase revenue for you and your clients.

Are you tired of wasting valuable time on outdated client data management? In this episode, I chat with Yash Tekriwal, Head of Education at Clay, about how tech consultants can leverage Clay to improve their operations and drive revenue growth. We dive into the pain points of traditional CRM systems and explore how Clay can serve as the glue that connects various data sources, allowing for seamless integration and automation. Yash shares his journey from education to tech and practical insights into how Clay can transform your approach to client data and revenue generation.


About Yash Tekriwal

Yash is a former high school teacher, edtech founder, data scientist, consultant, coach, and so much more. He is now channeling his broad background into his role as Head of Education at Clay. Clay is building the future Go-To-Market (GTM) systems for modern GTM teams. Bringing teams into the future of work requires a significant investment in user education and content. Yash has been spearheading company initiatives like Clay University and Clay Cohorts to help scale learning for customers of all kinds at Clay.


Resources and Links


]]>f53073ca-a123-416b-bc82-874fea75e4a6Tue, 29 Oct 2024 04:30:00 +100037:25falsefull571571570 - Fix Any Process With The M4 Method with Derrick Mains570 - Fix Any Process With The M4 Method with Derrick MainsWhy you should listen

  1. Learn how to shift your approach to process improvement with Derek Mains, an expert in operations and process engineering.
  2. Discover the powerful M4 method—Map, Measure, Manage, and Motivate—that can streamline your processes and enhance team performance.
  3. Gain practical examples and strategies that you can implement immediately to improve efficiency and effectiveness in your business.

Are you struggling with inefficient processes that hinder your SaaS business growth? In this episode of the Paul Higgins Show, I talk with Derek Mains from TheProcessFixer.com, who shares his expertise on transforming organizational processes. We discuss why traditional management philosophies need to evolve and how his M4 method can help you map out, measure, manage, and motivate your team for better outcomes. If you're ready to elevate your business and avoid the pitfalls of poor process management, this episode is for you!

About Derrick Mains

Derrick is an Emmy Award-winning content creator, four-time author, operations podcaster with more than 160,000 monthly listeners, and optimization consultant renowned for his pioneering work in process engineering, design, and transformation. 

Derrick's work spans over 20 years and 150 companies, from early-stage companies to the Fortune 10. Derrick's approach melds essentialism with a keen focus on human-centric system design, emphasizing regular audits, reflection, and reinvestment to achieve optimization.

Derrick believes that all organizational systems share a fundamental purpose: transforming resource input into value through outputs. 


Resources and Links


]]>Why you should listen

  1. Learn how to shift your approach to process improvement with Derek Mains, an expert in operations and process engineering.
  2. Discover the powerful M4 method—Map, Measure, Manage, and Motivate—that can streamline your processes and enhance team performance.
  3. Gain practical examples and strategies that you can implement immediately to improve efficiency and effectiveness in your business.

Are you struggling with inefficient processes that hinder your SaaS business growth? In this episode of the Paul Higgins Show, I talk with Derek Mains from TheProcessFixer.com, who shares his expertise on transforming organizational processes. We discuss why traditional management philosophies need to evolve and how his M4 method can help you map out, measure, manage, and motivate your team for better outcomes. If you're ready to elevate your business and avoid the pitfalls of poor process management, this episode is for you!

About Derrick Mains

Derrick is an Emmy Award-winning content creator, four-time author, operations podcaster with more than 160,000 monthly listeners, and optimization consultant renowned for his pioneering work in process engineering, design, and transformation. 

Derrick's work spans over 20 years and 150 companies, from early-stage companies to the Fortune 10. Derrick's approach melds essentialism with a keen focus on human-centric system design, emphasizing regular audits, reflection, and reinvestment to achieve optimization.

Derrick believes that all organizational systems share a fundamental purpose: transforming resource input into value through outputs. 


Resources and Links


]]>3f00f253-29f5-4e76-8ebe-936dba0f61c4Tue, 22 Oct 2024 04:30:00 +100037:24falsefull570570569 - AI-Powered Content Creation for Time-Strapped Tech Consultants569 - AI-Powered Content Creation for Time-Strapped Tech ConsultantsAre you struggling to create compelling content and sales messages due to time constraints and budget limitations? In this solo episode, I address this common pain point tech consultants face. I’ll explore how AI agents and crafted prompts can revolutionize your content creation process, allowing you to save time while enhancing the quality of your messaging. Join me as I share practical strategies and examples tailored specifically for tech consultants, empowering you to leverage AI effectively and ensure your messaging resonates with potential clients.


Resources and Links


]]>Are you struggling to create compelling content and sales messages due to time constraints and budget limitations? In this solo episode, I address this common pain point tech consultants face. I’ll explore how AI agents and crafted prompts can revolutionize your content creation process, allowing you to save time while enhancing the quality of your messaging. Join me as I share practical strategies and examples tailored specifically for tech consultants, empowering you to leverage AI effectively and ensure your messaging resonates with potential clients.


Resources and Links


]]>a3ad318a-f6bf-477a-a27c-23927dedc777Fri, 18 Oct 2024 04:30:00 +100009:58falsefull569569568 - From Hip Hop to High Tech Mastering ServiceNow with Merv Small568 - From Hip Hop to High Tech Mastering ServiceNow with Merv SmallWhy you should listen

  1. Gain valuable knowledge from Merv Small, who has over 12 years of experience building a successful ServiceNow practice. Learn how to maximize the platform's capabilities and drive value for your organization.
  2. Discover Merv's unique approach to generating leads through ServiceNow and personal networks, providing actionable strategies that you can implement in your own business.
  3. Explore how ServiceNow can effectively complement other platforms like Salesforce, and learn how to create a seamless technology ecosystem that enhances operational efficiency and user experience.

Are you unsure how to leverage ServiceNow alongside platforms like Salesforce? In this episode of the Paul Higgins Show, I chat with Merv Small from Agiro, who shares his 12 years of experience in building a successful ServiceNow practice.

Merv discusses effective lead generation, the synergy between ServiceNow and Salesforce, and his innovative approach to creating a blended team through offshore development. With an inspiring journey from hip-hop artist to tech leader, Merv offers valuable insights for anyone looking to enhance their understanding of ServiceNow and its integration with other platforms.



About Merv Small

As a tech founder and Cloud platform specialist, Merv brings a unique blend of executive leadership and hands-on experience to propel organisations toward digital excellence.


With over 18 years dedicated to application management and ITIL, coupled with over 12 years of hands-on and strategic involvement in the ServiceNow domain, Merv is well-versed in driving Business Process improvement, IT Service Management, IT Strategy, IT Training, Project Management, Technical Development, and ServiceNow Platform Management.


As a seasoned ServiceNow trainer and lecturer, Merv has had the privilege of imparting knowledge to ServiceNow professionals including ServiceNow employees and by delivering training support at the prestigious ServiceNow Knowledge conference in Las Vegas, he was also entrusted to pioneer the delivery of the first-ever ServiceNow University course offered in the APAC region at Western Sydney University (WSU).



Resources and Links


]]>Why you should listen

  1. Gain valuable knowledge from Merv Small, who has over 12 years of experience building a successful ServiceNow practice. Learn how to maximize the platform's capabilities and drive value for your organization.
  2. Discover Merv's unique approach to generating leads through ServiceNow and personal networks, providing actionable strategies that you can implement in your own business.
  3. Explore how ServiceNow can effectively complement other platforms like Salesforce, and learn how to create a seamless technology ecosystem that enhances operational efficiency and user experience.

Are you unsure how to leverage ServiceNow alongside platforms like Salesforce? In this episode of the Paul Higgins Show, I chat with Merv Small from Agiro, who shares his 12 years of experience in building a successful ServiceNow practice.

Merv discusses effective lead generation, the synergy between ServiceNow and Salesforce, and his innovative approach to creating a blended team through offshore development. With an inspiring journey from hip-hop artist to tech leader, Merv offers valuable insights for anyone looking to enhance their understanding of ServiceNow and its integration with other platforms.



About Merv Small

As a tech founder and Cloud platform specialist, Merv brings a unique blend of executive leadership and hands-on experience to propel organisations toward digital excellence.


With over 18 years dedicated to application management and ITIL, coupled with over 12 years of hands-on and strategic involvement in the ServiceNow domain, Merv is well-versed in driving Business Process improvement, IT Service Management, IT Strategy, IT Training, Project Management, Technical Development, and ServiceNow Platform Management.


As a seasoned ServiceNow trainer and lecturer, Merv has had the privilege of imparting knowledge to ServiceNow professionals including ServiceNow employees and by delivering training support at the prestigious ServiceNow Knowledge conference in Las Vegas, he was also entrusted to pioneer the delivery of the first-ever ServiceNow University course offered in the APAC region at Western Sydney University (WSU).



Resources and Links


]]>7f6aedc6-ff53-44d2-99f7-cf62d5257c31Tue, 15 Oct 2024 04:30:00 +100036:57falsefull568568567 - Cracking the verticalization Code with Tom Hall567 - Cracking the verticalization Code with Tom HallWhy you should listen

  1. Discover how to transform project-based work into a sustainable, recurring revenue model.
  2. Learn from Tom Hall about leveraging verticalization and the Zoho platform to enhance your business.
  3. Gain actionable tips on building your brand through events, social media, and creating a "moat" around your product.

Are you struggling to transition from project-based work to a sustainable, recurring revenue model? In this episode, I chat with Tom Hall from BluRoot about the challenges and opportunities of verticalization in the mortgage industry. Tom shares his journey as a partner at BluRoot, where he led the development of the Blue Mortgage CRM, transforming it into an industry leader for mortgage brokers in Canada. You'll also learn practical strategies for engaging clients. If you're ready to elevate your consulting business and create lasting revenue streams, this episode is filled with valuable insights tailored for you.

About Tom Hall

Tom joined Bluroot as a partner in 2018 and led their vertical CRM product, BluMortgage, to become an industry-leading CRM used by thousands of mortgage brokers across Canada. Tom has been recognized as an industry "Rising Star" by CMP magazine and now hosts his own podcast, Mortgage Tech Talks.


Resources and Links


]]>Why you should listen

  1. Discover how to transform project-based work into a sustainable, recurring revenue model.
  2. Learn from Tom Hall about leveraging verticalization and the Zoho platform to enhance your business.
  3. Gain actionable tips on building your brand through events, social media, and creating a "moat" around your product.

Are you struggling to transition from project-based work to a sustainable, recurring revenue model? In this episode, I chat with Tom Hall from BluRoot about the challenges and opportunities of verticalization in the mortgage industry. Tom shares his journey as a partner at BluRoot, where he led the development of the Blue Mortgage CRM, transforming it into an industry leader for mortgage brokers in Canada. You'll also learn practical strategies for engaging clients. If you're ready to elevate your consulting business and create lasting revenue streams, this episode is filled with valuable insights tailored for you.

About Tom Hall

Tom joined Bluroot as a partner in 2018 and led their vertical CRM product, BluMortgage, to become an industry-leading CRM used by thousands of mortgage brokers across Canada. Tom has been recognized as an industry "Rising Star" by CMP magazine and now hosts his own podcast, Mortgage Tech Talks.


Resources and Links


]]>7439d245-c4c4-487c-ac1c-186975129079Tue, 08 Oct 2024 04:30:00 +100037:23falsefull567567566 - Beyond the SaaS: Cracking the Code of Business Owner Psychology566 - Beyond the SaaS: Cracking the Code of Business Owner PsychologyAre you struggling to close deals because you're too focused on your services? In this solo episode, I discuss a critical topic for tech consultants: understanding profit from the owner's perspective. I also share a valuable lesson learned from my time at Coca-Cola. If you want to refine your sales approach and foster stronger client relationships, this episode is packed with insights and practical tips to help you succeed.

Resources and Links


]]>Are you struggling to close deals because you're too focused on your services? In this solo episode, I discuss a critical topic for tech consultants: understanding profit from the owner's perspective. I also share a valuable lesson learned from my time at Coca-Cola. If you want to refine your sales approach and foster stronger client relationships, this episode is packed with insights and practical tips to help you succeed.

Resources and Links


]]>bad6f7b7-54e0-46e8-ac95-902c96c327ecFri, 04 Oct 2024 06:15:00 +100007:27falsefull566566565 - From Startup to Exit: Building a 10-Year Plan for Your Tech Consulting Business with Greg Poirier565 - From Startup to Exit: Building a 10-Year Plan for Your Tech Consulting Business with Greg PoirierWhy you should listen

  1.  Learn the steps Greg took to successfully exit his tech consulting business after a decade.
  2. Discover how Greg leveraged content to drive growth and expedite the sales process.
  3. Understand the importance of a remuneration plan that motivates your team and ensures business continuity.

Are you feeling uncertain about how to plan your business exit? In this episode, I speak with Greg Poirier, founder of CloudKettle, who shares his journey of building a tech consulting firm with a clear exit strategy in mind. We delve into how he executed his plan over ten years, the role of content in his growth, and the innovative remuneration plan that gave a third of the company to his team. If you're aiming to scale and eventually exit your business, this episode is packed with insights and actionable steps to help you succeed.

About Greg Poirier

Greg Poirier is the Founder and President of CloudKettle, which was acquired by Bell this summer. Greg has been in the Salesforce ecosystem for a decade and a half. In 2010, he joined Radian6 (acquired by Salesforce), where he grew the digital marketing team. After Salesforce, he was recruited to build the Sales and Marketing engines at a number of startups before founding CloudKettle.

Now in its 10th year, CloudKettle is a Salesforce Summit (Platinum) partner that specializes in servicing enterprises with complex compliance, regulatory and security needs.


Resources and Links


]]>Why you should listen

  1.  Learn the steps Greg took to successfully exit his tech consulting business after a decade.
  2. Discover how Greg leveraged content to drive growth and expedite the sales process.
  3. Understand the importance of a remuneration plan that motivates your team and ensures business continuity.

Are you feeling uncertain about how to plan your business exit? In this episode, I speak with Greg Poirier, founder of CloudKettle, who shares his journey of building a tech consulting firm with a clear exit strategy in mind. We delve into how he executed his plan over ten years, the role of content in his growth, and the innovative remuneration plan that gave a third of the company to his team. If you're aiming to scale and eventually exit your business, this episode is packed with insights and actionable steps to help you succeed.

About Greg Poirier

Greg Poirier is the Founder and President of CloudKettle, which was acquired by Bell this summer. Greg has been in the Salesforce ecosystem for a decade and a half. In 2010, he joined Radian6 (acquired by Salesforce), where he grew the digital marketing team. After Salesforce, he was recruited to build the Sales and Marketing engines at a number of startups before founding CloudKettle.

Now in its 10th year, CloudKettle is a Salesforce Summit (Platinum) partner that specializes in servicing enterprises with complex compliance, regulatory and security needs.


Resources and Links


]]>8bf3c2e8-19bf-49fc-ac22-358425094a78Tue, 01 Oct 2024 04:30:00 +100039:08falsefull565565564 - Removing Growth Barriers with Top Talent with Matt Yahes564 - Removing Growth Barriers with Top Talent with Matt YahesWhy you should listen

  1. Learn how outsourcing to top talent, particularly from the Philippines, can help you scale your business effectively.
  2. Hear a compelling example of how a Chief of Staff role transformed a client’s business operations and growth trajectory.
  3. Understand the common misconceptions about hiring remote talent and how to shift your mindset for growth.

Are you feeling overwhelmed by the countless tasks on your plate, struggling to find time to grow your business? In this episode, I chat with Matt Yahes from Extend Your Team about how outsourcing can alleviate that burden. We discuss why hiring top talent from the Philippines can be a game-changer for your operations. I also share a compelling example of how a Chief of Staff role has transformed one of my clients' growth trajectories. If you're unsure about taking the leap into outsourcing, this episode offers valuable insights and actionable steps to help you get started.


About Matt Yahes

Matthew Yahes has built businesses, big and small, from the ground up. He’s always believed in the power of outsourcing because he’s seen it work repeatedly.

But he was often met with skepticism from other entrepreneurs who didn’t think it was possible to find top, remote talent that would seamlessly integrate within their organizations, especially since most outsourcing companies were in the business of staffing bodies instead of team members. 

Together with a management team of top business leaders and entrepreneurs, Matthew founded Extend Your Team to serve as a trusted partner for organizations looking to do outsourcing right.


Resources and Links


]]>Why you should listen

  1. Learn how outsourcing to top talent, particularly from the Philippines, can help you scale your business effectively.
  2. Hear a compelling example of how a Chief of Staff role transformed a client’s business operations and growth trajectory.
  3. Understand the common misconceptions about hiring remote talent and how to shift your mindset for growth.

Are you feeling overwhelmed by the countless tasks on your plate, struggling to find time to grow your business? In this episode, I chat with Matt Yahes from Extend Your Team about how outsourcing can alleviate that burden. We discuss why hiring top talent from the Philippines can be a game-changer for your operations. I also share a compelling example of how a Chief of Staff role has transformed one of my clients' growth trajectories. If you're unsure about taking the leap into outsourcing, this episode offers valuable insights and actionable steps to help you get started.


About Matt Yahes

Matthew Yahes has built businesses, big and small, from the ground up. He’s always believed in the power of outsourcing because he’s seen it work repeatedly.

But he was often met with skepticism from other entrepreneurs who didn’t think it was possible to find top, remote talent that would seamlessly integrate within their organizations, especially since most outsourcing companies were in the business of staffing bodies instead of team members. 

Together with a management team of top business leaders and entrepreneurs, Matthew founded Extend Your Team to serve as a trusted partner for organizations looking to do outsourcing right.


Resources and Links


]]>61770404-fe1a-4361-b0fc-133c26a94408Tue, 24 Sep 2024 04:30:00 +100031:39falsefull564564563 - Five Traits of High Performing Tech Consultants563 - Five Traits of High Performing Tech ConsultantsFeeling stuck while watching others in your industry thrive? In this solo episode, I dive into the secrets of high-performing tech consultants and what truly sets them apart. Inspired by a listener's question, I outline five key traits that successful partners share: continuous learning, tight niches, strong company culture, diversified revenue streams, and personal branding. If you're ready to elevate your consulting game, this episode is packed with actionable insights!


Resources and Links


]]>Feeling stuck while watching others in your industry thrive? In this solo episode, I dive into the secrets of high-performing tech consultants and what truly sets them apart. Inspired by a listener's question, I outline five key traits that successful partners share: continuous learning, tight niches, strong company culture, diversified revenue streams, and personal branding. If you're ready to elevate your consulting game, this episode is packed with actionable insights!


Resources and Links


]]>dd08859e-ecf4-413f-8e2e-cdcdc9ff035cFri, 20 Sep 2024 04:30:00 +100008:53falsefull563563562 - Best of Both Worlds Balancing Services and Product Success with Sandeep Banga562 - Best of Both Worlds Balancing Services and Product Success with Sandeep BangaWhy you should listen

  1. Discover how to choose the right niche for your services business while launching a successful product.
  2. Learn how to identify and solve the right customer problems that can lead to product success.
  3. Understand the infrastructure and investment needed to launch a product alongside your service offerings effectively.

Are you running a services business and considering launching a product but don’t know where to start? In this episode, I talk to Sandeep Banga from Acutedge about the journey of managing a niche services business while successfully launching a product. Sandeep shares his insights on selecting the right niche, understanding customer needs, and the infrastructure required for product development. If you want to balance service and product offerings, this episode is packed with valuable takeaways!


About Sandeep Banga

Sandeep Banga is the founder and CEO of Acutedge, a Salesforce partner specializing in implementations for nonprofit and healthcare organizations. With a background in architecture and an MBA, Sandeep brings a unique problem-solving perspective to the tech industry.

Since 2007, Sandeep has led over 500 Salesforce projects, focusing on empowering organizations to better serve their communities. His passion for solving complex challenges with technology recently led Acutedge to launch Scribble, an AI assistant for home health clinicians that automates tedious paperwork.

Combining technical expertise with a deep understanding of sector-specific needs, Sandeep continues to drive innovation in how organizations leverage technology to maximize their impact. Beyond the office, he's an avid motorcyclist, embracing adventure and new experiences in his personal life and his approach to business challenges.


Resources and Links


]]>Why you should listen

  1. Discover how to choose the right niche for your services business while launching a successful product.
  2. Learn how to identify and solve the right customer problems that can lead to product success.
  3. Understand the infrastructure and investment needed to launch a product alongside your service offerings effectively.

Are you running a services business and considering launching a product but don’t know where to start? In this episode, I talk to Sandeep Banga from Acutedge about the journey of managing a niche services business while successfully launching a product. Sandeep shares his insights on selecting the right niche, understanding customer needs, and the infrastructure required for product development. If you want to balance service and product offerings, this episode is packed with valuable takeaways!


About Sandeep Banga

Sandeep Banga is the founder and CEO of Acutedge, a Salesforce partner specializing in implementations for nonprofit and healthcare organizations. With a background in architecture and an MBA, Sandeep brings a unique problem-solving perspective to the tech industry.

Since 2007, Sandeep has led over 500 Salesforce projects, focusing on empowering organizations to better serve their communities. His passion for solving complex challenges with technology recently led Acutedge to launch Scribble, an AI assistant for home health clinicians that automates tedious paperwork.

Combining technical expertise with a deep understanding of sector-specific needs, Sandeep continues to drive innovation in how organizations leverage technology to maximize their impact. Beyond the office, he's an avid motorcyclist, embracing adventure and new experiences in his personal life and his approach to business challenges.


Resources and Links


]]>252fa81b-7dad-4afc-b7aa-bddda4a88c8cTue, 17 Sep 2024 04:30:00 +100027:49falsefull562562561 - Stop Getting Ghosted: Master Account-Based Marketing for High-Value Deals with Wouter Dieleman561 - Stop Getting Ghosted: Master Account-Based Marketing for High-Value Deals with Wouter DielemanWhy you should listen

  1. Learn how to target and secure deals worth $50,000 to $100,000 through effective account-based marketing (ABM).
  2. Gain strategies from Wouter Dieleman, a HubSpot consultant with over a decade of experience, to elevate your marketing game.
  3. Discover actionable tools and resources that can help you streamline your ABM efforts and improve client engagement.

Are you tired of getting ghosted on LinkedIn and via email while trying to close high-value deals? In this episode, Paul Higgins talks to Wouter Dieleman about the power of account-based marketing (ABM). Wouter shares his extensive experience with HubSpot and explains how ABM can help you attract ideal clients and improve your sales process. If you want to transform your approach and achieve consistent revenue growth, this episode is a must-listen.

About Wouter Dieleman

Wouter is a HubSpot ABM consultant and has worked with HubSpot for over 10 years. Has helped a HubSpot partner grow from Silver to the first Elite in the Benelux as Inbound Marketing teamlead during a 5-year tenure, during which he was also a HubSpot certified trainer. Done 100+ HubSpot projects for B2B SaaS, IT, and professional services. Loves crypto, poker, and anything strategical.


Resources and Links


]]>Why you should listen

  1. Learn how to target and secure deals worth $50,000 to $100,000 through effective account-based marketing (ABM).
  2. Gain strategies from Wouter Dieleman, a HubSpot consultant with over a decade of experience, to elevate your marketing game.
  3. Discover actionable tools and resources that can help you streamline your ABM efforts and improve client engagement.

Are you tired of getting ghosted on LinkedIn and via email while trying to close high-value deals? In this episode, Paul Higgins talks to Wouter Dieleman about the power of account-based marketing (ABM). Wouter shares his extensive experience with HubSpot and explains how ABM can help you attract ideal clients and improve your sales process. If you want to transform your approach and achieve consistent revenue growth, this episode is a must-listen.

About Wouter Dieleman

Wouter is a HubSpot ABM consultant and has worked with HubSpot for over 10 years. Has helped a HubSpot partner grow from Silver to the first Elite in the Benelux as Inbound Marketing teamlead during a 5-year tenure, during which he was also a HubSpot certified trainer. Done 100+ HubSpot projects for B2B SaaS, IT, and professional services. Loves crypto, poker, and anything strategical.


Resources and Links


]]>d43c6cc1-744b-4606-a621-769404a5f95dTue, 10 Sep 2024 04:30:00 +100028:51falsefull561561560 - The Ultimate Sales Playbook for Tech Consultants560 - The Ultimate Sales Playbook for Tech ConsultantsAre you a tech consultant staring at an empty sales pipeline, worried about paying your contractors and keeping your business afloat? You’re not alone. Many tech consultants who once thrived on referrals face a tough reality as the market shifts. The good news? You don’t need to overhaul your entire business or become a content marketing expert overnight. What you need is a well-crafted, tech consultant-specific sales playbook to help you maximize every sales opportunity. In this solo episode, I’ll guide you through how a sales playbook can transform your business, secure your contractors, and keep you thriving in a competitive market.

Resources and Links


]]>Are you a tech consultant staring at an empty sales pipeline, worried about paying your contractors and keeping your business afloat? You’re not alone. Many tech consultants who once thrived on referrals face a tough reality as the market shifts. The good news? You don’t need to overhaul your entire business or become a content marketing expert overnight. What you need is a well-crafted, tech consultant-specific sales playbook to help you maximize every sales opportunity. In this solo episode, I’ll guide you through how a sales playbook can transform your business, secure your contractors, and keep you thriving in a competitive market.

Resources and Links


]]>13781e7c-6269-48de-b45d-3c5b1a910dcdFri, 06 Sep 2024 04:30:00 +100008:23falsefull560560559 - Three Cold Email Myths Busted​​ with Damien Elsing559 - Three Cold Email Myths Busted​​ with Damien ElsingWhy you should listen

  1. Learn the truth behind common misconceptions about cold email and how to overcome them.
  2. Discover actionable strategies to increase your cold email open rates and responses.
  3. Gain insights from an industry expert with years of experience in cold email marketing.

Are you struggling with cold emails that just don't get responses? In this episode, I sit down with Damien Elsing from CLCK Digital to bust three common myths about cold emailing that are holding you back. Damien shares his expertise on what really works in cold email campaigns, how to make your outreach more effective, and how to avoid the traps that lead to low engagement. Whether you're a seasoned marketer or just starting, this episode will give you actionable insights to improve your cold email game.


About Damien Elsing

Damien has been a HubSpot Partner for almost ten years, and runs an Australian-based sales and marketing consulting agency. Damien's first business was selling Joomla websites door-to-door to cafes and restaurants. He quickly became interested in other (less strenuous) areas of marketing and sales, in particular, copywriting and messaging. After pivoting to a freelance copywriting business, Damien eventually grew to offer agency services, including HubSpot implementation management and content marketing. In the last couple of years, Damien has also offered B2B lead generation services using the cold email skills he developed to promote his business.


Resources and Links


]]>Why you should listen

  1. Learn the truth behind common misconceptions about cold email and how to overcome them.
  2. Discover actionable strategies to increase your cold email open rates and responses.
  3. Gain insights from an industry expert with years of experience in cold email marketing.

Are you struggling with cold emails that just don't get responses? In this episode, I sit down with Damien Elsing from CLCK Digital to bust three common myths about cold emailing that are holding you back. Damien shares his expertise on what really works in cold email campaigns, how to make your outreach more effective, and how to avoid the traps that lead to low engagement. Whether you're a seasoned marketer or just starting, this episode will give you actionable insights to improve your cold email game.


About Damien Elsing

Damien has been a HubSpot Partner for almost ten years, and runs an Australian-based sales and marketing consulting agency. Damien's first business was selling Joomla websites door-to-door to cafes and restaurants. He quickly became interested in other (less strenuous) areas of marketing and sales, in particular, copywriting and messaging. After pivoting to a freelance copywriting business, Damien eventually grew to offer agency services, including HubSpot implementation management and content marketing. In the last couple of years, Damien has also offered B2B lead generation services using the cold email skills he developed to promote his business.


Resources and Links


]]>1efd024d-d2bb-424a-b4cd-cc5cf0814d76Tue, 03 Sep 2024 04:30:00 +100032:20falsefull559559558 - Breaking Through the Partner Pack to Stand Out with David Priemer558 - Breaking Through the Partner Pack to Stand Out with David PriemerWhy you should listen

  1. Learn proven techniques to differentiate your business in a saturated market and attract the right clients.
  2. Discover how David's scientific approach to sales can help you refine your messaging and connect with clients on a deeper level.
  3. Gain insights into the challenges partners face today and how to overcome them with effective sales strategies.

Are you struggling to stand out as a partner in a crowded marketplace? Feeling like your solutions are just blending in with the rest? In this episode, I sit down with David Priemer from Cerebral Selling to discuss how you can break through the noise and differentiate yourself as a partner. David shares insights from his unique journey from science to sales and reveals strategies to leverage your strengths and elevate your business above the competition. Whether you're a Salesforce partner or part of another platform ecosystem, this episode is packed with actionable advice to help you rise above the rest.

About David Priemer

Like most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.


Today, as the Founder of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. 


Often referred to as the "Sales Professor", David is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.


Resources and Links


]]>Why you should listen

  1. Learn proven techniques to differentiate your business in a saturated market and attract the right clients.
  2. Discover how David's scientific approach to sales can help you refine your messaging and connect with clients on a deeper level.
  3. Gain insights into the challenges partners face today and how to overcome them with effective sales strategies.

Are you struggling to stand out as a partner in a crowded marketplace? Feeling like your solutions are just blending in with the rest? In this episode, I sit down with David Priemer from Cerebral Selling to discuss how you can break through the noise and differentiate yourself as a partner. David shares insights from his unique journey from science to sales and reveals strategies to leverage your strengths and elevate your business above the competition. Whether you're a Salesforce partner or part of another platform ecosystem, this episode is packed with actionable advice to help you rise above the rest.

About David Priemer

Like most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.


Today, as the Founder of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. 


Often referred to as the "Sales Professor", David is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.


Resources and Links


]]>a8d6beb8-4fbe-45ef-9415-18f6e1a11f72Tue, 27 Aug 2024 04:30:00 +100036:28falsefull558558557 - Unlocking Your Potential with the Tech Collective557 - Unlocking Your Potential with the Tech CollectiveFeeling isolated, overwhelmed, and unsure of how to scale your tech consulting business? In this episode, I tackle these common challenges head-on by introducing the Tech Collective. I share how joining a community of peers can provide fast answers, proven shortcuts, and exclusive experiences to help you overcome obstacles and accelerate your growth. Tune in to discover how you can unlock your potential by leveraging the power of community.

Resources and Links


]]>Feeling isolated, overwhelmed, and unsure of how to scale your tech consulting business? In this episode, I tackle these common challenges head-on by introducing the Tech Collective. I share how joining a community of peers can provide fast answers, proven shortcuts, and exclusive experiences to help you overcome obstacles and accelerate your growth. Tune in to discover how you can unlock your potential by leveraging the power of community.

Resources and Links


]]>e073f0e6-090f-41c7-b3fc-b6aa3aa6d3efFri, 23 Aug 2024 04:30:00 +100009:45falsefull557557556 - Discover the Power of Slack: More Than Just a Messaging Tool with Laurence Fitch556 - Discover the Power of Slack: More Than Just a Messaging Tool with Laurence FitchWhy you should listen

  1. Learn how Slack can go beyond messaging and become a central collaboration hub for your business.
  2. Learn practical examples of how companies use Slack to streamline operations and improve efficiency.
  3. Get tips and strategies from a Slack veteran on leveraging the platform for maximum business impact.

Do you still see Slack as just a messaging tool? In this episode, I sit down with Laurence Fitch from Bryd.io to uncover how Slack can be so much more. We dive into how businesses can transform operations by fully utilizing Slack’s capabilities, from seamless integrations to workflow automation. Lawrence shares his unique insights from his experience at Salesforce and Slack, helping you understand how to turn Slack into a powerful collaboration hub for your organization and clients.

About Laurence Fitch

With over 10 years of experience in sales and consulting, Laurence is a co-founder of Bryd, a Slack consultancy focused on optimizing workplace experiences and dedicated to helping organizations harness the power of Slack. 

Leveraging his background as a former employee of Slack and Salesforce, he deeply understands how to effectively utilize Slack within an organization to create a connected collaboration hub that centralizes notifications and streamlines processes. 

His mission is to empower employees and customers to be productive and satisfied, regardless of location.


Resources and Links


]]>Why you should listen

  1. Learn how Slack can go beyond messaging and become a central collaboration hub for your business.
  2. Learn practical examples of how companies use Slack to streamline operations and improve efficiency.
  3. Get tips and strategies from a Slack veteran on leveraging the platform for maximum business impact.

Do you still see Slack as just a messaging tool? In this episode, I sit down with Laurence Fitch from Bryd.io to uncover how Slack can be so much more. We dive into how businesses can transform operations by fully utilizing Slack’s capabilities, from seamless integrations to workflow automation. Lawrence shares his unique insights from his experience at Salesforce and Slack, helping you understand how to turn Slack into a powerful collaboration hub for your organization and clients.

About Laurence Fitch

With over 10 years of experience in sales and consulting, Laurence is a co-founder of Bryd, a Slack consultancy focused on optimizing workplace experiences and dedicated to helping organizations harness the power of Slack. 

Leveraging his background as a former employee of Slack and Salesforce, he deeply understands how to effectively utilize Slack within an organization to create a connected collaboration hub that centralizes notifications and streamlines processes. 

His mission is to empower employees and customers to be productive and satisfied, regardless of location.


Resources and Links


]]>dd013931-ff75-4189-9959-7131fe2fa8f9Tue, 20 Aug 2024 04:30:00 +100035:22falsefull556556555 - Leveraging Industry Experience and ERP Solutions to Amplify Business Growth with Jamie L. Smith555 - Leveraging Industry Experience and ERP Solutions to Amplify Business Growth with Jamie L. SmithWhy you should listen

  1. Learn Jamie's approach to selecting and integrating new ERP systems for growing businesses.
  2. Hear about Jamie's personal journey and the challenges she overcame in expanding her SaaS partnerships.
  3. Get actionable tips on managing client experiences and financial strategies in a dynamic business environment.

Feeling overwhelmed as a tech consultant with one SaaS partner and considering adding another? In this episode, I speak with Jamie Smith, co-founder of Amplified Advisors, about the challenges and opportunities of expanding your ERP solutions. Jamie shares her journey from managing a single SaaS partner to incorporating a second and how it has impacted her business strategy. Tune in to learn about the key factors in choosing the right ERP systems and Jamie's lessons in her multifaceted role.

About Jamie L. Smith

Jamie is a Co-Founder of Amplify Advisors, which focuses on financial strategy for growing business. As the Chief Experience Officer, she leads the Client Experience and reinforces the values and purpose of Amplify. She runs communications, marketing, brand, Employee Experience, the CFO team, Finance Leader services, Recruiting services and all areas of experience.

Jamie always knew she wanted it all: a husband, kids, and an important job. Her biggest lesson to date was learning that you can have it all, but you can’t do it all yourself. So, she’s surrounded herself with an epic team, family, and friends to keep the dream alive. 


Resources and Links


]]>Why you should listen

  1. Learn Jamie's approach to selecting and integrating new ERP systems for growing businesses.
  2. Hear about Jamie's personal journey and the challenges she overcame in expanding her SaaS partnerships.
  3. Get actionable tips on managing client experiences and financial strategies in a dynamic business environment.

Feeling overwhelmed as a tech consultant with one SaaS partner and considering adding another? In this episode, I speak with Jamie Smith, co-founder of Amplified Advisors, about the challenges and opportunities of expanding your ERP solutions. Jamie shares her journey from managing a single SaaS partner to incorporating a second and how it has impacted her business strategy. Tune in to learn about the key factors in choosing the right ERP systems and Jamie's lessons in her multifaceted role.

About Jamie L. Smith

Jamie is a Co-Founder of Amplify Advisors, which focuses on financial strategy for growing business. As the Chief Experience Officer, she leads the Client Experience and reinforces the values and purpose of Amplify. She runs communications, marketing, brand, Employee Experience, the CFO team, Finance Leader services, Recruiting services and all areas of experience.

Jamie always knew she wanted it all: a husband, kids, and an important job. Her biggest lesson to date was learning that you can have it all, but you can’t do it all yourself. So, she’s surrounded herself with an epic team, family, and friends to keep the dream alive. 


Resources and Links


]]>19963359-dd49-4194-b17f-c1fb61129712Tue, 13 Aug 2024 04:30:00 +100040:37falsefull555555554 - Shift Your Tech Consulting Business Into High Gear554 - Shift Your Tech Consulting Business Into High GearAre you a tech consultant feeling stuck and overloaded with no clear path to sustainable growth? In this solo episode, I share what I learned from 18 years of successfully scaling and exiting my business and now mentoring other tech consultants to do the same. I introduce a new free lead magnet, the Tech Consultant’s Roadmap, a practical guide to boosting cash flow and achieving real profits and freedom. Discover the proven strategies to transform your business.

Resources and Links


]]>Are you a tech consultant feeling stuck and overloaded with no clear path to sustainable growth? In this solo episode, I share what I learned from 18 years of successfully scaling and exiting my business and now mentoring other tech consultants to do the same. I introduce a new free lead magnet, the Tech Consultant’s Roadmap, a practical guide to boosting cash flow and achieving real profits and freedom. Discover the proven strategies to transform your business.

Resources and Links


]]>495f7004-e9de-4981-bb59-712cb4f211e1Fri, 09 Aug 2024 04:30:00 +100004:40falsefull554554553 - How White Label Automation Can Revolutionize Your Tech Consulting Business with Tiberiu Socaci553 - How White Label Automation Can Revolutionize Your Tech Consulting Business with Tiberiu SocaciWhy you should listen

  1. Learn how Tibi leverages no-code solutions to help businesses streamline their processes and integrate various SaaS platforms.
  2. Discover how MakeItFuture has helped companies overcome automation challenges and significantly improve their operations.
  3. Gain actionable tips on implementing automation in your business and understand the benefits of outsourcing automation services.

Struggling with the lack of capability or capacity to seize new business opportunities? In this episode, I chat with Tiberiu from MakeItFuture.com about the power of white-label automation services. Tiberiu, an expert in no-code automation, shares his journey from running a coffee business to founding an automation agency. We dive into how MakeItFuture helps companies integrate various SaaS platforms and automate processes to save time and resources. Tune in to learn how automation can transform your business and hear inspiring success stories from Tibi's experiences.

About Tiberiu Socaci

Tiberiu is a NoCode enthusiast with a Bachelor's degree in mechanical engineering and an MBA from Hull University in the UK. After spending 10 years in the corporate world working in sales and business development, he started a NoCode agency focused on business digital transformation using make.com automations, Airtable, and other NoCode solutions.


Resources and Links


]]>Why you should listen

  1. Learn how Tibi leverages no-code solutions to help businesses streamline their processes and integrate various SaaS platforms.
  2. Discover how MakeItFuture has helped companies overcome automation challenges and significantly improve their operations.
  3. Gain actionable tips on implementing automation in your business and understand the benefits of outsourcing automation services.

Struggling with the lack of capability or capacity to seize new business opportunities? In this episode, I chat with Tiberiu from MakeItFuture.com about the power of white-label automation services. Tiberiu, an expert in no-code automation, shares his journey from running a coffee business to founding an automation agency. We dive into how MakeItFuture helps companies integrate various SaaS platforms and automate processes to save time and resources. Tune in to learn how automation can transform your business and hear inspiring success stories from Tibi's experiences.

About Tiberiu Socaci

Tiberiu is a NoCode enthusiast with a Bachelor's degree in mechanical engineering and an MBA from Hull University in the UK. After spending 10 years in the corporate world working in sales and business development, he started a NoCode agency focused on business digital transformation using make.com automations, Airtable, and other NoCode solutions.


Resources and Links


]]>19f77b1a-3851-4504-9d32-cd009c945afeTue, 06 Aug 2024 04:30:00 +100038:32falsefull553553552 - How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine Gray552 - How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine GrayWhy you should listen

  1. Learn how Geraldine manages her business while working only two days a week, focusing on efficiency and delegation.
  2. Gain insights from a Salesforce Hall of Famer on effective Salesforce implementation and client management.
  3. Discover the benefits of fractional leadership roles and how they can contribute to business success.


Balancing a tech consulting business and a personal life can be overwhelming, but Geraldine Gray shares how she successfully manages her thriving Salesforce Acceleration company while working only two days a week. With a supportive team of 40 people, Geraldine reveals the strategies that enable her to maintain such a balance. As a 13-time Salesforce MVP and member of the Salesforce Hall of Fame, Geraldine's insights are invaluable for anyone looking to scale their business efficiently.


About Geraldine Gray

Geraldine Gray is the founder and CEO of Endiem, a long-established and well-trusted scale and profit Salesforce partner. She is a 13x Salesforce MVP (Most Valuable Player) and is now a Salesforce Hall of Fame member.

She founded the Salesforce Girly Geeks in 2010 before she knew it was  “cool to be a woman in tech” because she wanted some people to hang out with at Dreamforce. The group grew from 25 women at the first happy hour in a bar in San Francisco to 80 women at the second meet-up in 2011, 400+ women the following year, and so on. After five years and while pregnant with twins, she handed the program to Salesforce, which became Salesforce Women in Tech, with thousands of members and over 100 local groups.

In 2023, Geraldine battled breast cancer. The team did brilliantly without her, and she is back in the office leading the team. Towards the end of the year, she led Endiem as a partner to participate in the Salesforce Impact Accelerate Program, a game-changing 12-week program designed to help partners from small businesses and underrepresented groups thrive in the Salesforce ecosystem. 

She is originally a Brit but has lived in Houston, Texas, for over twenty years. This is not her first rodeo. 


Resources and Links


]]>Why you should listen

  1. Learn how Geraldine manages her business while working only two days a week, focusing on efficiency and delegation.
  2. Gain insights from a Salesforce Hall of Famer on effective Salesforce implementation and client management.
  3. Discover the benefits of fractional leadership roles and how they can contribute to business success.


Balancing a tech consulting business and a personal life can be overwhelming, but Geraldine Gray shares how she successfully manages her thriving Salesforce Acceleration company while working only two days a week. With a supportive team of 40 people, Geraldine reveals the strategies that enable her to maintain such a balance. As a 13-time Salesforce MVP and member of the Salesforce Hall of Fame, Geraldine's insights are invaluable for anyone looking to scale their business efficiently.


About Geraldine Gray

Geraldine Gray is the founder and CEO of Endiem, a long-established and well-trusted scale and profit Salesforce partner. She is a 13x Salesforce MVP (Most Valuable Player) and is now a Salesforce Hall of Fame member.

She founded the Salesforce Girly Geeks in 2010 before she knew it was  “cool to be a woman in tech” because she wanted some people to hang out with at Dreamforce. The group grew from 25 women at the first happy hour in a bar in San Francisco to 80 women at the second meet-up in 2011, 400+ women the following year, and so on. After five years and while pregnant with twins, she handed the program to Salesforce, which became Salesforce Women in Tech, with thousands of members and over 100 local groups.

In 2023, Geraldine battled breast cancer. The team did brilliantly without her, and she is back in the office leading the team. Towards the end of the year, she led Endiem as a partner to participate in the Salesforce Impact Accelerate Program, a game-changing 12-week program designed to help partners from small businesses and underrepresented groups thrive in the Salesforce ecosystem. 

She is originally a Brit but has lived in Houston, Texas, for over twenty years. This is not her first rodeo. 


Resources and Links


]]>b8df3103-5a84-4c29-8143-cc6b7ecfe481Tue, 30 Jul 2024 04:30:00 +100034:10falsefull552552551 - Optimizing Your Marketing Strategy A Framework for Tech Consultants551 - Optimizing Your Marketing Strategy A Framework for Tech ConsultantsIn this solo episode, I share a comprehensive marketing plan tailored to tech consultants implementing SaaS platforms like Salesforce, NetSuite, and HubSpot. I break down the plan into six key segments—Brand and Positioning, Website Optimization, Content Strategy, LinkedIn Presence, YouTube and Email Marketing, and Future Strategies—over a 12-month period. Whether you're starting from scratch or refining your current efforts, I provide actionable insights and resources to enhance your marketing effectiveness and drive business growth. Tune in for practical advice and a structured approach to simplify your marketing journey.

Resources and Links


]]>In this solo episode, I share a comprehensive marketing plan tailored to tech consultants implementing SaaS platforms like Salesforce, NetSuite, and HubSpot. I break down the plan into six key segments—Brand and Positioning, Website Optimization, Content Strategy, LinkedIn Presence, YouTube and Email Marketing, and Future Strategies—over a 12-month period. Whether you're starting from scratch or refining your current efforts, I provide actionable insights and resources to enhance your marketing effectiveness and drive business growth. Tune in for practical advice and a structured approach to simplify your marketing journey.

Resources and Links


]]>3cc76bc7-9fd7-4c6d-a29c-7093e575e646Fri, 26 Jul 2024 04:30:00 +100012:40falsefull551551550 - Demystifying Outsourced SDRs: Key Insights for Success with Filip Popov550 - Demystifying Outsourced SDRs: Key Insights for Success with Filip PopovWhy you should listen

  1. Learn from Filip Popov's journey from an SDR to VP of Partnerships, with practical advice on managing sales prospecting.
  2. Discover effective methods to automate and streamline your top-of-funnel activities.
  3. Hear success stories and specific scenarios where outsourced SDRs made a significant impact.

Feeling overwhelmed with the front end of your sales funnel? In this episode, I talk to Filip Popov from Growth Era about how outsourced SDRs can bridge the gap when your team cannot manage initial sales prospecting. Filip shares insights from his extensive sales experience, offering solutions for businesses looking to boost their lead-generation efforts effectively.

About Filip Popov

Filip Popov is currently the VP of Partnerships at Growth Era. Professional background entirely in sales, starting from an SDR to then Customer Success and Account Executive. Was the key figure in a lot of experimentation while scaling our company around the prospecting approach, company structure, and management, and crystalizing the ICP. Loves psychology and being social, hence the passion for sales. Loves learning and keeping an open mind about new developments and best practices in the sales dev space.


Resources and Links


]]>Why you should listen

  1. Learn from Filip Popov's journey from an SDR to VP of Partnerships, with practical advice on managing sales prospecting.
  2. Discover effective methods to automate and streamline your top-of-funnel activities.
  3. Hear success stories and specific scenarios where outsourced SDRs made a significant impact.

Feeling overwhelmed with the front end of your sales funnel? In this episode, I talk to Filip Popov from Growth Era about how outsourced SDRs can bridge the gap when your team cannot manage initial sales prospecting. Filip shares insights from his extensive sales experience, offering solutions for businesses looking to boost their lead-generation efforts effectively.

About Filip Popov

Filip Popov is currently the VP of Partnerships at Growth Era. Professional background entirely in sales, starting from an SDR to then Customer Success and Account Executive. Was the key figure in a lot of experimentation while scaling our company around the prospecting approach, company structure, and management, and crystalizing the ICP. Loves psychology and being social, hence the passion for sales. Loves learning and keeping an open mind about new developments and best practices in the sales dev space.


Resources and Links


]]>6ad608a3-cab0-4b51-a862-879c9bdbd52bTue, 23 Jul 2024 04:30:00 +100036:32falsefull550550549 - Expert Outreach Strategies to Drive Top of Funnel Success with Tom Simpson549 - Expert Outreach Strategies to Drive Top of Funnel Success with Tom SimpsonWhy you should listen

  1. Discover strategies to rejuvenate your lead generation efforts and fill the top of your funnel.
  2. Gain insights into maintaining accurate data and effective prospecting methods.
  3. Understand the benefits of staff augmentation to streamline your business operations.

Are your referral sources drying up, leaving you struggling to generate new leads? In this episode, I sit down with Tom Simpson, founder and CEO of We Are Team Rocket, to discuss how to revitalize your lead generation strategy through targeted, multi-channel outreach. We explore tech consultants' common challenges, from managing numerous tasks to finding reliable lead sources, and Tom shares innovative techniques to overcome these hurdles. Learn how to ensure accurate prospect lists, protect your LinkedIn profile, and leverage staff augmentation to boost your productivity.


About Tom Simpson

Tom Simpson is the founder & CEO of We Are Team Rocket, a B2B growth marketing agency based in the UK and Sri Lanka - they support businesses to achieve predictable revenue by providing omnichannel outreach services to automate top-of-funnel lead generation via Cold Outreach & Intent Empowered Outreach (ABM). 

With 20+ years of experience in omnichannel B2B outreach, growth hacking, and top-of-funnel and pipeline automation, Tom knows what it takes to bring innovative growth strategies to life.


Resources and Links


]]>Why you should listen

  1. Discover strategies to rejuvenate your lead generation efforts and fill the top of your funnel.
  2. Gain insights into maintaining accurate data and effective prospecting methods.
  3. Understand the benefits of staff augmentation to streamline your business operations.

Are your referral sources drying up, leaving you struggling to generate new leads? In this episode, I sit down with Tom Simpson, founder and CEO of We Are Team Rocket, to discuss how to revitalize your lead generation strategy through targeted, multi-channel outreach. We explore tech consultants' common challenges, from managing numerous tasks to finding reliable lead sources, and Tom shares innovative techniques to overcome these hurdles. Learn how to ensure accurate prospect lists, protect your LinkedIn profile, and leverage staff augmentation to boost your productivity.


About Tom Simpson

Tom Simpson is the founder & CEO of We Are Team Rocket, a B2B growth marketing agency based in the UK and Sri Lanka - they support businesses to achieve predictable revenue by providing omnichannel outreach services to automate top-of-funnel lead generation via Cold Outreach & Intent Empowered Outreach (ABM). 

With 20+ years of experience in omnichannel B2B outreach, growth hacking, and top-of-funnel and pipeline automation, Tom knows what it takes to bring innovative growth strategies to life.


Resources and Links


]]>874d0f5d-02ec-4054-9bd0-8f5d0f9d9556Tue, 16 Jul 2024 04:30:00 +100036:19falsefull549549548 - Who Are Your Champions?548 - Who Are Your Champions?In this solo episode, I address many business owners' challenges, especially when struggling to manage finances and maintain cash flow. Drawing from my experiences, I share the importance of leveraging mentors and champions to navigate through tough economic cycles. I'll take you through my journey from my early days at Coca-Cola to running my businesses and how the guidance of various mentors helped me overcome obstacles and achieve success. 

Resources and Links


]]>In this solo episode, I address many business owners' challenges, especially when struggling to manage finances and maintain cash flow. Drawing from my experiences, I share the importance of leveraging mentors and champions to navigate through tough economic cycles. I'll take you through my journey from my early days at Coca-Cola to running my businesses and how the guidance of various mentors helped me overcome obstacles and achieve success. 

Resources and Links


]]>2865d0a3-a4e5-4d38-b4e7-23541f3a44deFri, 12 Jul 2024 04:30:00 +100009:57falsefull548548547 - Achieving No. 1 Google Analytics Partner Status After a Layoff with Feras Alhlou547 - Achieving No. 1 Google Analytics Partner Status After a Layoff with Feras AlhlouWhy you should listen

  1. Learn how Feras turned a layoff into an opportunity, growing multiple successful businesses.
  2. Gain practical advice on sales, marketing, and scaling your business from someone who's done it all.
  3. Discover the importance of strategic partnerships and certifications in building credibility and driving growth.

Navigating the complexities of payroll and other business operations can be overwhelming, especially when it leads to short-changing yourself. In this episode, I chat with Feras Alhlou from StartUpwithFeras.com about his incredible journey from being laid off in 2003 to becoming the world's number one Google Analytics partner. Feras also shares his insights on sales, marketing, and scaling a business and his commitment to mentoring over 150 founders. Whether you're just starting or looking to grow your business, this episode is packed with valuable advice and practical tips.

About Feras Alhlou 

Feras has founded, grown, and sold businesses in Silicon Valley and abroad, scaling them from zero revenue to 7 and 8 figures.  In 2019, Feras sold e-Nor, a digital marketing consulting company, to dentsu (a top-5 global media company). Feras has served as an advisor to 150+ founders. In his current venture, Start-Up With Feras, he's on a mission to help entrepreneurs in the consulting and services space start and grow their businesses smarter and stronger. 

Resources and Links


]]>Why you should listen

  1. Learn how Feras turned a layoff into an opportunity, growing multiple successful businesses.
  2. Gain practical advice on sales, marketing, and scaling your business from someone who's done it all.
  3. Discover the importance of strategic partnerships and certifications in building credibility and driving growth.

Navigating the complexities of payroll and other business operations can be overwhelming, especially when it leads to short-changing yourself. In this episode, I chat with Feras Alhlou from StartUpwithFeras.com about his incredible journey from being laid off in 2003 to becoming the world's number one Google Analytics partner. Feras also shares his insights on sales, marketing, and scaling a business and his commitment to mentoring over 150 founders. Whether you're just starting or looking to grow your business, this episode is packed with valuable advice and practical tips.

About Feras Alhlou 

Feras has founded, grown, and sold businesses in Silicon Valley and abroad, scaling them from zero revenue to 7 and 8 figures.  In 2019, Feras sold e-Nor, a digital marketing consulting company, to dentsu (a top-5 global media company). Feras has served as an advisor to 150+ founders. In his current venture, Start-Up With Feras, he's on a mission to help entrepreneurs in the consulting and services space start and grow their businesses smarter and stronger. 

Resources and Links


]]>541d1f3c-9e0d-49f0-959b-91598c121553Tue, 09 Jul 2024 04:30:00 +100042:16falsefull547547546 - When to Hire Your First Salesperson with Rory Galvin546 - When to Hire Your First Salesperson with Rory GalvinWhy you should listen

  1. Learn when and how to hire your first salesperson to scale your tech consulting business.
  2. Discover strategies for building a high-quality, effective team.
  3. Gain insights into maintaining a strong company culture and leveraging your network for growth.

You've grown your tech consulting business and are juggling too many responsibilities, one of which is sales. In this episode, I talk to Rory Galvin, founder and CEO of Navirum, about the crucial decision of when to hire your first salesperson and how to build a high-performing team. Rory shares his journey from the corporate world to founding Navirum, his insights on scaling through quality hires, and the importance of cultivating a strong company culture. Tune in to learn from Rory's extensive experience and practical advice.

About Rory Galvin

Rory is the founder and CEO of Navirum, a high-growth Salesforce consulting company serving Clients across the globe. Before setting up the business, Rory spent over five years in the financial services division of Salesforce, helping a broad range of traditional banks, insurance companies, and new innovative fintech companies to reach their business goals using Salesforce. Before joining Salesforce, Rory spent over 7 years working in consulting for Accenture and as an analyst with the investment bank Merrill Lynch. Rory holds a B.A. in ICT (Computer Science) and an MBA from Trinity College Dublin. Rory is a certified Salesforce Administrator, Sales Cloud, Service Cloud Consultant, and Salesforce Trailhead Ranger.

Resources and Links


]]>Why you should listen

  1. Learn when and how to hire your first salesperson to scale your tech consulting business.
  2. Discover strategies for building a high-quality, effective team.
  3. Gain insights into maintaining a strong company culture and leveraging your network for growth.

You've grown your tech consulting business and are juggling too many responsibilities, one of which is sales. In this episode, I talk to Rory Galvin, founder and CEO of Navirum, about the crucial decision of when to hire your first salesperson and how to build a high-performing team. Rory shares his journey from the corporate world to founding Navirum, his insights on scaling through quality hires, and the importance of cultivating a strong company culture. Tune in to learn from Rory's extensive experience and practical advice.

About Rory Galvin

Rory is the founder and CEO of Navirum, a high-growth Salesforce consulting company serving Clients across the globe. Before setting up the business, Rory spent over five years in the financial services division of Salesforce, helping a broad range of traditional banks, insurance companies, and new innovative fintech companies to reach their business goals using Salesforce. Before joining Salesforce, Rory spent over 7 years working in consulting for Accenture and as an analyst with the investment bank Merrill Lynch. Rory holds a B.A. in ICT (Computer Science) and an MBA from Trinity College Dublin. Rory is a certified Salesforce Administrator, Sales Cloud, Service Cloud Consultant, and Salesforce Trailhead Ranger.

Resources and Links


]]>d6f7a388-d80e-401d-8f26-71aa9a003513Tue, 02 Jul 2024 04:30:00 +100032:13falsefull546546545 - Using AI to Improve Sales Call Rapport545 - Using AI to Improve Sales Call RapportBuilding rapport is essential for a successful sales call, but it's often inefficient, wasting valuable time. In this solo episode, I share strategies for building rapport using AI tools. Learn how to use AI to quickly gather insightful information about your potential clients, enabling you to make a stronger personal connection right from the start. Discover how this approach can lead to more meaningful conversations and, ultimately, more closed deals.

Resources and Links


]]>Building rapport is essential for a successful sales call, but it's often inefficient, wasting valuable time. In this solo episode, I share strategies for building rapport using AI tools. Learn how to use AI to quickly gather insightful information about your potential clients, enabling you to make a stronger personal connection right from the start. Discover how this approach can lead to more meaningful conversations and, ultimately, more closed deals.

Resources and Links


]]>e6cf2598-44ef-43cc-bc66-1ad8909ffa5eFri, 28 Jun 2024 04:30:00 +100010:30falsefull545545544 - Building a Sales Process: Key Strategies for Tech Consultants with Jason Kramer544 - Building a Sales Process: Key Strategies for Tech Consultants with Jason KramerWhy you should listen

  1. Learn how to spot inefficiencies in your current sales funnel and address them effectively.
  2. Gain insights from Jason Kramer's extensive experience in B2B lead nurturing and sales process optimization.
  3. Discover practical tips for using technology to improve your sales team's performance and close more deals.

Many tech consultants struggle with marketing and lead generation due to gaps in their sales processes. In this episode, I talk to Jason Kramer, founder of Cultivize, about the importance of building an effective sales process. Jason shares his expertise in B2B lead nurturing and sales funnel optimization, offering actionable strategies to improve sales team performance and close more deals. Tune in to learn how to bridge the gap between marketing and sales, enhance lead nurturing, and leverage technology to drive business growth.

About Jason Kramer

Jason started his career in marketing as a graphic designer in NYC in 1999, working with agencies and brands like Virgin Airways and Johnnie Walker. His first company, a boutique agency, was founded in 2002, and he helped hundreds of small businesses get on the map with his branding and web development expertise. 2018 Cultivize was established to help B2B organizations leverage lead nurturing strategies and technology to convert leads into paying customers. Jason’s direct and agency consulting clients call him the Yoda of CRM strategy, especially when harnessing the power of SharpSpring.

Resources and Links


]]>Why you should listen

  1. Learn how to spot inefficiencies in your current sales funnel and address them effectively.
  2. Gain insights from Jason Kramer's extensive experience in B2B lead nurturing and sales process optimization.
  3. Discover practical tips for using technology to improve your sales team's performance and close more deals.

Many tech consultants struggle with marketing and lead generation due to gaps in their sales processes. In this episode, I talk to Jason Kramer, founder of Cultivize, about the importance of building an effective sales process. Jason shares his expertise in B2B lead nurturing and sales funnel optimization, offering actionable strategies to improve sales team performance and close more deals. Tune in to learn how to bridge the gap between marketing and sales, enhance lead nurturing, and leverage technology to drive business growth.

About Jason Kramer

Jason started his career in marketing as a graphic designer in NYC in 1999, working with agencies and brands like Virgin Airways and Johnnie Walker. His first company, a boutique agency, was founded in 2002, and he helped hundreds of small businesses get on the map with his branding and web development expertise. 2018 Cultivize was established to help B2B organizations leverage lead nurturing strategies and technology to convert leads into paying customers. Jason’s direct and agency consulting clients call him the Yoda of CRM strategy, especially when harnessing the power of SharpSpring.

Resources and Links


]]>c6cf5466-94d9-435c-853f-0062f29f827eTue, 25 Jun 2024 04:30:00 +100031:17falsefull544544543 - Why Process Mapping is Key to Salesforce Implementations with Jessie Mead543 - Why Process Mapping is Key to Salesforce Implementations with Jessie MeadWhy you should listen

  1. Learn why mapping out business processes is crucial before implementing technology solutions and how this can lead to more successful projects.
  2. Discover the importance of speaking the same language as your clients and building long-term, trust-based relationships.
  3. Get insights into integrating platforms like Rootstock with Salesforce to provide comprehensive solutions tailored to specific industries.

You're handed a potential client lead but quickly realize there's a significant missing step: the right process. In this episode, I sit down with Jessie Mead, co-founder of Cloud Journey Consulting Group. Jessie shares her extensive experience in the Salesforce ecosystem and her journey from the financial sector to becoming a top Salesforce consultant with over 17 certifications. We delve into the importance of getting business processes before implementing technology solutions and how a tool can make a significant difference. Don't miss this insightful conversation on optimizing your business processes for success.


About Jessie Mead

Jessie Mead has been at the forefront since the early years of the Salesforce platform.  Previously serving years as a Marketing Executive in the finance world, Jessie designed and implemented a groundbreaking M&A platform that led to her selection for M&A Advisors 40 under 40.  She chose Salesforce as a career, has 17 certifications, and has helped countless businesses succeed with Salesforce.  Jessie lives in Dallas.  She has a passion for photography and loves to travel at every opportunity.


Resources and Links



BONUS: Jessie offers complimentary Salesforce/Certinia architecture reviews if you’d like a health check of your current org! Take advantage of this offer by sending Jessie a LinkedIn message and letting her know you heard her podcast episode.

]]>Why you should listen

  1. Learn why mapping out business processes is crucial before implementing technology solutions and how this can lead to more successful projects.
  2. Discover the importance of speaking the same language as your clients and building long-term, trust-based relationships.
  3. Get insights into integrating platforms like Rootstock with Salesforce to provide comprehensive solutions tailored to specific industries.

You're handed a potential client lead but quickly realize there's a significant missing step: the right process. In this episode, I sit down with Jessie Mead, co-founder of Cloud Journey Consulting Group. Jessie shares her extensive experience in the Salesforce ecosystem and her journey from the financial sector to becoming a top Salesforce consultant with over 17 certifications. We delve into the importance of getting business processes before implementing technology solutions and how a tool can make a significant difference. Don't miss this insightful conversation on optimizing your business processes for success.


About Jessie Mead

Jessie Mead has been at the forefront since the early years of the Salesforce platform.  Previously serving years as a Marketing Executive in the finance world, Jessie designed and implemented a groundbreaking M&A platform that led to her selection for M&A Advisors 40 under 40.  She chose Salesforce as a career, has 17 certifications, and has helped countless businesses succeed with Salesforce.  Jessie lives in Dallas.  She has a passion for photography and loves to travel at every opportunity.


Resources and Links



BONUS: Jessie offers complimentary Salesforce/Certinia architecture reviews if you’d like a health check of your current org! Take advantage of this offer by sending Jessie a LinkedIn message and letting her know you heard her podcast episode.

]]>218da3c6-f38c-429e-a1d3-38a6dda55bbcTue, 18 Jun 2024 04:30:00 +100024:49falsefull543543542 - 7 Profit Drivers for Tech Consultants542 - 7 Profit Drivers for Tech ConsultantsYou're smart, ambitious, and passionate, but is that enough to generate profit and achieve your desired freedom? In this solo episode, I outline tech consultants' true challenges and introduce the 7 profit drivers. Discover how to differentiate yourself, generate consistent leads, and create a profitable, scalable business. 

Resources and Links


]]>You're smart, ambitious, and passionate, but is that enough to generate profit and achieve your desired freedom? In this solo episode, I outline tech consultants' true challenges and introduce the 7 profit drivers. Discover how to differentiate yourself, generate consistent leads, and create a profitable, scalable business. 

Resources and Links


]]>db590d52-5512-44bc-8007-4c0f04fbf76cFri, 14 Jun 2024 04:30:00 +100013:19falsefull542542541 - Integrating Salesforce and HubSpot: Expert Tips on Marketing Automation with Justin Crawford541 - Integrating Salesforce and HubSpot: Expert Tips on Marketing Automation with Justin CrawfordWhy you should listen

  1. Discover how to consolidate disjointed tech stacks to ensure clean, accurate data across sales and marketing.
  2. Learn about the role of automation in enhancing personalization and operational efficiency.
  3. Get practical examples of bridging gaps between platforms like Salesforce and HubSpot to enhance your RevOps strategy.

Struggling with disjointed systems and data misalignment between your sales and marketing teams? In this episode, Justin Crawford, CEO of The Automation Company, shares invaluable insights on integrating your marketing and sales systems to create a seamless flow of data across your organization. Don't miss these practical insights to improve your team's efficiency and drive business success.

About Justin Crawford

Justin Crawford, CEO and Founder of The Automation Company, is a recognized leader in marketing automation and RevOps. He consults with over a dozen Fortune 1000 companies to optimize their digital marketing strategies. His journey in the industry is marked by innovative solutions and transformative approaches, aiding companies stapling in households across the nation.

A Pepperdine University alum, Justin’s passion for marketing and sales was ignited by mentorships with industry veterans. This led to a career that quickly transitioned from a promising start at Transplace to entrepreneurial success. His first venture, Social Xccess, became one of Dallas's largest web design agencies, setting the stage for his next enterprise, The Automation Company.

Outside of his professional life, Justin is a devoted family man, a fitness enthusiast, and an advocate for community empowerment. He holds significant roles in non-profit organizations, including co-founding 'D.R.E.A.M.,' dedicated to educational opportunities for underprivileged youth, and contributing to the Council for Inclusion in Financial Services as a board member.

As an industry expert, Justin blends his vast experience with a personal commitment to continuous learning and community service, making him a valuable asset in any discussion on marketing automation and business innovation.

Resources and Links


]]>Why you should listen

  1. Discover how to consolidate disjointed tech stacks to ensure clean, accurate data across sales and marketing.
  2. Learn about the role of automation in enhancing personalization and operational efficiency.
  3. Get practical examples of bridging gaps between platforms like Salesforce and HubSpot to enhance your RevOps strategy.

Struggling with disjointed systems and data misalignment between your sales and marketing teams? In this episode, Justin Crawford, CEO of The Automation Company, shares invaluable insights on integrating your marketing and sales systems to create a seamless flow of data across your organization. Don't miss these practical insights to improve your team's efficiency and drive business success.

About Justin Crawford

Justin Crawford, CEO and Founder of The Automation Company, is a recognized leader in marketing automation and RevOps. He consults with over a dozen Fortune 1000 companies to optimize their digital marketing strategies. His journey in the industry is marked by innovative solutions and transformative approaches, aiding companies stapling in households across the nation.

A Pepperdine University alum, Justin’s passion for marketing and sales was ignited by mentorships with industry veterans. This led to a career that quickly transitioned from a promising start at Transplace to entrepreneurial success. His first venture, Social Xccess, became one of Dallas's largest web design agencies, setting the stage for his next enterprise, The Automation Company.

Outside of his professional life, Justin is a devoted family man, a fitness enthusiast, and an advocate for community empowerment. He holds significant roles in non-profit organizations, including co-founding 'D.R.E.A.M.,' dedicated to educational opportunities for underprivileged youth, and contributing to the Council for Inclusion in Financial Services as a board member.

As an industry expert, Justin blends his vast experience with a personal commitment to continuous learning and community service, making him a valuable asset in any discussion on marketing automation and business innovation.

Resources and Links


]]>ce85d7ff-ddbf-4617-aae0-2077d22bd81cTue, 11 Jun 2024 04:30:00 +100023:16falsefull541541540 - Become a Super Salesforce Consultant with Heather Black540 - Become a Super Salesforce Consultant with Heather BlackWhy you should listen

  1. Learn how to develop a robust methodology that ensures successful project delivery.
  2. Discover how Supermums is transforming the tech industry by empowering women.
  3. Gain practical tips and strategies for enhancing your Salesforce consulting practice.

Are you losing clients to competitors with better methodologies? You're not alone. In this episode, Heather Black from Supermums shares her expertise on improving your Salesforce consulting skills to win more work. Heather, an award-winning advocate for women in tech and founder of Supermums, has overseen 700+ Salesforce projects and built a global social enterprise.

About Heather Black

Heather is an award-winning advocate for women, an international best-selling author, and a speaker /trainer who inspires women to achieve their potential in tech. In 2010, she became an accidental Salesforce admin for her non-profit. She loved it so much that she decided to upskill as a Salesforce Consultant in 2012, helping other non-profits implement CRMs. She realized her career path could work for other mothers, so she launched Supermums in 2016 to bring more women into the sector. 

Supermums is now a global social enterprise that trains, and places experienced and emerging tech talent into employers who champion diversity and inclusiveness. She has overseen over 700 Salesforce projects as a consultant and now enjoys upskilling talent in Salesforce consultancy and coaching skills. 

Resources and Links


]]>Why you should listen

  1. Learn how to develop a robust methodology that ensures successful project delivery.
  2. Discover how Supermums is transforming the tech industry by empowering women.
  3. Gain practical tips and strategies for enhancing your Salesforce consulting practice.

Are you losing clients to competitors with better methodologies? You're not alone. In this episode, Heather Black from Supermums shares her expertise on improving your Salesforce consulting skills to win more work. Heather, an award-winning advocate for women in tech and founder of Supermums, has overseen 700+ Salesforce projects and built a global social enterprise.

About Heather Black

Heather is an award-winning advocate for women, an international best-selling author, and a speaker /trainer who inspires women to achieve their potential in tech. In 2010, she became an accidental Salesforce admin for her non-profit. She loved it so much that she decided to upskill as a Salesforce Consultant in 2012, helping other non-profits implement CRMs. She realized her career path could work for other mothers, so she launched Supermums in 2016 to bring more women into the sector. 

Supermums is now a global social enterprise that trains, and places experienced and emerging tech talent into employers who champion diversity and inclusiveness. She has overseen over 700 Salesforce projects as a consultant and now enjoys upskilling talent in Salesforce consultancy and coaching skills. 

Resources and Links


]]>f8d77891-17ec-4059-b9cc-2a1016760a31Tue, 04 Jun 2024 04:30:00 +100033:03falsefull540540539 - 5 Essential Productivity Hacks539 - 5 Essential Productivity HacksAre you a tech consultant juggling multiple hats and never finding enough time to focus on what truly matters? You're not alone. In this solo episode, I share five game-changing productivity hacks designed to help you cut through the noise and focus on what drives your success. With my experience as a facilitator for Franklin Covey, my lifelong dedication to productivity, and my daily mentoring of tech consultants, I’ve seen what works and what doesn’t.

Resources and Links



]]>Are you a tech consultant juggling multiple hats and never finding enough time to focus on what truly matters? You're not alone. In this solo episode, I share five game-changing productivity hacks designed to help you cut through the noise and focus on what drives your success. With my experience as a facilitator for Franklin Covey, my lifelong dedication to productivity, and my daily mentoring of tech consultants, I’ve seen what works and what doesn’t.

Resources and Links



]]>328b02fe-ecec-49d5-b3f1-378f5b629fc5Fri, 31 May 2024 04:30:00 +100012:27falsefull539539538 - 50%+ Growth Fuelled by a Proactive Culture with Ross Latta538 - 50%+ Growth Fuelled by a Proactive Culture with Ross LattaWhy you should listen

  1. Learn how to scale your team efficiently and manage growth challenges in a competitive market.
  2. Discover how to maintain a positive and productive work culture, even as your team expands.
  3. Understand the importance of building and maintaining strong relationships with key partners like NetSuite to drive business success.

Are you struggling to grow your team while maintaining a positive work culture? Are you struggling to build and leverage relationships with key partners like NetSuite? If these challenges sound familiar, then this episode is for you. 

In this episode, I sit down with Ross Latta, CEO of MacroFin, about growing a small team into a larger one while proactively managing company culture. Ross shares his journey from a qualified chartered accountant to leading a multi-award-winning NetSuite Alliance partner. With his extensive experience in professional services, technology, and media industries, Ross has led numerous NetSuite implementations and built a successful internal billing and operation system at MacroFin. Tune in to hear Ross's insights on scaling businesses, managing relationships with NetSuite, and maintaining a positive work culture.

About Ross Latta

Ross is CEO at MacroFin, a multi-award-winning NetSuite Alliance Partner. Before starting MacroFin 2018 with his esteemed Business Partner, Ross qualified as a Chartered Accountant. He gained his MBA in Australia, working in multiple Senior Finance roles across Professional Services, Technology, and Media companies. 

 Ross has undertaken multiple system implementations on the client side and led large finance teams through organizational and process changes in Australia and the UK. Ross has led as Principal Consultant and Project Manager for 20 NetSuite implementations for complex, multi-layered organizations.

He has overseen 100+ NetSuite projects as Executive Sponsor and Technical Accountant support. Recently, at MacroFin, Ross has successfully built an internal billing and operations system, using his expertise in complex accounting processes, data migration, and business process design. He is continually working to expand his business with the support of his talented team. In his spare time, he enjoys golf, football (with Aussie rules!), skiing, and traveling.


Resources and Links


]]>Why you should listen

  1. Learn how to scale your team efficiently and manage growth challenges in a competitive market.
  2. Discover how to maintain a positive and productive work culture, even as your team expands.
  3. Understand the importance of building and maintaining strong relationships with key partners like NetSuite to drive business success.

Are you struggling to grow your team while maintaining a positive work culture? Are you struggling to build and leverage relationships with key partners like NetSuite? If these challenges sound familiar, then this episode is for you. 

In this episode, I sit down with Ross Latta, CEO of MacroFin, about growing a small team into a larger one while proactively managing company culture. Ross shares his journey from a qualified chartered accountant to leading a multi-award-winning NetSuite Alliance partner. With his extensive experience in professional services, technology, and media industries, Ross has led numerous NetSuite implementations and built a successful internal billing and operation system at MacroFin. Tune in to hear Ross's insights on scaling businesses, managing relationships with NetSuite, and maintaining a positive work culture.

About Ross Latta

Ross is CEO at MacroFin, a multi-award-winning NetSuite Alliance Partner. Before starting MacroFin 2018 with his esteemed Business Partner, Ross qualified as a Chartered Accountant. He gained his MBA in Australia, working in multiple Senior Finance roles across Professional Services, Technology, and Media companies. 

 Ross has undertaken multiple system implementations on the client side and led large finance teams through organizational and process changes in Australia and the UK. Ross has led as Principal Consultant and Project Manager for 20 NetSuite implementations for complex, multi-layered organizations.

He has overseen 100+ NetSuite projects as Executive Sponsor and Technical Accountant support. Recently, at MacroFin, Ross has successfully built an internal billing and operations system, using his expertise in complex accounting processes, data migration, and business process design. He is continually working to expand his business with the support of his talented team. In his spare time, he enjoys golf, football (with Aussie rules!), skiing, and traveling.


Resources and Links


]]>50804d0d-3a78-489b-b924-f03966bed991Tue, 28 May 2024 04:30:00 +100034:06falsefull538538537 - Topline Revenue Growth Through Alignment to Your Target Market with Philippe Bouissou537 - Topline Revenue Growth Through Alignment to Your Target Market with Philippe BouissouWhy you should listen

  1. Learn Proven Strategies for Growth. Philippe's methodologies are backed by decades of experience and have been applied successfully across various companies, including his significant role at Apple.
  2. Understand the four axes of alignment – pain vs. claim, perception vs. message, purchase vs. sale, and delight vs. offering – and how they can help you achieve faster growth.
  3. Philippe provides actionable steps and real-world examples to help you apply these principles to your business for immediate impact.

You're in the right place if you're struggling for top-line revenue growth. In this episode, I talk to Philippe Bouissou from Blue Dot Partners about generating top-line revenue growth. He shares his extensive experience, including his time at Apple, where he grew their e-commerce revenue from $350 million to $55 billion under Steve Jobs. He delves into the critical aspects of achieving top-line growth, emphasizing the importance of alignment with your target market. We discuss his book's four key axes of alignment and practical ways to apply these concepts to your business.

About Philippe Bouissou

Best-selling author of Aligning the Dots, acclaimed TEDx speaker, growth expert, venture capitalist, CEO, and entrepreneur Dr. Philippe Bouissou has worked in Silicon Valley for 34 years. He is currently the CEO of Blue Dots Partners, LLC, a Palo Alto-based management consulting firm dedicated to helping businesses grow faster using a universal, data-driven, and prescriptive methodology.

Philippe moved to Silicon Valley as founder and CEO of G2i, Inc., a Unix software company later acquired by its largest customer. He then became Senior Vice President at Matra Hachette Multimedia, Inc., leading business development for electronic publishing for the $12 billion high-tech and diversified media company.

He later founded and ran Apple’s eCommerce business and grew its revenue from zero to $350 million under Steve Jobs (generated over $55 billion last year). Inspired by his time with Steve Jobs, Philippe's accomplishments continued to skyrocket, including investing $43 million as a Venture Capitalist with double-digit cash-on-cash returns. Philippe co-managed the Milestone Group, a Silicon Valley-based consulting firm focused on channel optimization serving large tech

companies such as Cisco, Intel, Microsoft, SAP, Verisign, and many others.

Philippe served on 25 Boards of Directors, including two now, and led over 210 management-consulting projects. He graduated from the prestigious École Normale Supérieure in Paris and holds a BS in Mathematics, a MS in Physics and a Ph.D. in non-linear physics in chaos theory.


Resources and Links


]]>Why you should listen

  1. Learn Proven Strategies for Growth. Philippe's methodologies are backed by decades of experience and have been applied successfully across various companies, including his significant role at Apple.
  2. Understand the four axes of alignment – pain vs. claim, perception vs. message, purchase vs. sale, and delight vs. offering – and how they can help you achieve faster growth.
  3. Philippe provides actionable steps and real-world examples to help you apply these principles to your business for immediate impact.

You're in the right place if you're struggling for top-line revenue growth. In this episode, I talk to Philippe Bouissou from Blue Dot Partners about generating top-line revenue growth. He shares his extensive experience, including his time at Apple, where he grew their e-commerce revenue from $350 million to $55 billion under Steve Jobs. He delves into the critical aspects of achieving top-line growth, emphasizing the importance of alignment with your target market. We discuss his book's four key axes of alignment and practical ways to apply these concepts to your business.

About Philippe Bouissou

Best-selling author of Aligning the Dots, acclaimed TEDx speaker, growth expert, venture capitalist, CEO, and entrepreneur Dr. Philippe Bouissou has worked in Silicon Valley for 34 years. He is currently the CEO of Blue Dots Partners, LLC, a Palo Alto-based management consulting firm dedicated to helping businesses grow faster using a universal, data-driven, and prescriptive methodology.

Philippe moved to Silicon Valley as founder and CEO of G2i, Inc., a Unix software company later acquired by its largest customer. He then became Senior Vice President at Matra Hachette Multimedia, Inc., leading business development for electronic publishing for the $12 billion high-tech and diversified media company.

He later founded and ran Apple’s eCommerce business and grew its revenue from zero to $350 million under Steve Jobs (generated over $55 billion last year). Inspired by his time with Steve Jobs, Philippe's accomplishments continued to skyrocket, including investing $43 million as a Venture Capitalist with double-digit cash-on-cash returns. Philippe co-managed the Milestone Group, a Silicon Valley-based consulting firm focused on channel optimization serving large tech

companies such as Cisco, Intel, Microsoft, SAP, Verisign, and many others.

Philippe served on 25 Boards of Directors, including two now, and led over 210 management-consulting projects. He graduated from the prestigious École Normale Supérieure in Paris and holds a BS in Mathematics, a MS in Physics and a Ph.D. in non-linear physics in chaos theory.


Resources and Links


]]>04bc3fbd-2168-4a32-b5d1-bfd4d837d9cdTue, 21 May 2024 04:30:00 +100030:18falsefull537537536 - The Three Part Formula for Successful Sales Emails536 - The Three Part Formula for Successful Sales EmailsIn this solo episode, I share a three-part formula for crafting successful sales emails that get replies and boost your revenue. I will break down the three key components of an effective email: Response, Rapport, and Ask. By implementing these strategies, you can ensure your emails stand out in a crowded inbox and get the attention they deserve.

Resources and Links


]]>In this solo episode, I share a three-part formula for crafting successful sales emails that get replies and boost your revenue. I will break down the three key components of an effective email: Response, Rapport, and Ask. By implementing these strategies, you can ensure your emails stand out in a crowded inbox and get the attention they deserve.

Resources and Links


]]>5aafd96e-4026-4bb4-8e1f-1426cc1b996aFri, 17 May 2024 04:30:00 +100009:41falsefull536536535 - Protect People From Cyber Threats with Matt Meyers535 - Protect People From Cyber Threats with Matt MeyersWhy you should listen

  1. Matt Myers brings 18 years of experience in Salesforce to unpack the complexities of cybersecurity, offering expert advice that transcends industries.
  2. Learn about the tools and practices that can safeguard your digital environments from breaches, including Matt's strategies and services with EzProtect.
  3. Understand the real-world consequences of cybersecurity neglect through Matt's narrative and discover actionable steps to protect your business.

Is your business prepared for a potential digital breach? In this episode, let’s dive deep into cybersecurity with Matt Myers, CEO and co-founder of EzProtect. Matt shares a pivotal moment from his career that led to his journey into understanding and advocating for robust security measures in Salesforce and other digital platforms. Throughout our conversation, Matt provides invaluable insights into the risks of data breaches, the cost implications, and practical steps to enhance security.

About Matt Meyers

Matt Meyers is a Salesforce Certified Technical Architect (CTA), Salesforce security and Well-Architected advocate, and frequent presenter at Salesforce Dreamin’ conferences such as CactusForce, Buckeye Dreamin’, Architect Dreamin’, Life Sciences Dreamin’, and others. Matt has dedicated the past eighteen years of his career to learning, implementing, and teaching others about Salesforce.

Matt has always had a passion for learning, which continued while he was learning Salesforce technology. With continuous studying, he earned numerous Salesforce certifications, including the much sought-after Certified Technical Architect. Unlike many, Matt didn’t see these certifications as a checkbox but more as a goal that he could work toward to build his knowledge about Salesforce.

His passion doesn’t stop at Salesforce and technology. Matt also enjoys learning about cooking, preparing gourmet meals for his family and friends, and traveling the world in his free time. Matt has an insatiable appetite for life and for experiencing everything that it has to offer.

As CEO and cofounder of EzProtect, a cloud security and malicious file protection service for Salesforce, Matt spends much of his time researching and educating people about Salesforce security.

A customer once told him, “I wish someone would have just told me what I need to be aware of to protect my data in Salesforce.”

This comment set Matt off on a new mission of helping educate people about what they need to know and where they should focus to keep their data safe in Salesforce.


Resources and Links


]]>Why you should listen

  1. Matt Myers brings 18 years of experience in Salesforce to unpack the complexities of cybersecurity, offering expert advice that transcends industries.
  2. Learn about the tools and practices that can safeguard your digital environments from breaches, including Matt's strategies and services with EzProtect.
  3. Understand the real-world consequences of cybersecurity neglect through Matt's narrative and discover actionable steps to protect your business.

Is your business prepared for a potential digital breach? In this episode, let’s dive deep into cybersecurity with Matt Myers, CEO and co-founder of EzProtect. Matt shares a pivotal moment from his career that led to his journey into understanding and advocating for robust security measures in Salesforce and other digital platforms. Throughout our conversation, Matt provides invaluable insights into the risks of data breaches, the cost implications, and practical steps to enhance security.

About Matt Meyers

Matt Meyers is a Salesforce Certified Technical Architect (CTA), Salesforce security and Well-Architected advocate, and frequent presenter at Salesforce Dreamin’ conferences such as CactusForce, Buckeye Dreamin’, Architect Dreamin’, Life Sciences Dreamin’, and others. Matt has dedicated the past eighteen years of his career to learning, implementing, and teaching others about Salesforce.

Matt has always had a passion for learning, which continued while he was learning Salesforce technology. With continuous studying, he earned numerous Salesforce certifications, including the much sought-after Certified Technical Architect. Unlike many, Matt didn’t see these certifications as a checkbox but more as a goal that he could work toward to build his knowledge about Salesforce.

His passion doesn’t stop at Salesforce and technology. Matt also enjoys learning about cooking, preparing gourmet meals for his family and friends, and traveling the world in his free time. Matt has an insatiable appetite for life and for experiencing everything that it has to offer.

As CEO and cofounder of EzProtect, a cloud security and malicious file protection service for Salesforce, Matt spends much of his time researching and educating people about Salesforce security.

A customer once told him, “I wish someone would have just told me what I need to be aware of to protect my data in Salesforce.”

This comment set Matt off on a new mission of helping educate people about what they need to know and where they should focus to keep their data safe in Salesforce.


Resources and Links


]]>2ac31334-2b2d-42c4-baa6-bfa820075a90Tue, 14 May 2024 04:30:00 +100027:48falsefull535535534 - Crafting Your Authentic Voice with Marty Zigman534 - Crafting Your Authentic Voice with Marty ZigmanWhy you should listen

  1. Learn from Marty Zigman's experiences, how he developed a genuine and authoritative presence in a competitive industry, and how expressing his unique voice has impacted his business.
  2. Gain valuable insights into the effective integration of cloud-based ERP solutions, the importance of phased implementation, and how these strategies can drive operational excellence in your business.
  3. Discover Marty’s dedication to lifelong learning and how it enhances personal and business growth, inspiring listeners to pursue their continuous learning paths.

In this episode, we dive deep with Marty Zigman, a seasoned IT entrepreneur and the principal of Prolecto, a company specializing in cloud-based ERP solutions for small to medium-sized businesses. This episode explores Marty’s journey in creating and honing his authentic voice in the IT and ERP solutions space. Marty shares his experiences and the strategic approaches that have shaped his career and company.

About Marty Zigman

Marty Zigman is an accomplished IT entrepreneur specializing in integrated, cloud-based ERP solutions for small to medium-sized businesses with revenues ranging from $25M to $1B+. As the Founder and Principal of Prolecto Resources since 2003, Marty leads a systems integration practice known for its expertise in NetSuite, focusing on driving operational excellence and strategic alignment. With a background in CTO and CIO roles, Marty combines deep technical and accounting knowledge to deliver actionable application patterns that unlock enterprise value. His approach revolves around three principles: leveraging cloud computing, implementing fully integrated business applications, and adopting platforms for extension and customization, with NetSuite serving as a primary business management platform. With over 15 years of experience, Marty has developed 70+ software bundles to accelerate solution realization for his clients. Before Prolecto, Marty held influential roles in interactive media, eCommerce consulting, and sales force automation, gaining extensive cross-industry experience.

Marty is a proponent of life-long learning and is active in various community development groups. He resides with his wife, Sherri, in Park City, Utah, and maintains a strong commitment to professional and personal growth.


Resources and Links


]]>Why you should listen

  1. Learn from Marty Zigman's experiences, how he developed a genuine and authoritative presence in a competitive industry, and how expressing his unique voice has impacted his business.
  2. Gain valuable insights into the effective integration of cloud-based ERP solutions, the importance of phased implementation, and how these strategies can drive operational excellence in your business.
  3. Discover Marty’s dedication to lifelong learning and how it enhances personal and business growth, inspiring listeners to pursue their continuous learning paths.

In this episode, we dive deep with Marty Zigman, a seasoned IT entrepreneur and the principal of Prolecto, a company specializing in cloud-based ERP solutions for small to medium-sized businesses. This episode explores Marty’s journey in creating and honing his authentic voice in the IT and ERP solutions space. Marty shares his experiences and the strategic approaches that have shaped his career and company.

About Marty Zigman

Marty Zigman is an accomplished IT entrepreneur specializing in integrated, cloud-based ERP solutions for small to medium-sized businesses with revenues ranging from $25M to $1B+. As the Founder and Principal of Prolecto Resources since 2003, Marty leads a systems integration practice known for its expertise in NetSuite, focusing on driving operational excellence and strategic alignment. With a background in CTO and CIO roles, Marty combines deep technical and accounting knowledge to deliver actionable application patterns that unlock enterprise value. His approach revolves around three principles: leveraging cloud computing, implementing fully integrated business applications, and adopting platforms for extension and customization, with NetSuite serving as a primary business management platform. With over 15 years of experience, Marty has developed 70+ software bundles to accelerate solution realization for his clients. Before Prolecto, Marty held influential roles in interactive media, eCommerce consulting, and sales force automation, gaining extensive cross-industry experience.

Marty is a proponent of life-long learning and is active in various community development groups. He resides with his wife, Sherri, in Park City, Utah, and maintains a strong commitment to professional and personal growth.


Resources and Links


]]>618d8e73-7094-410c-a41e-6777ed3ea96dTue, 07 May 2024 04:30:00 +100035:56falsefull534534533 - Networking Bandits: Unmasking the Illusion of LinkedIn Outreach533 - Networking Bandits: Unmasking the Illusion of LinkedIn OutreachIn this solo episode, I delve into the gritty realities of LinkedIn outreach services. As someone who's both felt the sting of subpar services and seen other tech consultants experience it, I unpack the common pitfalls in using a LinkedIn outreach agency and give you five actionable tips on navigating the complexities of LinkedIn outreach without compromising your brand or wasting resources. End your reliance on inefficient and costly LinkedIn outreach strategies by tuning into this episode.


]]>In this solo episode, I delve into the gritty realities of LinkedIn outreach services. As someone who's both felt the sting of subpar services and seen other tech consultants experience it, I unpack the common pitfalls in using a LinkedIn outreach agency and give you five actionable tips on navigating the complexities of LinkedIn outreach without compromising your brand or wasting resources. End your reliance on inefficient and costly LinkedIn outreach strategies by tuning into this episode.


]]>82bd0b7b-6b99-406a-8def-8d71f7a377bcSat, 04 May 2024 04:30:00 +100011:35falsefull533533532 - Data Sync Made Easy with Ben Liebert532 - Data Sync Made Easy with Ben LiebertWhy you should listen

  1. Learn about SyncHub's unique three-click system—Connect, Sync, and Report—that simplifies the integration of data from multiple sources like HubSpot, Salesforce, and Zoho into actionable insights.
  2. Gain insights from Ben's 20 years of experience in software development and his strategic approach to data extraction, which is crucial for tech consultants aiming to provide top-tier advisory services.
  3. Discover the future developments in SyncHub, including the integration of AI and advanced reporting tools, which are set to revolutionize how consultants handle data visualization and client reporting.

In this episode, we dive deep into the realm of data integration and management with Ben Liebert, the mind behind SyncHub.io. Ben discusses the challenges and solutions in extracting and managing data across various platforms to enhance decision-making and reporting for tech consultants and their clients.

About Ben Liebert 

Ben ran a software development business for 20 years, where his team built everything from enterprise solutions to scrappy startup proofs.

In 2019, he used all that experience to build the MVP of his SaaS platform, SyncHub, in just one week.  Four years later, he keeps his finger on the pulse of the business by working at the coal face - customer support.


Resources and Links


]]>Why you should listen

  1. Learn about SyncHub's unique three-click system—Connect, Sync, and Report—that simplifies the integration of data from multiple sources like HubSpot, Salesforce, and Zoho into actionable insights.
  2. Gain insights from Ben's 20 years of experience in software development and his strategic approach to data extraction, which is crucial for tech consultants aiming to provide top-tier advisory services.
  3. Discover the future developments in SyncHub, including the integration of AI and advanced reporting tools, which are set to revolutionize how consultants handle data visualization and client reporting.

In this episode, we dive deep into the realm of data integration and management with Ben Liebert, the mind behind SyncHub.io. Ben discusses the challenges and solutions in extracting and managing data across various platforms to enhance decision-making and reporting for tech consultants and their clients.

About Ben Liebert 

Ben ran a software development business for 20 years, where his team built everything from enterprise solutions to scrappy startup proofs.

In 2019, he used all that experience to build the MVP of his SaaS platform, SyncHub, in just one week.  Four years later, he keeps his finger on the pulse of the business by working at the coal face - customer support.


Resources and Links


]]>f2a5a644-b2ad-4723-8c19-131f5e024b1eTue, 30 Apr 2024 04:30:00 +100028:32falsefull532532531 - Gearing Up for a Sale with Russell Badgett531 - Gearing Up for a Sale with Russell BadgettWhy you should listen

  1. Learn from Russ’s extensive experience in aiding organizations in transitioning from outdated systems to modernized tech stacks.
  2. Discover effective strategies for managing significant organizational changes, especially for those new to platforms like Salesforce.
  3. Gain insights into building a successful consultancy through Russ’s leadership, culture, and client management lessons.

In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and founder of radianhub.com. With over two decades in the software industry, Russ brings much knowledge and experience, particularly from his 14 years in the Salesforce ecosystem. During our conversation, Russ shares his journey of running his own Salesforce practice, focusing on leveraging customer trust and a value-driven approach to fuel business growth. He also discusses the strategic levers tech consultants should pull to enhance their business operations.

About Russell Badgett 

Focused on technology solutions and vertical strategies, Russ has over 20 years of experience in the software industry and 14 years in the Salesforce ecosystem with SaaS-based platforms. A customer-trusted, value-driven approach has been the key to success with enterprise clients such as Sony, Salesforce, P&G, Lilly, Harley-Davidson, and Roche Diagnostics. The mission behind radianHub is to bring this experience and best practices back to the mid-market and public sector (supporting clients of all sizes).

Resources and Links


]]>Why you should listen

  1. Learn from Russ’s extensive experience in aiding organizations in transitioning from outdated systems to modernized tech stacks.
  2. Discover effective strategies for managing significant organizational changes, especially for those new to platforms like Salesforce.
  3. Gain insights into building a successful consultancy through Russ’s leadership, culture, and client management lessons.

In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and founder of radianhub.com. With over two decades in the software industry, Russ brings much knowledge and experience, particularly from his 14 years in the Salesforce ecosystem. During our conversation, Russ shares his journey of running his own Salesforce practice, focusing on leveraging customer trust and a value-driven approach to fuel business growth. He also discusses the strategic levers tech consultants should pull to enhance their business operations.

About Russell Badgett 

Focused on technology solutions and vertical strategies, Russ has over 20 years of experience in the software industry and 14 years in the Salesforce ecosystem with SaaS-based platforms. A customer-trusted, value-driven approach has been the key to success with enterprise clients such as Sony, Salesforce, P&G, Lilly, Harley-Davidson, and Roche Diagnostics. The mission behind radianHub is to bring this experience and best practices back to the mid-market and public sector (supporting clients of all sizes).

Resources and Links


]]>f4d63e16-b255-48a4-a37e-309884d34864Tue, 23 Apr 2024 04:30:00 +100033:12falsefull531531530 - ROI is Killing Your Deal530 - ROI is Killing Your DealIn this solo episode, I tackle the often misleading use of Return on Investment (ROI) in deals and introduce a more tangible measure—economic impact. I discuss how focusing on the real-time financial pains of clients can transform the sales conversation from speculative to substantive. Throughout the episode, I share strategies that have shifted my approach to evaluating opportunities, moving away from unpredictable ROI forecasts to discussing immediate economic impacts that resonate more with clients. Tune in to learn how to change your approach and create actual value by focusing on what truly impacts your clients today.

Resources and Links



]]>In this solo episode, I tackle the often misleading use of Return on Investment (ROI) in deals and introduce a more tangible measure—economic impact. I discuss how focusing on the real-time financial pains of clients can transform the sales conversation from speculative to substantive. Throughout the episode, I share strategies that have shifted my approach to evaluating opportunities, moving away from unpredictable ROI forecasts to discussing immediate economic impacts that resonate more with clients. Tune in to learn how to change your approach and create actual value by focusing on what truly impacts your clients today.

Resources and Links



]]>696c8a5c-238d-4a3c-8c47-ec918e01a588Fri, 19 Apr 2024 04:30:00 +100007:10falsefull530530529 - The Future of CRM ​​with Jon Ferrara529 - The Future of CRM ​​with Jon FerraraWhy you should listen

  1. Gain valuable insights from Jon Ferrara, who has decades of experience in the CRM industry, including founding one of the earliest CRMs, GoldMine.
  2. Learn about the next evolution of CRM systems, which focus on building relationships across entire businesses rather than just enhancing sales processes.
  3. Discover a special offer from Jon, providing you with tools to effectively enhance your business and client relationships.

In this episode, Jon Ferrara, a pioneer in the CRM industry and founder of Nimble, shares his extensive knowledge and experience. He discusses the transformation of customer relationship management systems and how his current venture, Nimble, innovates to serve sales teams and entire organizations. Jon emphasizes using CRMs to build meaningful business relationships rather than just managing sales data.


About Jon Ferrara

Jon is a serial entrepreneur and is a noted social, sales, and marketing speaker. He has re-imagined CRM by building Nimble, which is the relationship-focused CRM for the entire team. Ferrara is best known as the co-founder of GoldMine Software Corp, one of the early pioneers in Customer Relationship Management (CRM) for Small to Medium-sized Businesses (SMBs).


Resources and Links


]]>Why you should listen

  1. Gain valuable insights from Jon Ferrara, who has decades of experience in the CRM industry, including founding one of the earliest CRMs, GoldMine.
  2. Learn about the next evolution of CRM systems, which focus on building relationships across entire businesses rather than just enhancing sales processes.
  3. Discover a special offer from Jon, providing you with tools to effectively enhance your business and client relationships.

In this episode, Jon Ferrara, a pioneer in the CRM industry and founder of Nimble, shares his extensive knowledge and experience. He discusses the transformation of customer relationship management systems and how his current venture, Nimble, innovates to serve sales teams and entire organizations. Jon emphasizes using CRMs to build meaningful business relationships rather than just managing sales data.


About Jon Ferrara

Jon is a serial entrepreneur and is a noted social, sales, and marketing speaker. He has re-imagined CRM by building Nimble, which is the relationship-focused CRM for the entire team. Ferrara is best known as the co-founder of GoldMine Software Corp, one of the early pioneers in Customer Relationship Management (CRM) for Small to Medium-sized Businesses (SMBs).


Resources and Links


]]>cf698028-752c-47e0-81b9-ca64203c11d5Tue, 16 Apr 2024 04:30:00 +100032:24falsefull529529528 - Four Minds of Digital Transformation with Ben Stroup528 - Four Minds of Digital Transformation with Ben StroupWhy you should listen

  1. Learn why immediate solutions might not always be in your best interest and how they can divert you from addressing the root cause of challenges.
  2. Discover the concept of adaptive change and its significance in achieving sustainable organizational success beyond mere technological implementations.
  3. Gain valuable strategies from Ben's "four minds" model to navigate uncertainty, streamline operations, and capitalize on growth opportunities effectively.

Are you ready to revolutionize your organization's approach to change? In this episode, Ben Stroup introduces the transformative concept of adaptive change through the lens of the "four minds"—strategy, Operations, Technology, and Data. He highlights how a holistic approach navigates uncertainty and leads to remarkable growth. Ben emphasizes the importance of adoption as the accurate measure of success and stresses the critical role of strategic execution in turning ambitious goals into reality. Discover the keys to resilience and innovation in this insightful discussion.

About Ben Stroup

Ben Stroup is changing the way organizations succeed. As a consultant and coach, he helps leaders navigate uncertainty, streamline operations, and unlock growth opportunities.

Ben uses data-driven insights to develop measurable strategies that propel organizations forward. His ability to spot what matters most and bridge ideas with implementation leads to remarkable results.

Resources and Links


]]>Why you should listen

  1. Learn why immediate solutions might not always be in your best interest and how they can divert you from addressing the root cause of challenges.
  2. Discover the concept of adaptive change and its significance in achieving sustainable organizational success beyond mere technological implementations.
  3. Gain valuable strategies from Ben's "four minds" model to navigate uncertainty, streamline operations, and capitalize on growth opportunities effectively.

Are you ready to revolutionize your organization's approach to change? In this episode, Ben Stroup introduces the transformative concept of adaptive change through the lens of the "four minds"—strategy, Operations, Technology, and Data. He highlights how a holistic approach navigates uncertainty and leads to remarkable growth. Ben emphasizes the importance of adoption as the accurate measure of success and stresses the critical role of strategic execution in turning ambitious goals into reality. Discover the keys to resilience and innovation in this insightful discussion.

About Ben Stroup

Ben Stroup is changing the way organizations succeed. As a consultant and coach, he helps leaders navigate uncertainty, streamline operations, and unlock growth opportunities.

Ben uses data-driven insights to develop measurable strategies that propel organizations forward. His ability to spot what matters most and bridge ideas with implementation leads to remarkable results.

Resources and Links


]]>8c54ed78-d5d5-4dfc-9959-0c64f769a762Tue, 09 Apr 2024 04:30:00 +100036:03falsefull528528527 - So What is the Point?527 - So What is the Point?Have you ever stopped asking yourself, "What is the point?" of your actions? In this solo episode, I dive into a pivotal lesson I learned from a senior executive during my 18 years at Coca-Cola. I share the moment that transformed my approach to work: focusing on initiatives with a definitive purpose and outcome. This episode could be the pause and reflection you need to realign your efforts with your goals.

Resources and Links


]]>Have you ever stopped asking yourself, "What is the point?" of your actions? In this solo episode, I dive into a pivotal lesson I learned from a senior executive during my 18 years at Coca-Cola. I share the moment that transformed my approach to work: focusing on initiatives with a definitive purpose and outcome. This episode could be the pause and reflection you need to realign your efforts with your goals.

Resources and Links


]]>4fa85232-fc92-40f6-a256-e56ff9202622Fri, 05 Apr 2024 05:00:00 +100004:52falsefull527527526 - Your Marketing Automation Partner with Laine Belcastro526 - Your Marketing Automation Partner with Laine BelcastroWhy you should listen

  1. Expert Guidance on Marketing Automation Platforms: Laine breaks down the complexities of choosing and utilizing your business's right marketing automation platform, offering insights that could save you time and resources.
  2. Strategic Email Marketing Insights: Discover the dos and don'ts of email marketing, learning how to create emails that genuinely engage your audience rather than ending up in the spam folder.
  3. Future of AI in Marketing: Get a glimpse into the evolving role of AI in marketing automation, including practical tips on how to leverage AI today and predictions for how it will shape marketing strategies in the near future.

In this episode, we dive deep into the world of marketing automation with Laine Belcastro from LMB DigiMarketing. Laine, a seasoned digital marketer, shares her extensive experience navigating the technical complexities and strategic intricacies of marketing automation platforms. From discussing the importance of choosing the right platform to offer valuable tips on email strategy and the role of AI in marketing, Laine provides a comprehensive overview to help you enhance your marketing efforts. Whether you're a tech consultant looking to bolster your clients' marketing strategies or a business owner seeking to improve your own, Laine's insights will guide you toward more effective and engaging marketing automation solutions.

About Laine Belcastro

Laine is a seasoned digital marketer with a knack for untangling technical and strategic knots. Since 2007, she’s been a dual citizen of the MarTech and traditional marketing worlds, serving B2B and B2C clients in New York City, Atlanta, and beyond. Laine founded LMB DigiMarketing in 2015 to make highly effective marketing automation more accessible to growing businesses.

With a Digital Marketing certification from Emory University and specialist certifications from MailChimp and Salesforce – Account Engagement, her happy place orchestrates streamlined marketing platform integrations. She enjoys golf, concerts, and trying new restaurants in her free time.


Resources and Links


]]>Why you should listen

  1. Expert Guidance on Marketing Automation Platforms: Laine breaks down the complexities of choosing and utilizing your business's right marketing automation platform, offering insights that could save you time and resources.
  2. Strategic Email Marketing Insights: Discover the dos and don'ts of email marketing, learning how to create emails that genuinely engage your audience rather than ending up in the spam folder.
  3. Future of AI in Marketing: Get a glimpse into the evolving role of AI in marketing automation, including practical tips on how to leverage AI today and predictions for how it will shape marketing strategies in the near future.

In this episode, we dive deep into the world of marketing automation with Laine Belcastro from LMB DigiMarketing. Laine, a seasoned digital marketer, shares her extensive experience navigating the technical complexities and strategic intricacies of marketing automation platforms. From discussing the importance of choosing the right platform to offer valuable tips on email strategy and the role of AI in marketing, Laine provides a comprehensive overview to help you enhance your marketing efforts. Whether you're a tech consultant looking to bolster your clients' marketing strategies or a business owner seeking to improve your own, Laine's insights will guide you toward more effective and engaging marketing automation solutions.

About Laine Belcastro

Laine is a seasoned digital marketer with a knack for untangling technical and strategic knots. Since 2007, she’s been a dual citizen of the MarTech and traditional marketing worlds, serving B2B and B2C clients in New York City, Atlanta, and beyond. Laine founded LMB DigiMarketing in 2015 to make highly effective marketing automation more accessible to growing businesses.

With a Digital Marketing certification from Emory University and specialist certifications from MailChimp and Salesforce – Account Engagement, her happy place orchestrates streamlined marketing platform integrations. She enjoys golf, concerts, and trying new restaurants in her free time.


Resources and Links


]]>b65afe5a-0d66-4e9c-b055-f99641fb3bd2Tue, 02 Apr 2024 04:30:00 +100030:10falsefull526526525 - AI - Death of Developers? With Mark Good525 - AI - Death of Developers? With Mark GoodWhy you should listen

  1. Stay Ahead in AI Integration: With AI evolving rapidly, this episode provides insights into effectively training your team to harness AI's full potential, ensuring you stay competitive and innovative.
  2. Expert Insights from Mark Good: With a decade of experience and a passion for AI since 2015, Mark shares his journey and mission to accelerate AI adoption in business processes, offering a unique perspective on combining business acumen with AI development.
  3. Practical Solutions for AI Training: This episode offers practical advice and solutions for individual professionals and organizations aiming to enhance their AI capabilities.

In this episode, we dive into one of the hottest topics in our industry – training your team on AI advancements, especially within the Salesforce ecosystem. Mark Good, the founder of AI Force, shares his extensive experience and unique approach to accelerating the adoption of AI in business processes. Mark's insights into the challenges professionals face, from cutting through the noise to understanding the essential skills needed for AI, are invaluable for anyone looking to enhance their team's AI capabilities. Join us as we explore how to navigate the rapidly evolving world of AI and ensure your team is prepared and excels in implementing AI solutions.

About Mark Good

As the founder of AI Force, the Salesforce AI training company, I've been working for 10 years as a Salesforce professional while researching AI capabilities. My mission is to accelerate the adoption of AI within the business ecosystem, and I empower other Salesforce professionals and companies with the tools and training to bring AI to life inside business processes. I co-founded "GPT Dreamin", the largest virtual Salesforce AI conference. I spend my days working with businesses and professionals learning and deploying AI, and I spend my evenings researching cutting-edge AI techniques and capabilities. 


Resources and Links


]]>Why you should listen

  1. Stay Ahead in AI Integration: With AI evolving rapidly, this episode provides insights into effectively training your team to harness AI's full potential, ensuring you stay competitive and innovative.
  2. Expert Insights from Mark Good: With a decade of experience and a passion for AI since 2015, Mark shares his journey and mission to accelerate AI adoption in business processes, offering a unique perspective on combining business acumen with AI development.
  3. Practical Solutions for AI Training: This episode offers practical advice and solutions for individual professionals and organizations aiming to enhance their AI capabilities.

In this episode, we dive into one of the hottest topics in our industry – training your team on AI advancements, especially within the Salesforce ecosystem. Mark Good, the founder of AI Force, shares his extensive experience and unique approach to accelerating the adoption of AI in business processes. Mark's insights into the challenges professionals face, from cutting through the noise to understanding the essential skills needed for AI, are invaluable for anyone looking to enhance their team's AI capabilities. Join us as we explore how to navigate the rapidly evolving world of AI and ensure your team is prepared and excels in implementing AI solutions.

About Mark Good

As the founder of AI Force, the Salesforce AI training company, I've been working for 10 years as a Salesforce professional while researching AI capabilities. My mission is to accelerate the adoption of AI within the business ecosystem, and I empower other Salesforce professionals and companies with the tools and training to bring AI to life inside business processes. I co-founded "GPT Dreamin", the largest virtual Salesforce AI conference. I spend my days working with businesses and professionals learning and deploying AI, and I spend my evenings researching cutting-edge AI techniques and capabilities. 


Resources and Links


]]>31947608-2827-4343-8fb0-822ec8a5cfd1Tue, 26 Mar 2024 04:30:00 +100028:49falsefull525525524 - Mining Sales Gold524 - Mining Sales GoldWhat do you do when potential clients say no? In this solo episode, I dive deep into a critical aspect of sales that we often overlook: responding to potential clients' rejections. I share why capturing and using the reasons behind these rejections is crucial. Despite our expertise in implementing sales CRMs for our clients, we often neglect this practice in our operations, missing valuable insights that could turn those nos into future yeses. Whether you're a seasoned tech consultant or new to the field, this episode is packed with insights on turning rejections into opportunities, making your sales process more efficient, and ultimately growing your business. Ready to start mining your sales gold?

Resources and Links


]]>What do you do when potential clients say no? In this solo episode, I dive deep into a critical aspect of sales that we often overlook: responding to potential clients' rejections. I share why capturing and using the reasons behind these rejections is crucial. Despite our expertise in implementing sales CRMs for our clients, we often neglect this practice in our operations, missing valuable insights that could turn those nos into future yeses. Whether you're a seasoned tech consultant or new to the field, this episode is packed with insights on turning rejections into opportunities, making your sales process more efficient, and ultimately growing your business. Ready to start mining your sales gold?

Resources and Links


]]>41b84c23-a954-4c5f-a0e4-0a06d36aa2d7Fri, 22 Mar 2024 04:30:00 +100007:48falsefull524524523 - How You Should be Using Video to Make More Profit with Grant Shaddick523 - How You Should be Using Video to Make More Profit with Grant ShaddickWhy you should listen

  1. Unlock the Power of Video: Learn how video can transform your sales process, making it more personal and effective, and why it's becoming an essential tool for businesses in the digital age.
  2. Efficiency and Quality Combined: Discover how Tella offers the perfect balance between ease of use and professional-quality video production, saving you time without compromising on the impact of your content.
  3. Stay Ahead with AI: Gain insights into the future of video editing and content creation with AI and how Tella is leading the charge in making advanced video production accessible to everyone.

Looking to elevate your business with the power of video? In this episode, we dive into the game-changing impact of video on your business. Grant Shaddick, co-founder of Tella, reveals how they are revolutionizing how small businesses, startups, and freelancers use video to connect with clients, streamline their sales process, and enhance their online presence. Discover the secrets to creating high-quality video content effortlessly, the advantages of Tella over traditional editing software, and the future of video in business with AI advancements.

About Grant Shaddick

Grant is the cofounder of Tella, a screen recorder that edits videos for you. Originally from New Zealand, Grant moved to The Netherlands in 2015 to join Dutch startup Bynder. Grant co-founded his first startup in 2018, which was acquired by InVision at the end of 2018. In June 2020, Grant left InVision to join startup accelerator Y Combinator and start Tella.

Resources and Links


]]>Why you should listen

  1. Unlock the Power of Video: Learn how video can transform your sales process, making it more personal and effective, and why it's becoming an essential tool for businesses in the digital age.
  2. Efficiency and Quality Combined: Discover how Tella offers the perfect balance between ease of use and professional-quality video production, saving you time without compromising on the impact of your content.
  3. Stay Ahead with AI: Gain insights into the future of video editing and content creation with AI and how Tella is leading the charge in making advanced video production accessible to everyone.

Looking to elevate your business with the power of video? In this episode, we dive into the game-changing impact of video on your business. Grant Shaddick, co-founder of Tella, reveals how they are revolutionizing how small businesses, startups, and freelancers use video to connect with clients, streamline their sales process, and enhance their online presence. Discover the secrets to creating high-quality video content effortlessly, the advantages of Tella over traditional editing software, and the future of video in business with AI advancements.

About Grant Shaddick

Grant is the cofounder of Tella, a screen recorder that edits videos for you. Originally from New Zealand, Grant moved to The Netherlands in 2015 to join Dutch startup Bynder. Grant co-founded his first startup in 2018, which was acquired by InVision at the end of 2018. In June 2020, Grant left InVision to join startup accelerator Y Combinator and start Tella.

Resources and Links


]]>b95b9a69-c641-43af-b3ec-19aae3251e1bTue, 19 Mar 2024 04:30:00 +100034:18falsefull523523522 - You Are Your Brand with Peter G. Goral522 - You Are Your Brand with Peter G. GoralWhy you should listen

  1. Learn to Differentiate Your Brand: Discover how to cut through the noise and ensure your brand resonates with your ideal clients, distinguishing you from competitors.
  2. Expert Strategies for Social Media: Gain insights into crafting and executing a social media strategy that defines your brand's value and showcases your expertise.
  3. Real-world Business Growth Tips: Peter shares actionable advice on how businesses can leverage their unique stories and values to grow their online presence and win over significant deals.

In this episode, I sit down with Peter G. Goral to explore how businesses, especially tech consultants, can stand out in a crowded market. With over a decade of experience, Peter shares his insights on cutting through the noise and reaching target audiences. We dive into his three-stage program, which focuses on awareness, education, and engagement, aiming to define brand value and voice while creating content that showcases experience and attracts new clients. Peter's mission is to empower businesses to reach their full potential by growing their online presence and reputation. Join us as we uncover the secrets to winning over major deals and making your business truly stand out.

About Peter G. Goral

With over 11 years of experience as a Social Media Business Strategist, Peter G. Goral helps businesses cut through the noise and reach their target audiences with customized and effective social media solutions. He leverages his diverse background in retail, logistics, recruitment, transformation, and change management to understand the needs and challenges of different industries and create tailored strategies that align with their goals and values.

At ArtEnvy, Peter works with clients to develop and implement a three-stage program that covers awareness, education, and engagement. He helps them define their brand value, capabilities, and voice and create and publish content that showcases their expertise and attracts new clients. He also supports them with public relations campaigns and building brand awareness for their company and executives. He aims to empower businesses to achieve their full potential and grow their online presence and reputation.


Resources and Links


]]>Why you should listen

  1. Learn to Differentiate Your Brand: Discover how to cut through the noise and ensure your brand resonates with your ideal clients, distinguishing you from competitors.
  2. Expert Strategies for Social Media: Gain insights into crafting and executing a social media strategy that defines your brand's value and showcases your expertise.
  3. Real-world Business Growth Tips: Peter shares actionable advice on how businesses can leverage their unique stories and values to grow their online presence and win over significant deals.

In this episode, I sit down with Peter G. Goral to explore how businesses, especially tech consultants, can stand out in a crowded market. With over a decade of experience, Peter shares his insights on cutting through the noise and reaching target audiences. We dive into his three-stage program, which focuses on awareness, education, and engagement, aiming to define brand value and voice while creating content that showcases experience and attracts new clients. Peter's mission is to empower businesses to reach their full potential by growing their online presence and reputation. Join us as we uncover the secrets to winning over major deals and making your business truly stand out.

About Peter G. Goral

With over 11 years of experience as a Social Media Business Strategist, Peter G. Goral helps businesses cut through the noise and reach their target audiences with customized and effective social media solutions. He leverages his diverse background in retail, logistics, recruitment, transformation, and change management to understand the needs and challenges of different industries and create tailored strategies that align with their goals and values.

At ArtEnvy, Peter works with clients to develop and implement a three-stage program that covers awareness, education, and engagement. He helps them define their brand value, capabilities, and voice and create and publish content that showcases their expertise and attracts new clients. He also supports them with public relations campaigns and building brand awareness for their company and executives. He aims to empower businesses to achieve their full potential and grow their online presence and reputation.


Resources and Links


]]>6999e4b4-3e9a-4281-8a58-92691dddc828Tue, 12 Mar 2024 04:30:00 +100030:55falsefull522522521 - One more step521 - One more stepIn this solo episode, I reflect on the fifth anniversary of my life-changing transplant, thanks to my friend Brendan's generous donation. Sharing my recovery journey and the drive to reach my personal "Everest," I offer universal lessons on resilience, the power of support, and making incremental progress towards significant goals. This episode celebrates a personal milestone and serves as a call to action for you to take that crucial next step in your business or personal life.

Resources and Links


Connect With Paul


]]>In this solo episode, I reflect on the fifth anniversary of my life-changing transplant, thanks to my friend Brendan's generous donation. Sharing my recovery journey and the drive to reach my personal "Everest," I offer universal lessons on resilience, the power of support, and making incremental progress towards significant goals. This episode celebrates a personal milestone and serves as a call to action for you to take that crucial next step in your business or personal life.

Resources and Links


Connect With Paul


]]>cac262d6-9b0d-486b-ab3c-69c1d95bef98Tue, 05 Mar 2024 04:30:00 +100005:13falsefull521521520 - Developing a Key Operator Role with Jhana Li520 - Developing a Key Operator Role with Jhana LiWhy you should listen

  1. Jhana shares her vast experience transforming businesses through effective operations, consulting, recruitment, and training.
  2. Learn how to identify and empower a second in command to take over daily operations, allowing you to focus on growth and personal goals.
  3. Get inspired by success stories of entrepreneurs who have scaled their businesses while reclaiming their time and freedom.

Are you feeling trapped in your success, missing out on personal experiences due to your business's heavy dependence on you? In this episode, Jhana Li from Spyglass Ops reveals how to build a second in command to regain personal freedom and achieve your ambitions. Discover operational strategies for seven to eight-figure digital entrepreneurs aiming to scale their businesses without being bogged down by day-to-day tasks.

About Jhana Li

Jhana Li first discovered Operations while Vanlifing through North & South America. Since then, she's been COO at 2 successful startups, consulted over forty 7- & 8-figure businesses, and coached hundreds more. After seeing countless founders stall out & trap themselves without the proper Operations, Jhana decided to start her own company, Spyglass Ops. Through Operations consulting, recruitment, and training, Spyglass Ops empowers founders to scale their businesses while regaining their personal freedom simultaneously.


Resources and Links


Connect With Paul


]]>Why you should listen

  1. Jhana shares her vast experience transforming businesses through effective operations, consulting, recruitment, and training.
  2. Learn how to identify and empower a second in command to take over daily operations, allowing you to focus on growth and personal goals.
  3. Get inspired by success stories of entrepreneurs who have scaled their businesses while reclaiming their time and freedom.

Are you feeling trapped in your success, missing out on personal experiences due to your business's heavy dependence on you? In this episode, Jhana Li from Spyglass Ops reveals how to build a second in command to regain personal freedom and achieve your ambitions. Discover operational strategies for seven to eight-figure digital entrepreneurs aiming to scale their businesses without being bogged down by day-to-day tasks.

About Jhana Li

Jhana Li first discovered Operations while Vanlifing through North & South America. Since then, she's been COO at 2 successful startups, consulted over forty 7- & 8-figure businesses, and coached hundreds more. After seeing countless founders stall out & trap themselves without the proper Operations, Jhana decided to start her own company, Spyglass Ops. Through Operations consulting, recruitment, and training, Spyglass Ops empowers founders to scale their businesses while regaining their personal freedom simultaneously.


Resources and Links


Connect With Paul


]]>d19b8c67-fc59-4c61-bbaf-ffaa00fa252bTue, 27 Feb 2024 04:30:00 +100030:58falsefull520520519 - Peer Help for Material Business Decisions519 - Peer Help for Material Business Decisions​​Are you grappling with material business decisions in your tech consulting business and feeling isolated in the process? In this solo episode, I introduce the Tech Collective, a revamped community designed to support tech consultants like you. Dive into different discussions about pricing strategies, effective lead generation beyond referrals, and hiring for your practice, among other topics. Discover how focused peer advice, proven playbooks, and a supportive network can guide you through making material decisions with confidence.

Resources and Links


Connect With Paul


]]>​​Are you grappling with material business decisions in your tech consulting business and feeling isolated in the process? In this solo episode, I introduce the Tech Collective, a revamped community designed to support tech consultants like you. Dive into different discussions about pricing strategies, effective lead generation beyond referrals, and hiring for your practice, among other topics. Discover how focused peer advice, proven playbooks, and a supportive network can guide you through making material decisions with confidence.

Resources and Links


Connect With Paul


]]>6f4f11ab-c39e-401c-826b-e4df7f59e42dTue, 20 Feb 2024 04:30:00 +100009:25falsefull519519518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKay518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKayWhy you should listen

  1. Gain direct insights on how to prepare your business for a successful exit
  2. Learn about the critical steps in setting up your business for M&A transactions
  3. Learn about aligning personal goals with business strategies and the significance of simplicity and focus in scaling your business effectively for an eventual lucrative exit.

Are you pondering the right time for an exit or how to prepare your tech consulting business for sale? Alex MacKay from Techquity Advisors brings a wealth of experience from the enterprise software and services sector to the table. Throughout the episode, he offers valuable insights into setting up for success, understanding market readiness, and navigating the complexities of M&A scenarios. Whether just starting to consider an exit or actively planning for one, Alex's guidance is indispensable for achieving strategic objectives and ensuring a profitable entry.

About Alex MacKay

Alex brings much real business operations experience working in enterprise software and services organizations. He’s worked with large global players such as SAP and Siebel at VP & GM levels and has CEO’d several high-growth small/medium firms raising capital and leading exit strategies.

As a revenue growth advisor, Alex has aided many firms with positioning for M&A transactions. His expertise in leading and building software and service companies provides a solid core background to help organizations set themselves up to achieve their strategic objectives.

Having worked with many Founders and Boards, Alex appreciates and understands the complexities that come into play when considering possible M&A scenarios. Alex has a BA in Economics and an MBA in Finance and Marketing.

Resources and Links



Connect With Paul


]]>Why you should listen

  1. Gain direct insights on how to prepare your business for a successful exit
  2. Learn about the critical steps in setting up your business for M&A transactions
  3. Learn about aligning personal goals with business strategies and the significance of simplicity and focus in scaling your business effectively for an eventual lucrative exit.

Are you pondering the right time for an exit or how to prepare your tech consulting business for sale? Alex MacKay from Techquity Advisors brings a wealth of experience from the enterprise software and services sector to the table. Throughout the episode, he offers valuable insights into setting up for success, understanding market readiness, and navigating the complexities of M&A scenarios. Whether just starting to consider an exit or actively planning for one, Alex's guidance is indispensable for achieving strategic objectives and ensuring a profitable entry.

About Alex MacKay

Alex brings much real business operations experience working in enterprise software and services organizations. He’s worked with large global players such as SAP and Siebel at VP & GM levels and has CEO’d several high-growth small/medium firms raising capital and leading exit strategies.

As a revenue growth advisor, Alex has aided many firms with positioning for M&A transactions. His expertise in leading and building software and service companies provides a solid core background to help organizations set themselves up to achieve their strategic objectives.

Having worked with many Founders and Boards, Alex appreciates and understands the complexities that come into play when considering possible M&A scenarios. Alex has a BA in Economics and an MBA in Finance and Marketing.

Resources and Links



Connect With Paul


]]>705a5823-c52d-41d6-924a-c879759a1de9Tue, 13 Feb 2024 04:30:00 +100031:14falsefull518518517 - Key Roles for a Pain-free Holiday517 - Key Roles for a Pain-free HolidayIn 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


Connect With Paul


]]>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


Connect With Paul


]]>7038f56d-178e-432e-9f1c-f9788a42d202Tue, 06 Feb 2024 04:30:00 +100008:30falsefull517517516 - Education as a Competitive Advantage in Tech Consulting with Peter Fuller516 - Education as a Competitive Advantage in Tech Consulting with Peter FullerWhy you should listen

  1. Understand the importance of differentiating their services in a competitive market.
  2. Learn how focusing on a specific niche, like education, can lead to substantial business growth and client retention.
  3. Gain insights into creating a successful business model that integrates training and consulting for maximum client value and satisfaction.

Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting market. This episode is a goldmine for tech consultants seeking insights on differentiation, growth, and leveraging education for business success.

About Peter 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



Connect With Paul


]]>Why you should listen

  1. Understand the importance of differentiating their services in a competitive market.
  2. Learn how focusing on a specific niche, like education, can lead to substantial business growth and client retention.
  3. Gain insights into creating a successful business model that integrates training and consulting for maximum client value and satisfaction.

Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting market. This episode is a goldmine for tech consultants seeking insights on differentiation, growth, and leveraging education for business success.

About Peter 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



Connect With Paul


]]>794eb0eb-7b9a-4cb4-b044-9896a4d9397bTue, 30 Jan 2024 04:30:00 +100027:09falsefull516516515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan Willman515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan WillmanWhy you should listen

  1. Discover real-life, effective methods that transformed a tech consultancy from near-collapse to substantial growth.
  2. Gain insights from Bryan Willman's experience with executive coaching and the EOS framework, offering valuable lessons in business leadership and management.
  3. Learn about the innovative 'Support as a Service' approach and its impact on recurring revenue, a crucial aspect for any tech consulting firm.

In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino, explores this critical question. Bryan shares his personal journey of facing severe financial challenges and how he successfully navigated through them. Learn about the three pivotal decisions that transformed his situation. Ideal for tech consultants, this episode offers valuable insights into strategic pivoting, effective leadership, and building a resilient business model. Join us to discover how to turn potential defeat into a story of triumph and growth.

About Bryan 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



Connect With Paul


]]>Why you should listen

  1. Discover real-life, effective methods that transformed a tech consultancy from near-collapse to substantial growth.
  2. Gain insights from Bryan Willman's experience with executive coaching and the EOS framework, offering valuable lessons in business leadership and management.
  3. Learn about the innovative 'Support as a Service' approach and its impact on recurring revenue, a crucial aspect for any tech consulting firm.

In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino, explores this critical question. Bryan shares his personal journey of facing severe financial challenges and how he successfully navigated through them. Learn about the three pivotal decisions that transformed his situation. Ideal for tech consultants, this episode offers valuable insights into strategic pivoting, effective leadership, and building a resilient business model. Join us to discover how to turn potential defeat into a story of triumph and growth.

About Bryan 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



Connect With Paul


]]>5b0b420c-1d03-4f4c-8f1c-2d8f9b6840a0Tue, 23 Jan 2024 04:30:00 +100027:24falsefull515515514 - 2023 Wrap514 - 2023 WrapIn 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



Connect With Paul


]]>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



Connect With Paul


]]>1f461bfb-7c7c-4940-8afd-9e53f69c1477Fri, 15 Dec 2023 04:45:00 +100012:47falsefull514514513 - Salesforce Partner Success: Key Strategies During Economic Downturn with Alex Bariyev513 - Salesforce Partner Success: Key Strategies During Economic Downturn with Alex BariyevWhy you should listen

  1. Learn strategies to steer your Salesforce consultancy through economic downturns successfully.
  2. Alex Bariyev shares invaluable insights from his extensive experience, offering practical advice for resilience and growth.
  3. Get actionable steps to optimize operations and expand your business during tough economic times.

In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your business. Our guest, Alex Bariyev, VP of Consulting at AquivaLabs, delves into effective strategies for increasing revenue during challenging times. With his extensive experience in Salesforce consulting, he shares insights for surviving and thriving in downturns. These strategies aren't just temporary fixes but essential practices for consistent growth in any economic climate. Tune in to gain actionable tips to bolster your tech consulting business amidst uncertainty.

About Alex Bariyev 

Alex Bariyev is the VP of Consulting at Aquiva Labs - one of Salesforce’s most experienced Product Development Outsourcer Partners. They assist in designing, developing, building, and maintaining strategic state-of-the-art Salesforce applications for ISV partners.

Alex is an Expert Navigator PDO and also a Summit Salesforce Consulting Partner.


Resources and Links


Connect With Paul


]]>Why you should listen

  1. Learn strategies to steer your Salesforce consultancy through economic downturns successfully.
  2. Alex Bariyev shares invaluable insights from his extensive experience, offering practical advice for resilience and growth.
  3. Get actionable steps to optimize operations and expand your business during tough economic times.

In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your business. Our guest, Alex Bariyev, VP of Consulting at AquivaLabs, delves into effective strategies for increasing revenue during challenging times. With his extensive experience in Salesforce consulting, he shares insights for surviving and thriving in downturns. These strategies aren't just temporary fixes but essential practices for consistent growth in any economic climate. Tune in to gain actionable tips to bolster your tech consulting business amidst uncertainty.

About Alex Bariyev 

Alex Bariyev is the VP of Consulting at Aquiva Labs - one of Salesforce’s most experienced Product Development Outsourcer Partners. They assist in designing, developing, building, and maintaining strategic state-of-the-art Salesforce applications for ISV partners.

Alex is an Expert Navigator PDO and also a Summit Salesforce Consulting Partner.


Resources and Links


Connect With Paul


]]>184d3d2b-f4c6-4da6-b189-4387a6349502Tue, 12 Dec 2023 05:15:00 +100022:44falsefull513513512 - AI Unleashed: Demystifying AI for Tech Consultants with Stephen Stouffer512 - AI Unleashed: Demystifying AI for Tech Consultants with Stephen StoufferFaced 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


]]>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


]]>774b95b9-f109-4040-a57b-eba889ee8312Tue, 05 Dec 2023 04:30:00 +100026:11falsefull512512511 - Empowering Success for Salesforce Partners Through Staff Augmentation with Nazar Mykytyn511 - Empowering Success for Salesforce Partners Through Staff Augmentation with Nazar MykytynEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>58247b5c-12c8-4dc8-ae80-8cee565e99b6Tue, 28 Nov 2023 04:30:00 +100026:53falsefull511511510 - AI-Powered Growth: Leveraging Artificial Intelligence for Tech Consulting Success with Noah Berk510 - AI-Powered Growth: Leveraging Artificial Intelligence for Tech Consulting Success with Noah BerkEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>8d918a76-9cfd-41eb-83b3-9ad0093a66d2Tue, 21 Nov 2023 04:30:00 +100032:50falsefull510510509 - The Strategic Profit Blueprint for Tech Consultants509 - The Strategic Profit Blueprint for Tech ConsultantsEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>f38bdfbe-4163-4932-9f59-ab7d298e6ce8Fri, 17 Nov 2023 04:30:00 +100009:20falsefull509509508 - Navigating an Exit in 6 Years of a 7-Figure Tech Consulting Business with Oliver Sholder508 - Navigating an Exit in 6 Years of a 7-Figure Tech Consulting Business with Oliver SholderEpisode 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



]]>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



]]>f53a0d69-8492-4caf-ae54-60a501fc7462Tue, 14 Nov 2023 04:30:00 +100030:59falsefull508508507 - AI Forecast: Talent Transformation in the Salesforce Ecosystem with Bradley Rice507 - AI Forecast: Talent Transformation in the Salesforce Ecosystem with Bradley RiceEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>0ab3837f-d7dd-4a87-bd57-376682004ad6Tue, 07 Nov 2023 05:30:00 +100029:17falsefull507507506 - Mastering the Art of Sales Call Practice for Higher Conversions506 - Mastering the Art of Sales Call Practice for Higher ConversionsEpisode 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



]]>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



]]>e69842f9-09a5-4d22-b3e4-bf4ab9c9aaa2Fri, 03 Nov 2023 05:30:00 +100007:23falsefull506506505 - AI-Powered Sales Mastery: Winning the Outbound Game with Collin Mitchell505 - AI-Powered Sales Mastery: Winning the Outbound Game with Collin MitchellEpisode 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


Connect With Paul




]]>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


Connect With Paul




]]>aff56864-40ea-46a3-841c-a886dfd6cc0cTue, 31 Oct 2023 05:45:00 +100026:52falsefull505505504 - Getting Women Back Into the Salesforce Ecosystem with Manika Goyal504 - Getting Women Back Into the Salesforce Ecosystem with Manika GoyalEpisode 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


Connect With Paul



]]>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


Connect With Paul



]]>be70c8db-de32-4d73-9fd3-93e000a844c9Tue, 24 Oct 2023 06:15:00 +100021:52falsefull504504503 - The Breakthrough is What You Stop503 - The Breakthrough is What You StopEpisode 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



]]>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



]]>e7454bc7-a29b-49d1-acf2-c9f00fc2de24Fri, 20 Oct 2023 04:30:00 +100006:57falsefull503503502 - Empowering the Next Generation of Women Leaders in the Salesforce Ecosystem with Pallavi Agarwal502 - Empowering the Next Generation of Women Leaders in the Salesforce Ecosystem with Pallavi AgarwalEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>3082bdc5-8fc5-4d2a-aa20-4f31533f7e99Tue, 17 Oct 2023 05:40:00 +100023:30falsefull502502501 - Building Brands to Stand Out With the Kevin Bacon of Salesforce with Eric Dreshfield501 - Building Brands to Stand Out With the Kevin Bacon of Salesforce with Eric DreshfieldEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>c9c8c5ec-1da8-4c8a-b7ab-37f93461444eTue, 10 Oct 2023 05:15:00 +100024:39falsefull501501500 - Epic 500 Milestone and a Huge Announcement500 - Epic 500 Milestone and a Huge AnnouncementEpisode 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


]]>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


]]>c9dfce44-2669-48ae-8c9a-1c9251d8ef74Thu, 05 Oct 2023 05:00:00 +100007:47falsefull500500499 - Taking Finance Migration Pressure Off Tech Consultants with Simon Fedorovsky499 - Taking Finance Migration Pressure Off Tech Consultants with Simon FedorovskyEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>8bdb0c1e-b345-484e-9ffc-185279275c24Tue, 03 Oct 2023 04:45:00 +100027:34falsefull499499498 - Hit Your Mark: Strategies for Bullseye Marketing in B2B with Louis Gudema498 - Hit Your Mark: Strategies for Bullseye Marketing in B2B with Louis GudemaEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>672c8a55-0420-4089-9b1c-5f4574d05db5Tue, 26 Sep 2023 04:30:00 +100029:55falsefull498498497 - 7 Game-Changers for Tech Consultants497 - 7 Game-Changers for Tech ConsultantsEpisode 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

  1. Get the visual at  paulhigginsmentoring.com/gamechangers
  2. Playbook updates newsletter in notes  
  3. Reach out if you want help to implement them today 

Resources and Links


]]>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

  1. Get the visual at  paulhigginsmentoring.com/gamechangers
  2. Playbook updates newsletter in notes  
  3. Reach out if you want help to implement them today 

Resources and Links


]]>7766e7e2-a6a2-4852-a88b-52b22d4b2f2cFri, 22 Sep 2023 07:15:00 +100013:07falsefull497497496 - Inside the Journey of Scaling a 7-Figure NetSuite Partner Business in Just 4 Years with Robert Jurcec496 - Inside the Journey of Scaling a 7-Figure NetSuite Partner Business in Just 4 Years with Robert JurcecEpisode 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:

  1. Self-generated leads through strategic partners 
  2. Why does he have a dedicated marketing person, and what do 
  3. Knowledge base - help with user acceptance and prep for AI

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


Connect With Paul


]]>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:

  1. Self-generated leads through strategic partners 
  2. Why does he have a dedicated marketing person, and what do 
  3. Knowledge base - help with user acceptance and prep for AI

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


Connect With Paul


]]>770a5eea-b381-4278-b184-356bd345fa2aTue, 19 Sep 2023 06:00:00 +100026:49falsefull496496495 - Leveraging a Fractional Sales Expert to Amplify Your Revenue with Harris Kenny495 - Leveraging a Fractional Sales Expert to Amplify Your Revenue with Harris KennyEpisode 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:

  1. Why go with fractional sales
  2. How to best use it 
  3. How Harris is using AI

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


Connect With Paul


]]>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:

  1. Why go with fractional sales
  2. How to best use it 
  3. How Harris is using AI

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


Connect With Paul


]]>680b4e8e-37cb-4b00-b922-26bb3d6f88abTue, 12 Sep 2023 04:30:00 +100033:15falsefull495495494 - The Number One Habit Hindering Growth as a Tech Consultant494 - The Number One Habit Hindering Growth as a Tech ConsultantEpisode 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

  1. Stop thinking the volume of content is the problem 
  2. Agree the true problem is self-assessment 
  3. Talk to someone or ask me for someone

Resources and Links


Connect With Paul


]]>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

  1. Stop thinking the volume of content is the problem 
  2. Agree the true problem is self-assessment 
  3. Talk to someone or ask me for someone

Resources and Links


Connect With Paul


]]>a275f210-1f05-4437-b557-9d52a4e5657cFri, 08 Sep 2023 04:30:00 +100006:49falsefull494494493 - Growing Through Acquisition with Rohit Thakral493 - Growing Through Acquisition with Rohit ThakralEpisode 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:

  1. Why acquire 
  2. Finding the right company and team to make it happen 
  3. The process to maximize synergies Is

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


Connect With Paul


]]>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:

  1. Why acquire 
  2. Finding the right company and team to make it happen 
  3. The process to maximize synergies Is

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


Connect With Paul


]]>c79ce28c-6e0c-42e6-8e38-45b097fb6b2cTue, 05 Sep 2023 13:00:00 +100030:35falsefull493493492 - Unlocking Ecuador's Salesforce Potential with Alex Garcia492 - Unlocking Ecuador's Salesforce Potential with Alex GarciaEpisode 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:

  1. A hidden gem of a country 
  2. How managed services work 
  3. Three areas - admin/app/reporting 


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


Connect With Paul


]]>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:

  1. A hidden gem of a country 
  2. How managed services work 
  3. Three areas - admin/app/reporting 


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


Connect With Paul


]]>838658d6-5dcc-4d95-9930-335dae94d1adTue, 29 Aug 2023 06:30:00 +100025:08falsefull492492491 - Untapped Leads: Revealing Little-Known Lead Sources for Tech Consultants491 - Untapped Leads: Revealing Little-Known Lead Sources for Tech ConsultantsEpisode 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

  1. Download the Self-generated lead sources playbook  
  2. Action one 
  3. Ask me questions

Resources and Links


Connect With Paul


]]>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

  1. Download the Self-generated lead sources playbook  
  2. Action one 
  3. Ask me questions

Resources and Links


Connect With Paul


]]>8e53ef87-a317-4bba-8c96-7fdbb4565a6dFri, 25 Aug 2023 05:30:00 +100014:26falsefull491491490 - How One Of The Highest Rated Zoho Partners in the World Built a Thriving Consulting Business with Lior Izik490 - How One Of The Highest Rated Zoho Partners in the World Built a Thriving Consulting Business with Lior IzikEpisode 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


]]>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


]]>70f682b2-33e6-46de-be7c-3ff9ed0f6f8fTue, 22 Aug 2023 04:30:00 +100035:01falsefull490490489 - How to Scale Your Business With Government Assistance with Jean-Eric Plamondon489 - How to Scale Your Business With Government Assistance with Jean-Eric PlamondonEpisode 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:

  1. The Canadian loan program 
  2. Who are eligible 
  3. How you, as a tech consultant, can benefit no matter where you are 


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


Connect With Paul


]]>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:

  1. The Canadian loan program 
  2. Who are eligible 
  3. How you, as a tech consultant, can benefit no matter where you are 


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


Connect With Paul


]]>3ef3cd2e-c917-4346-afb5-890558538e5cWed, 16 Aug 2023 04:45:00 +100033:39falsefull489489488 - Unlocking Success: Five Essential Actions to Avoid as a Tech Consultant488 - Unlocking Success: Five Essential Actions to Avoid as a Tech ConsultantEpisode 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

  1. Download the ICP resource 
  2. Take one action on one of the five  
  3. Make it public

Resources and Links


Connect With Paul


]]>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

  1. Download the ICP resource 
  2. Take one action on one of the five  
  3. Make it public

Resources and Links


Connect With Paul


]]>c9985410-df7f-4ade-85a8-32eae792cf5dFri, 11 Aug 2023 10:45:00 +100011:27falsefull488488487 - Lessons From a Chance Encounter with Marc Benioff That Led to Salesforce Ventures funding with Garry Polmateer487 - Lessons From a Chance Encounter with Marc Benioff That Led to Salesforce Ventures funding with Garry PolmateerEpisode 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


Connect With Paul


]]>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


Connect With Paul


]]>d371ba05-162b-425c-9041-a48e3d76ddc8Wed, 09 Aug 2023 09:15:00 +100025:39falsefull487487486 - Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett Martin486 - Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett MartinEpisode 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:

  1. ​​Why consistency is the key 
  2. What media assets to create 
  3. A golden tip of webinars never shared before

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



Connect With Paul


]]>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:

  1. ​​Why consistency is the key 
  2. What media assets to create 
  3. A golden tip of webinars never shared before

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



Connect With Paul


]]>7847ae82-fdf1-4569-b7a4-e6dd2928f4bfTue, 01 Aug 2023 04:30:00 +100042:40falsefull486486485 - One Action to Boost Your Confidence When Selling485 - One Action to Boost Your Confidence When SellingEpisode 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

  1. Download the Video pre-sales call playbook 
  2. Create one 
  3. Embed the process 

Resources and Links


Connect With Paul


]]>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

  1. Download the Video pre-sales call playbook 
  2. Create one 
  3. Embed the process 

Resources and Links


Connect With Paul


]]>a7e171de-fb78-47e0-b86c-33a216c253b5Fri, 28 Jul 2023 04:30:00 +100009:03falsefull485485484 - ​​From Zero to $5 Million: How One Salesforce Partner Achieved Rapid Growth with Adam Troughear484 - ​​From Zero to $5 Million: How One Salesforce Partner Achieved Rapid Growth with Adam TroughearEpisode 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:

  1. Why salesforce multi-cloud 
  2. Sources of growth 
  3. When to hire a sales director

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



Connect With Paul


]]>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:

  1. Why salesforce multi-cloud 
  2. Sources of growth 
  3. When to hire a sales director

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



Connect With Paul


]]>4e019832-9072-4006-98f7-50f842f4bee1Tue, 25 Jul 2023 04:30:00 +100027:04falsefull484484483 - Automating Your Sales with Carol Springer483 - Automating Your Sales with Carol SpringerEpisode 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:

  1. How SF and Pardot can work seamlessly 
  2. Who is a great fit for it 
  3. How to use content to grow your Cloud Consulting business

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



Connect With Paul


]]>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:

  1. How SF and Pardot can work seamlessly 
  2. Who is a great fit for it 
  3. How to use content to grow your Cloud Consulting business

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



Connect With Paul


]]>d10051e0-184f-4005-b249-835abec9b605Tue, 18 Jul 2023 07:30:00 +100039:36falsefull483483482 - Closing More Sales With Case Studies482 - Closing More Sales With Case StudiesEpisode 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

  1. Download the case study builder from www.paulhigginsmentoring.com/casestudy.
  2. Create compelling case studies using the provided guide.
  3. Embed the case study process into your sales strategy.

Resources and Links


Connect With Paul


]]>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

  1. Download the case study builder from www.paulhigginsmentoring.com/casestudy.
  2. Create compelling case studies using the provided guide.
  3. Embed the case study process into your sales strategy.

Resources and Links


Connect With Paul


]]>a9a9133c-0b14-47ff-af50-0e2fb990acfcFri, 14 Jul 2023 04:30:00 +100010:18falsefull482482481 - Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John Burdett481 - Scaling a Salesforce Partner Business to 125 People While Living a Great Life with John BurdettEpisode 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:

  1. 3 core values 
  2. At-risk comp model 
  3. Internal recruitment and marketing 


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



Connect With Paul


]]>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:

  1. 3 core values 
  2. At-risk comp model 
  3. Internal recruitment and marketing 


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



Connect With Paul


]]>47914eb5-99c6-4235-bf96-b783f0e46598Tue, 11 Jul 2023 04:30:00 +100036:52falsefull481481480 - Growing a Salesforce Partner Business Through Live Events With Vincent Motte480 - Growing a Salesforce Partner Business Through Live Events With Vincent MotteEpisode 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:

  1. How to pick a vertical and match them where they are at 
  2. Breakfast events soup to nuts 
  3. Why investing funds upfront is the right decision to make 

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



Connect With Paul



]]>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:

  1. How to pick a vertical and match them where they are at 
  2. Breakfast events soup to nuts 
  3. Why investing funds upfront is the right decision to make 

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



Connect With Paul



]]>5972d2db-bc37-405a-a785-4338d0541872Tue, 04 Jul 2023 04:30:00 +100032:43falsefull480480479 - Right to Play Isn't The Right to Profit: The #1 Marketing Mistake That Keeps You on Business Welfare479 - Right to Play Isn't The Right to Profit: The #1 Marketing Mistake That Keeps You on Business WelfareEpisode 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

  1. Assess your marketing assets and be honest with yourself
  2. Learn the “category of one” positioning
  3. Speed up your results with focus, the right mentoring, and accountability

Resources and Links


Connect With Paul


]]>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

  1. Assess your marketing assets and be honest with yourself
  2. Learn the “category of one” positioning
  3. Speed up your results with focus, the right mentoring, and accountability

Resources and Links


Connect With Paul


]]>90f69482-1a68-4cb1-9acb-6738d656fb0bFri, 30 Jun 2023 04:30:00 +100009:34falsefull479479478 - Avoiding Common Hiring Mistakes with Josh Matthews478 - Avoiding Common Hiring Mistakes with Josh MatthewsEpisode 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:

  1. The one question you should ask in an interview 
  2. What candidates are looking for in their next leader 
  3. How to avoid 'pink flags' in an interview

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


Connect With Paul


]]>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:

  1. The one question you should ask in an interview 
  2. What candidates are looking for in their next leader 
  3. How to avoid 'pink flags' in an interview

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


Connect With Paul


]]>10fc0099-ef1c-480b-916b-b3fea58659a4Tue, 27 Jun 2023 04:30:00 +100040:22falsefull478478477 - Recession Readiness for Digital Consulting Agencies with Ryan Watson477 - Recession Readiness for Digital Consulting Agencies with Ryan WatsonEpisode 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


Connect With Paul




]]>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


Connect With Paul




]]>bfcc5cbb-f087-4051-88b9-69a04dac98e1Tue, 20 Jun 2023 04:30:00 +100040:47falsefull477477476 - Stop Short-changing Yourself476 - Stop Short-changing YourselfEpisode 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

  1. Look at what a commercial rate would be for you
  2. Speak to your accountant
  3. Get a financial advisor or speak to them


Resources and Links


Connect With Paul


]]>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

  1. Look at what a commercial rate would be for you
  2. Speak to your accountant
  3. Get a financial advisor or speak to them


Resources and Links


Connect With Paul


]]>2b394adf-3954-41b8-8301-ba5ec3917014Fri, 16 Jun 2023 04:30:00 +100010:04falsefull476476475 - Maximizing the Potential of Data in the Cloud: Insights for Cloud Consultants with Aron Clymer475 - Maximizing the Potential of Data in the Cloud: Insights for Cloud Consultants with Aron ClymerEpisode 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:

  1. What data are key stakeholders looking for 
  2. How you, as a Cloud Consultant can, partner to provide that data 
  3. How AI and machine learning can be leveraged by having the right data

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


Connect With Paul


]]>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:

  1. What data are key stakeholders looking for 
  2. How you, as a Cloud Consultant can, partner to provide that data 
  3. How AI and machine learning can be leveraged by having the right data

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


Connect With Paul


]]>22bc943e-f570-4fea-8476-d2e87ba8a361Tue, 13 Jun 2023 04:30:00 +100034:00falsefull475475474 - Do it Selling with David Newman474 - Do it Selling with David NewmanEpisode Overview

Do you struggle with marketing and sales? Are you heavily relying on referrals? 

In this episode, David shares a fresh perspective on sales, and proven sales strategies, especially for cloud consultants with small teams and revenue ranging from 750k to 4 million. If this is you, this is an episode you wouldn’t want to miss!

David also covers:

  1. How to research 
  2. 5-sentence email and add value 
  3. Top 3 actions from 77 in his book do it selling

About David Newman

David Newman is known as one of the top revenue growth mentors for consultants, executive coaches, and B2B experts who want to get better clients, bigger deals, and higher fees. His Do It! MBA mentoring program has more than 800 successful graduates. He is the author of the #1 business bestseller Do It! Marketing and Do It! Speaking. His latest book, Do It! Selling was released last April 2023.

Resources and Links


Connect With Paul


]]>Episode Overview

Do you struggle with marketing and sales? Are you heavily relying on referrals? 

In this episode, David shares a fresh perspective on sales, and proven sales strategies, especially for cloud consultants with small teams and revenue ranging from 750k to 4 million. If this is you, this is an episode you wouldn’t want to miss!

David also covers:

  1. How to research 
  2. 5-sentence email and add value 
  3. Top 3 actions from 77 in his book do it selling

About David Newman

David Newman is known as one of the top revenue growth mentors for consultants, executive coaches, and B2B experts who want to get better clients, bigger deals, and higher fees. His Do It! MBA mentoring program has more than 800 successful graduates. He is the author of the #1 business bestseller Do It! Marketing and Do It! Speaking. His latest book, Do It! Selling was released last April 2023.

Resources and Links


Connect With Paul


]]>e10d76cd-c4a5-4ade-9348-962a379d12caTue, 06 Jun 2023 04:30:00 +100044:44falsefull474474473 - 1:3:1 Rule473 - 1:3:1 RuleEpisode Overview

Do you ever feel like you're the bottleneck for delivering results in your business? Don’t worry. You are not alone. This is a common challenge faced by business owners. And in this solo episode, I will share the 1:3:1 rule - a simple and effective approach to problem-solving. It involves identifying one problem, developing three potential solutions, and giving one recommendation. By adopting this rule, team members are empowered to solve problems independently, fostering growth and learning. 

Key actions from today

  1. Stop doing what you can and focus on what you should 
  2. Train your team on the 1:3:1 rule
  3. Stick to it (60 days) 
  4. Send me how you used it

Resources and Links


Connect With Paul


]]>Episode Overview

Do you ever feel like you're the bottleneck for delivering results in your business? Don’t worry. You are not alone. This is a common challenge faced by business owners. And in this solo episode, I will share the 1:3:1 rule - a simple and effective approach to problem-solving. It involves identifying one problem, developing three potential solutions, and giving one recommendation. By adopting this rule, team members are empowered to solve problems independently, fostering growth and learning. 

Key actions from today

  1. Stop doing what you can and focus on what you should 
  2. Train your team on the 1:3:1 rule
  3. Stick to it (60 days) 
  4. Send me how you used it

Resources and Links


Connect With Paul


]]>97c36361-0039-4e35-b5e6-17830aa84a6cFri, 02 Jun 2023 04:30:00 +100007:02falsefull473473472 - Closing High-Quality B2B Clients - Automatically with Alex Berman472 - Closing High-Quality B2B Clients - Automatically with Alex BermanEpisode Overview

Cold email is dead - Listen as Alex debunks this myth and talks about the effectiveness of cold email outreach. He also shared his experiences of successful cold email campaigns and emphasized the importance of tailoring emails to specific individuals and targeting the right decision-makers.

About Alex Berman

Alex is the Founder of Omni and X27marketing. He has been in the digital marketing space for over 15 years and went from 0 SaaS to 5 SaaS Exits in 2023 and generated over $100m for clients in revenue.

Along with being an entrepreneur, he also creates weekly YouTube videos that educate agency owners on how to expand their businesses and generate more income by showing them ways to enhance their B2B sales cycles and implement inbound marketing techniques.

Links


Connect With Paul


]]>Episode Overview

Cold email is dead - Listen as Alex debunks this myth and talks about the effectiveness of cold email outreach. He also shared his experiences of successful cold email campaigns and emphasized the importance of tailoring emails to specific individuals and targeting the right decision-makers.

About Alex Berman

Alex is the Founder of Omni and X27marketing. He has been in the digital marketing space for over 15 years and went from 0 SaaS to 5 SaaS Exits in 2023 and generated over $100m for clients in revenue.

Along with being an entrepreneur, he also creates weekly YouTube videos that educate agency owners on how to expand their businesses and generate more income by showing them ways to enhance their B2B sales cycles and implement inbound marketing techniques.

Links


Connect With Paul


]]>d043d37b-d77c-4b97-ab53-aeb1af5b3d5aTue, 30 May 2023 04:30:00 +100042:28falsefull472472471 - Building an App on the Salesforce App Exchange with Andi Giri471 - Building an App on the Salesforce App Exchange with Andi GiriEpisode Overview

If you have thought about launching an app on the Salesforce App exchange or are in the process, this podcast is for you. 

Andi covers:

  1. Why use an outsourced dev team  for app development
  2. Different types of apps  - hybrid and native 
  3. How to get the best out of Indian developers 
  4. How Artificial Intelligence and Machine learning will develop and how to get ahead of the curve

About Andi Giri

Andi Giri is an IT entrepreneur with about 35 years of experience. He completed his BE degree at the College of Engineering, Guindy, Chennai, India, and an MS in Computer Engineering from the University of Maryland, College Park. He launched Softsquare in 1998 as an IT staff augmentation firm and pivoted the company towards managed services in 2008. In 2021, Andi drove the product practice toward delivering several commercial products, strengthening recurring revenue for Softsquare.

He served as the President of Greater Washington Tamil Sangam in 1998 and as the Founder-President of AIMS India Foundation from 2000-2003. Andi has mentored and invested in startups since 2020 via Native Angel Network in Madurai, India, and Guindy Alumni Angel Network in San Francisco, CA, USA.

Links


Connect With Paul




]]>Episode Overview

If you have thought about launching an app on the Salesforce App exchange or are in the process, this podcast is for you. 

Andi covers:

  1. Why use an outsourced dev team  for app development
  2. Different types of apps  - hybrid and native 
  3. How to get the best out of Indian developers 
  4. How Artificial Intelligence and Machine learning will develop and how to get ahead of the curve

About Andi Giri

Andi Giri is an IT entrepreneur with about 35 years of experience. He completed his BE degree at the College of Engineering, Guindy, Chennai, India, and an MS in Computer Engineering from the University of Maryland, College Park. He launched Softsquare in 1998 as an IT staff augmentation firm and pivoted the company towards managed services in 2008. In 2021, Andi drove the product practice toward delivering several commercial products, strengthening recurring revenue for Softsquare.

He served as the President of Greater Washington Tamil Sangam in 1998 and as the Founder-President of AIMS India Foundation from 2000-2003. Andi has mentored and invested in startups since 2020 via Native Angel Network in Madurai, India, and Guindy Alumni Angel Network in San Francisco, CA, USA.

Links


Connect With Paul




]]>880a9a45-1611-4e81-83ab-63971df24121Tue, 23 May 2023 05:00:00 +100041:40falsefull471471470 - Time is on Your Side: Debunking the Myth That You Don't Have Time470 - Time is on Your Side: Debunking the Myth That You Don't Have TimeEpisode Overview

It is not your fault if you have so much going on in your business and nothing seems to be working. And it is not because you don't have the time to change it. It is because you are working on the wrong things. How do I know? Because I was you.

In this solo episode, I share my experience of working on the wrong things in my cloud consulting business and the result of not heeding my mentor’s advice. This experience motivates me to do what I do and prevent others from making the same mistakes I did.

Key actions from today

  1. Don't buy into the myth you don't have enough time 
  2. Work on what matters most 
  3. Get some help

Links


Connect With Paul


]]>Episode Overview

It is not your fault if you have so much going on in your business and nothing seems to be working. And it is not because you don't have the time to change it. It is because you are working on the wrong things. How do I know? Because I was you.

In this solo episode, I share my experience of working on the wrong things in my cloud consulting business and the result of not heeding my mentor’s advice. This experience motivates me to do what I do and prevent others from making the same mistakes I did.

Key actions from today

  1. Don't buy into the myth you don't have enough time 
  2. Work on what matters most 
  3. Get some help

Links


Connect With Paul


]]>64a07ede-31c9-43be-b004-f12f036df4e4Fri, 19 May 2023 04:30:00 +100012:06falsefull470470469 - Unlocking the Power of Marketplaces: Strategies for Generating Qualified Leads with Patrick Cronan469 - Unlocking the Power of Marketplaces: Strategies for Generating Qualified Leads with Patrick CronanEpisode Overview

Are you struggling to find high-quality leads for your SaaS platform? 

If so, you won't want to miss this episode! 

Our guest, Patrick, saw a gap in the Salesforce ecosystem where end clients found it difficult to match the 5,000 Independent Software Vendors (ISV) and 2,300 Consulting Service Partners to their problems needing solving. He created InVisory to fix it.

In this episode, Patrick will share his insights on:

  • How to generate qualified leads through a marketplace. 
  • Why you should be on the marketplace as a consulting partner, how to be selected by the algorithm.
  • How to upsell existing apps to solve clients' challenges.

About Patrick Cronan

Patrick started his career at Thomson Reuters, working in various consulting & sales roles during his 8.5 years at the firm. 

From Thomson, Patrick joined an early-stage venture-backed company, FiscalNote, as their first Director of Business Development. Patrick still credits this experience as one of the most beneficial for his career, as it was his first experience working at a startup that didn’t have a lot of resources- from this experience, he wanted to start his own company one day. 

From FiscalNote, Patrick joined Gartner, where he led one of their Financial Services Practices for 4 years. 

Before founding InVisory, Patrick was a Director of Strategic Banking Accounts at Salesforce. 

During this experience, Patrick came up with the idea for InVisory and launched the business after two years at Salesforce in Jan 2022.

Resources and Links


Connect With Paul


]]>Episode Overview

Are you struggling to find high-quality leads for your SaaS platform? 

If so, you won't want to miss this episode! 

Our guest, Patrick, saw a gap in the Salesforce ecosystem where end clients found it difficult to match the 5,000 Independent Software Vendors (ISV) and 2,300 Consulting Service Partners to their problems needing solving. He created InVisory to fix it.

In this episode, Patrick will share his insights on:

  • How to generate qualified leads through a marketplace. 
  • Why you should be on the marketplace as a consulting partner, how to be selected by the algorithm.
  • How to upsell existing apps to solve clients' challenges.

About Patrick Cronan

Patrick started his career at Thomson Reuters, working in various consulting & sales roles during his 8.5 years at the firm. 

From Thomson, Patrick joined an early-stage venture-backed company, FiscalNote, as their first Director of Business Development. Patrick still credits this experience as one of the most beneficial for his career, as it was his first experience working at a startup that didn’t have a lot of resources- from this experience, he wanted to start his own company one day. 

From FiscalNote, Patrick joined Gartner, where he led one of their Financial Services Practices for 4 years. 

Before founding InVisory, Patrick was a Director of Strategic Banking Accounts at Salesforce. 

During this experience, Patrick came up with the idea for InVisory and launched the business after two years at Salesforce in Jan 2022.

Resources and Links


Connect With Paul


]]>2426ab80-cb02-40da-afb7-8eb5cc3d7a3eTue, 16 May 2023 04:30:00 +100037:18falsefull469469468 - An Innovative Way of Developing the Next Generation of Talent for Cloud Consultants with Matthew Peng468 - An Innovative Way of Developing the Next Generation of Talent for Cloud Consultants with Matthew PengEpisode Overview

Gaining new talent is challenging for you as a Cloud Consulting Business owner.

Matthew has an innovative way of solving this. 

In my interview with Matthew, he talks about:

  1. Who is the next generation of talent 
  2. How to source them 
  3. How to develop their soft and tech skills

About Matthew Peng

Matthew Peng founded Business Continuum, providing software and change management advice to companies big and small for almost a decade.  

He blends his business and finance background to set up technology solutions to simplify processes, freeing up more time to engage with clients and empower users with a framework to manage their continuous business improvement.

Resources and Links


Connect With Paul


]]>Episode Overview

Gaining new talent is challenging for you as a Cloud Consulting Business owner.

Matthew has an innovative way of solving this. 

In my interview with Matthew, he talks about:

  1. Who is the next generation of talent 
  2. How to source them 
  3. How to develop their soft and tech skills

About Matthew Peng

Matthew Peng founded Business Continuum, providing software and change management advice to companies big and small for almost a decade.  

He blends his business and finance background to set up technology solutions to simplify processes, freeing up more time to engage with clients and empower users with a framework to manage their continuous business improvement.

Resources and Links


Connect With Paul


]]>528ca3e8-dac2-4b98-8135-bb88223631d1Tue, 09 May 2023 04:30:00 +100035:31falsefull468468467 - Tube Talk: How to use Youtube to Grow your Cloud Consulting Business467 - Tube Talk: How to use Youtube to Grow your Cloud Consulting BusinessEpisode Overview

I speak to about 5 cloud consultants daily from across the globe, typically from Salesforce, HubSpot, and Zoho (but not limited to them), and ask them what is working and not working in their quest to scale. And the common theme I get is YOUTUBE.

So in this solo episode, I talk about how you can use Youtube to grow your Cloud Consulting Business. If you struggle to get consistent inbound leads, you should listen to this episode and start your Youtube journey.

Here are some great YouTubers in the Cloud Consulting industry (who are past guests, too!) and their episodes:


Key actions from today

  1. Start research today 
  2. Send me what you liked 
  3. make the launch public

Links


Connect With Paul


]]>Episode Overview

I speak to about 5 cloud consultants daily from across the globe, typically from Salesforce, HubSpot, and Zoho (but not limited to them), and ask them what is working and not working in their quest to scale. And the common theme I get is YOUTUBE.

So in this solo episode, I talk about how you can use Youtube to grow your Cloud Consulting Business. If you struggle to get consistent inbound leads, you should listen to this episode and start your Youtube journey.

Here are some great YouTubers in the Cloud Consulting industry (who are past guests, too!) and their episodes:


Key actions from today

  1. Start research today 
  2. Send me what you liked 
  3. make the launch public

Links


Connect With Paul


]]>8a0c82f7-0c95-4b47-bd42-1ffc4edba768Fri, 05 May 2023 04:30:00 +100010:40falsefull467467466 - Specializing a Salesforce Practice with Shell Black466 - Specializing a Salesforce Practice with Shell BlackEpisode Overview

If you struggle to have consistent cash flow in your Cloud Consulting business, this interview is for you. 

Shell talks through the benefits of specialization as a Salesforce partner. He covers;

  1. How he builds consistent leads from Salesforce and how to get to the front of the co-sell queue. 
  2. His learnings are from building a youtube channel with 500K views and 2MM minutes of watch time. 
  3. The actions he is taking to build a high-performing culture. 

About Shell Black

Shell Black is from Dallas, Texas (United States), and started consulting on Salesforce in 2005. He started his company ShellBlack.com - a Salesforce consulting and implementation firm, in 2010. 

Shell holds 4 Salesforce Certifications. He has also spoken at Dreamforce (the annual Salesforce user conference) for 6 years.

In 2019, Shell has inducted Salesforce MVP Hall of Fame to recognize his contributions to the Salesforce community (one of ~250 worldwide)

Shell is the host of “ShellBlack Whiteboard,” - a YouTube channel on how to implement Salesforce (>500K views and over >2MM minutes watched)

Resources and Links


Connect With Paul


]]>Episode Overview

If you struggle to have consistent cash flow in your Cloud Consulting business, this interview is for you. 

Shell talks through the benefits of specialization as a Salesforce partner. He covers;

  1. How he builds consistent leads from Salesforce and how to get to the front of the co-sell queue. 
  2. His learnings are from building a youtube channel with 500K views and 2MM minutes of watch time. 
  3. The actions he is taking to build a high-performing culture. 

About Shell Black

Shell Black is from Dallas, Texas (United States), and started consulting on Salesforce in 2005. He started his company ShellBlack.com - a Salesforce consulting and implementation firm, in 2010. 

Shell holds 4 Salesforce Certifications. He has also spoken at Dreamforce (the annual Salesforce user conference) for 6 years.

In 2019, Shell has inducted Salesforce MVP Hall of Fame to recognize his contributions to the Salesforce community (one of ~250 worldwide)

Shell is the host of “ShellBlack Whiteboard,” - a YouTube channel on how to implement Salesforce (>500K views and over >2MM minutes watched)

Resources and Links


Connect With Paul


]]>48443560-405a-41f5-b470-9fb37932aae4Tue, 02 May 2023 04:30:00 +100041:18falsefull466466465 - The Inner Workings of a 50-Person HubSpot Agency with Dan Moyle465 - The Inner Workings of a 50-Person HubSpot Agency with Dan MoyleEpisode Overview

Dan is passionate about HubSpot and their users.

He works for Impulse Creative, a 50-person HubSpot Agency that delights the SME and mid-market space. 

Dan gives his perspective on why Impulsive Creative has grown. He covers

  • How to use inbound to grow your agency 
  • The value of reviews on your partner directory and some cool scripts to use 
  • Using a points system for retainers

About Dan Moyle

Dan is a trainer, storyteller, podcaster, speaker, writer, and blended family dad. 

Dan lives to put more love into the world and create a better space for everyone. 

For his day job, he’s a HubSpot Advisor at Impulse Creative, teaching, coaching, and advising HubSpot users.

Resources and Links


Connect With Paul


]]>Episode Overview

Dan is passionate about HubSpot and their users.

He works for Impulse Creative, a 50-person HubSpot Agency that delights the SME and mid-market space. 

Dan gives his perspective on why Impulsive Creative has grown. He covers

  • How to use inbound to grow your agency 
  • The value of reviews on your partner directory and some cool scripts to use 
  • Using a points system for retainers

About Dan Moyle

Dan is a trainer, storyteller, podcaster, speaker, writer, and blended family dad. 

Dan lives to put more love into the world and create a better space for everyone. 

For his day job, he’s a HubSpot Advisor at Impulse Creative, teaching, coaching, and advising HubSpot users.

Resources and Links


Connect With Paul


]]>68a59b6b-b970-4bc7-bdee-ad197bb688c2Tue, 25 Apr 2023 04:30:00 +100037:49falsefull465465464 - How To Grow your Cloud Consulting Business without Spending a Cent464 - How To Grow your Cloud Consulting Business without Spending a CentEpisode Overview

Many business owners often try too many tactics to fix their problems when the answer is right under their noses. Most of the time, getting help can be a simple yet effective growth hack.

In this episode of the Cloud Consultants Solo Show, I talk about a Cloud Consulting Business Growth Hack that may seem too good to be true but can help you scale your business, and give you examples of how I helped two of my clients, Chris and John, to identify their growth blockers by filling out a diagnostic and spending an hour together. 

Key actions from today

  1. Get out of your way 
  2. Get some help - talkpaul.com


Links



]]>Episode Overview

Many business owners often try too many tactics to fix their problems when the answer is right under their noses. Most of the time, getting help can be a simple yet effective growth hack.

In this episode of the Cloud Consultants Solo Show, I talk about a Cloud Consulting Business Growth Hack that may seem too good to be true but can help you scale your business, and give you examples of how I helped two of my clients, Chris and John, to identify their growth blockers by filling out a diagnostic and spending an hour together. 

Key actions from today

  1. Get out of your way 
  2. Get some help - talkpaul.com


Links



]]>83d7d509-f125-4d08-8ab0-fbd5f9fa4b9bFri, 21 Apr 2023 04:30:00 +100010:26falsefull464464463 - Using Linkedin Outreach to Grow your Cloud Consulting Business with Massimo Ianniruberto463 - Using Linkedin Outreach to Grow your Cloud Consulting Business with Massimo IannirubertoEpisode Overview

If you want to generate more leads to bring needed cash flow into your Cloud Consulting business - this is for you. 

Massimo outlines going from failure to success using Linkedin Outreach for his Cloud Consulting business. 

In particular, he covers; 

  • Why, how, and the value of picking a niche 
  • How to customize messages 
  • How to leverage strategic partners

Massimo’s background

Massimo Ianniruberto is the Founder of BluRoot. 

He started 10 years ago as all things to all people and has cleverly focused on two drivers to scale his business as one of the fast-growing Zoho partners on the planet.

1) Vericals - insurance and mortgage 

2) Product - Tailored solutions powered by Zoho 

He is a former entrepreneur of the year in Canada. 

In his free time, he enjoys watching basketball and playing Gran Turismo.

Links/Resources


Connect With Paul


]]>Episode Overview

If you want to generate more leads to bring needed cash flow into your Cloud Consulting business - this is for you. 

Massimo outlines going from failure to success using Linkedin Outreach for his Cloud Consulting business. 

In particular, he covers; 

  • Why, how, and the value of picking a niche 
  • How to customize messages 
  • How to leverage strategic partners

Massimo’s background

Massimo Ianniruberto is the Founder of BluRoot. 

He started 10 years ago as all things to all people and has cleverly focused on two drivers to scale his business as one of the fast-growing Zoho partners on the planet.

1) Vericals - insurance and mortgage 

2) Product - Tailored solutions powered by Zoho 

He is a former entrepreneur of the year in Canada. 

In his free time, he enjoys watching basketball and playing Gran Turismo.

Links/Resources


Connect With Paul


]]>feff4199-a3c1-4ca9-b7ad-6989de3dd69cTue, 18 Apr 2023 04:30:00 +100034:50falsefull463463462 - Scaling the Most Innovative HubSpot Partner in the World with Jens Sundell462 - Scaling the Most Innovative HubSpot Partner in the World with Jens SundellEpisode Overview

The growth of the HubSpot ecosystem is well documented. It continues to go more upmarket. 

Jens and the team at Kaksio Labs are at the forefront of this growth. 

In the interview, Jens covers;

  • How to build three legs to a HubSpot business - Consulting, Product, and Implementation 
  • How to build a relationship with HubSpot 
  • Pros and Cons of mining a vertical

Jens’s background 

Jens is an experienced sales professional and modern growth leader. Proven track record of growing revenues exponentially in a global tech SaaS company. 

Enjoy working in an open, international, dynamic environment where an entrepreneurial spirit is encouraged and valued. 

A strong believer in authentic leadership built on trust, honesty, and accountability.

Links/Resources



 Connect With Paul



]]>Episode Overview

The growth of the HubSpot ecosystem is well documented. It continues to go more upmarket. 

Jens and the team at Kaksio Labs are at the forefront of this growth. 

In the interview, Jens covers;

  • How to build three legs to a HubSpot business - Consulting, Product, and Implementation 
  • How to build a relationship with HubSpot 
  • Pros and Cons of mining a vertical

Jens’s background 

Jens is an experienced sales professional and modern growth leader. Proven track record of growing revenues exponentially in a global tech SaaS company. 

Enjoy working in an open, international, dynamic environment where an entrepreneurial spirit is encouraged and valued. 

A strong believer in authentic leadership built on trust, honesty, and accountability.

Links/Resources



 Connect With Paul



]]>c61e64f4-e19f-4588-8320-0377b4af43f4Tue, 11 Apr 2023 04:30:00 +100029:15falsefull462462461 - Designing Personalized Development Plans for Top Talent461 - Designing Personalized Development Plans for Top TalentEpisode Overview

As the leader of your business - people are your greatest asset. You know how hard it is to find top talent. Even harder to keep them. There are many reasons why people leave their jobs, but research has consistently shown that the number one reason is usually related to their relationship with their immediate Leader. In other words, people don't leave their jobs; they leave leaders. Learn how to focus on them and not the role.

In this solo podcast, listen as I talk about what a Personalized Development Plan (PDP) is, how you can conduct them, and how often you should do it.

Key actions from today

  1. Cover why, what, and how PDP
  2. See an example; email me at paul@paulhigginsmentoring.com
  3. Book your first today - progress, not perfection 

Links


Connect With Paul


]]>Episode Overview

As the leader of your business - people are your greatest asset. You know how hard it is to find top talent. Even harder to keep them. There are many reasons why people leave their jobs, but research has consistently shown that the number one reason is usually related to their relationship with their immediate Leader. In other words, people don't leave their jobs; they leave leaders. Learn how to focus on them and not the role.

In this solo podcast, listen as I talk about what a Personalized Development Plan (PDP) is, how you can conduct them, and how often you should do it.

Key actions from today

  1. Cover why, what, and how PDP
  2. See an example; email me at paul@paulhigginsmentoring.com
  3. Book your first today - progress, not perfection 

Links


Connect With Paul


]]>4bf15dd4-111c-4a89-a310-3ddebdbffeedFri, 07 Apr 2023 04:30:00 +100009:54falsefull461461460 - Shifting To a Recurring Revenue Model with Robin Leonard460 - Shifting To a Recurring Revenue Model with Robin LeonardEpisode Overview

Robin was like most Salesforce partners that started their business doing small projects, hoping it would turn into more work. 

Great for acquisition but not great for partner profitability.

After testing different business models, Robin now runs his Salesforce Platinum business predominantly based on a managed service fee - fixed monthly recurring revenue. 

In the interview, Robin covers;

  • 2 challenges mid-markets are grappling with and how to solve them 
  • Pressure on EBIT by companies and the role automation is playing 
  • The pros and cons of moving to a recurring revenue model - managed services 

Key timeline highlights: 

  • The benefits and challenges of automation in increasing revenue and decreasing business operation costs. They also acknowledged consumers' frustration with current chatbot technology and the difficulty of large organizations in iterating a great chatbot experience due to technical constraints.
  • How Robin's Salesforce consulting business evolved from project-based billing to a managed service program due to the shift towards considering cloud consulting as OPEX instead of CAPEX. Robin's business became a subscription service, the first of its kind in the market. It offered all the necessary services for clients to adopt Salesforce correctly and get value.
  • Managed service fee model and how tailored it to each client's needs. They also talked about the challenges of dealing with procurement and the importance of providing client support and strategic services.
  • The benefits and challenges of shifting revenue into recurring revenue businesses, including the higher valuation and stability it provides, the need to balance revenue shifts, and the emotional impact on employees undergoing digital transformation. They also brainstormed ideas for an app to help bridge the gap between different roles and perspectives in the transformation process.
  • AF Digital's business model, daily sales habits, and Robin's wish to help clients freely without budget limitations. Robin also shared that the best salespeople are the delivery people, and enabling them to sell to clients is key.
  • Pros and cons of moving to a recurring revenue model. They also talked about Robin's experience in CRM marketing technology and his business, AF Digital, which provides consulting and managed services in the Salesforce ecosystem.

Robin’s background 

Robin has had a great experience in the CRM, Marketing, and Technology game. An astute New Zealander with an unwavering passion for leveraging disruptive technology and creative ideas to improve a brand's human experience. 

Based in Sydney, his business AFDigital, a Salesforce Platinum Consulting Partner, operates across APAC, providing consulting and managed services into the Salesforce ecosystem.

Links


 

Connect With Paul


]]>Episode Overview

Robin was like most Salesforce partners that started their business doing small projects, hoping it would turn into more work. 

Great for acquisition but not great for partner profitability.

After testing different business models, Robin now runs his Salesforce Platinum business predominantly based on a managed service fee - fixed monthly recurring revenue. 

In the interview, Robin covers;

  • 2 challenges mid-markets are grappling with and how to solve them 
  • Pressure on EBIT by companies and the role automation is playing 
  • The pros and cons of moving to a recurring revenue model - managed services 

Key timeline highlights: 

  • The benefits and challenges of automation in increasing revenue and decreasing business operation costs. They also acknowledged consumers' frustration with current chatbot technology and the difficulty of large organizations in iterating a great chatbot experience due to technical constraints.
  • How Robin's Salesforce consulting business evolved from project-based billing to a managed service program due to the shift towards considering cloud consulting as OPEX instead of CAPEX. Robin's business became a subscription service, the first of its kind in the market. It offered all the necessary services for clients to adopt Salesforce correctly and get value.
  • Managed service fee model and how tailored it to each client's needs. They also talked about the challenges of dealing with procurement and the importance of providing client support and strategic services.
  • The benefits and challenges of shifting revenue into recurring revenue businesses, including the higher valuation and stability it provides, the need to balance revenue shifts, and the emotional impact on employees undergoing digital transformation. They also brainstormed ideas for an app to help bridge the gap between different roles and perspectives in the transformation process.
  • AF Digital's business model, daily sales habits, and Robin's wish to help clients freely without budget limitations. Robin also shared that the best salespeople are the delivery people, and enabling them to sell to clients is key.
  • Pros and cons of moving to a recurring revenue model. They also talked about Robin's experience in CRM marketing technology and his business, AF Digital, which provides consulting and managed services in the Salesforce ecosystem.

Robin’s background 

Robin has had a great experience in the CRM, Marketing, and Technology game. An astute New Zealander with an unwavering passion for leveraging disruptive technology and creative ideas to improve a brand's human experience. 

Based in Sydney, his business AFDigital, a Salesforce Platinum Consulting Partner, operates across APAC, providing consulting and managed services into the Salesforce ecosystem.

Links


 

Connect With Paul


]]>e9bdfa24-2a87-4aeb-b236-24cfda5cdd93Tue, 04 Apr 2023 09:45:00 +100034:18falsefull460460459 - Using Accountability to Scale your Business with Tanya Alvarez459 - Using Accountability to Scale your Business with Tanya AlvarezEpisode Overview

Getting stuck in your business is common - we have all been there, and many of us are still there. 

But how do you get unstuck? 

One way is self-accountability. For the very disciplined, this can work.

For many, group accountability is more likely to work. 

This is where Tanya shines. 

In the interview, she goes through the GRIT model for accountability. 

  1. Goal 
  2. Rhythm
  3. Iterate log
  4. Team   

She also covers the importance of consequences and how group accountability works.

Tanya’s background 

Tanya dove head first into the marketing world and have collected over fifteen years of international/US experience with companies such as Nike and the US Olympics. She then started her first company at 25 and grew it to over $1 million in revenue in the first year. Since then, she has founded, bootstrapped, sold, and invested in five companies. She enjoys running and traveling; she has been to over 42 countries.

She is currently on a mission to improve the success rate of small businesses. This mission is the genesis of OwnersUP, a platform for owners to team up and scale faster.

Links


 

Connect With Paul


]]>Episode Overview

Getting stuck in your business is common - we have all been there, and many of us are still there. 

But how do you get unstuck? 

One way is self-accountability. For the very disciplined, this can work.

For many, group accountability is more likely to work. 

This is where Tanya shines. 

In the interview, she goes through the GRIT model for accountability. 

  1. Goal 
  2. Rhythm
  3. Iterate log
  4. Team   

She also covers the importance of consequences and how group accountability works.

Tanya’s background 

Tanya dove head first into the marketing world and have collected over fifteen years of international/US experience with companies such as Nike and the US Olympics. She then started her first company at 25 and grew it to over $1 million in revenue in the first year. Since then, she has founded, bootstrapped, sold, and invested in five companies. She enjoys running and traveling; she has been to over 42 countries.

She is currently on a mission to improve the success rate of small businesses. This mission is the genesis of OwnersUP, a platform for owners to team up and scale faster.

Links


 

Connect With Paul


]]>3c443fb8-1d8f-4b91-8f58-34fef0cb498fTue, 28 Mar 2023 04:30:00 +100034:51falsefull459459458 - One Action to Retain Top Talent458 - One Action to Retain Top TalentYou rely on your SaaS partner to provide projects, but they don’t always come when you want them.

You know, saying no to projects could, at best, lose your income and, at worst, stop you from getting future projects. 

So you take them on, knowing it will put pressure on your top talent. 

This can result in them feeling overwhelmed, stressed, and sometimes leaving. 

You can also be pulled back into working on the tools. 

So how can you save your top talent? 

In this solo podcast, I provide insights into using junior talent to support your top talent.

This allows your top talent to do what they love to do best. 

I have partnered with staffing companies to provide your talent for approximately 2% of their annual salary. 

Email me at paul@paulhigginsmentoring.com so I can understand your circumstances and direct you to the right partner.

Links


Connect With Paul


]]>You rely on your SaaS partner to provide projects, but they don’t always come when you want them.

You know, saying no to projects could, at best, lose your income and, at worst, stop you from getting future projects. 

So you take them on, knowing it will put pressure on your top talent. 

This can result in them feeling overwhelmed, stressed, and sometimes leaving. 

You can also be pulled back into working on the tools. 

So how can you save your top talent? 

In this solo podcast, I provide insights into using junior talent to support your top talent.

This allows your top talent to do what they love to do best. 

I have partnered with staffing companies to provide your talent for approximately 2% of their annual salary. 

Email me at paul@paulhigginsmentoring.com so I can understand your circumstances and direct you to the right partner.

Links


Connect With Paul


]]>f7e53c64-750f-474b-85ee-b6eb13546b35Fri, 24 Mar 2023 04:30:00 +100011:05falsefull458458457 - Win/Win Negotiations is a Myth with Mark Raffan457 - Win/Win Negotiations is a Myth with Mark RaffanEpisode Overview

I can't remember who said it, but someone once said everything is negotiable. 

Therefore improving your negotiation skills is a plus.

And this is why I bought one of the world's leading experts on negotiation for you.

Mark dispels the myth that negotiation is about Win/Win. 

Then covers the 3 essential habits to be a better negotiator. 

  1. Plan and prepare 
  2. Role plays 
  3. Debrief

I know this looks too simple, but Mark's knowledge behind each of these three is gold. 

Mark also shares great tips on how to negotiate on video.

Mark’s background

Mark Raffan is a serial entrepreneur and lover of marketing and thought leadership. 

Mark is an expert in negotiation, influence, and persuasion. He has coached executives and teams in some of the largest companies in the world, such as Zendesk, Nike, Citi Bank, The Sasha Group, Salesforce, The US Army, LinkedIn, and Humana.

Mark has been featured in Entrepreneur, Forbes, Thrive Global, Supply and Demand Chain Executive Magazine (as a 2019 pro-to-know), and has appeared on dozens of podcasts, including Make it Happen Mondays, The Brutal Truth About Sales, and The Insider’s Guide to Finance.

Links


 

Connect With Paul



]]>Episode Overview

I can't remember who said it, but someone once said everything is negotiable. 

Therefore improving your negotiation skills is a plus.

And this is why I bought one of the world's leading experts on negotiation for you.

Mark dispels the myth that negotiation is about Win/Win. 

Then covers the 3 essential habits to be a better negotiator. 

  1. Plan and prepare 
  2. Role plays 
  3. Debrief

I know this looks too simple, but Mark's knowledge behind each of these three is gold. 

Mark also shares great tips on how to negotiate on video.

Mark’s background

Mark Raffan is a serial entrepreneur and lover of marketing and thought leadership. 

Mark is an expert in negotiation, influence, and persuasion. He has coached executives and teams in some of the largest companies in the world, such as Zendesk, Nike, Citi Bank, The Sasha Group, Salesforce, The US Army, LinkedIn, and Humana.

Mark has been featured in Entrepreneur, Forbes, Thrive Global, Supply and Demand Chain Executive Magazine (as a 2019 pro-to-know), and has appeared on dozens of podcasts, including Make it Happen Mondays, The Brutal Truth About Sales, and The Insider’s Guide to Finance.

Links


 

Connect With Paul



]]>00778188-8688-4195-b2f8-c112f1764b1cTue, 21 Mar 2023 04:30:00 +100042:01falsefull457457456 - 3 Ways to Get Out of the Weeds with Juliana Marulanda456 - 3 Ways to Get Out of the Weeds with Juliana MarulandaEpisode Overview

Are you constantly getting pulled back into client work and quality control in your services business? 

Are you at the end of the escalation process for most things in your business? 

Well, you need to hear what Juliana has to say. 

In our interview, we cover three ways to work ON your agency. 

  1. Hiring the right managers
  2. Having the right systems in place 
  3. Creating and monitoring scorecards

Juliana’s background

Juliana is a business operations expert, speaker, and founder of ScaleTime. 

With over 20+ years of experience across Wall Street, the nonprofit sector, technology startups, and family-owned businesses, she has served over 400+ digital agencies. 

She is featured on Forbes and Entrepreneur and helps uplevel businesses into lean, mean, profitable machines. 

On average, Juliana and her team create ways to free up at least 30 hours per week for her clients so they can have successful agencies that run without them. 

Founders can say, “I do what I want, how I want, whenever I want” - That is freedom.


Links


 

Connect With Paul



]]>Episode Overview

Are you constantly getting pulled back into client work and quality control in your services business? 

Are you at the end of the escalation process for most things in your business? 

Well, you need to hear what Juliana has to say. 

In our interview, we cover three ways to work ON your agency. 

  1. Hiring the right managers
  2. Having the right systems in place 
  3. Creating and monitoring scorecards

Juliana’s background

Juliana is a business operations expert, speaker, and founder of ScaleTime. 

With over 20+ years of experience across Wall Street, the nonprofit sector, technology startups, and family-owned businesses, she has served over 400+ digital agencies. 

She is featured on Forbes and Entrepreneur and helps uplevel businesses into lean, mean, profitable machines. 

On average, Juliana and her team create ways to free up at least 30 hours per week for her clients so they can have successful agencies that run without them. 

Founders can say, “I do what I want, how I want, whenever I want” - That is freedom.


Links


 

Connect With Paul



]]>bafbd406-9bac-4d39-956f-06789d668cafTue, 14 Mar 2023 04:30:00 +100039:06falsefull456456455 - Behind The Scenes of Mentoring a Cloud Consultant455 - Behind The Scenes of Mentoring a Cloud ConsultantThe other day, I was at the gym and wanted to move from supporter weights to free. I went and grabbed a personal trainer and asked her if she could help. She asked me what I wanted to achieve, what I was currently doing, and how committed I was to the training. And then she gave me one new exercise. She demonstrated it and then asked me to teach her how to do it. It is very similar to what I do as a mentor.

People ask me the difference between a coach and a mentor. I am a qualified coach and have mentored in my corporate life and myself. Here is an example to explain how I see the two:

Coach - Holds glass in different ways to see what liquid is inside. The liquid is owned by the coachee. A coach doesn't give advice - gets the coachee to see different perspectives.

Mentor - Knows what glasses to use for what occasions and shares experiences.

Both are used, but there is a difference. I like to mentor as I have built and sold a cloud consulting business, so I draw on those experiences.

Five steps 

Step one - Trust 

A mentor and mentee relationship is built on trust. To gain trust, it helps to see what is behind the guard. I ask questions and dig into what drives them and what will change their lives. Also good to know the family as they directly impact and benefit from the change.

Step two - Honesty corner 

Do a diagnostic to benchmark what is working, what isn't, and what can be added—Benchmark against the blueprint - Business model /Sales and marketing engine and High performing team. 

Two key areas of focus - Financials and ICP. Financials don't tell white lies - owners do. ICP is the hardest decision you make, and the rest follows.

Step three - Focus 

Set 90-day goals and strategies from the diagnostic. 

Step four - Accountability 

Weeky calls covering wins, new deals, Existing clients, plans, and 3 key action items. Notes taken and calls recorded.

Step five - Unfair advantage 

I know you're already busy and don't need more work. My team will help you. I've got frameworks, experts, and a network you can leverage. As an African proverb says - Go fast alone - go far together.

A mentor should help you make life-changing decisions based on their experience and considering your circumstances.

Like to experience a free strategy session, book a call at talkpaul.com 

Agree if it is right for you before proceeding.

Key actions from today:

  1. Look for a mentor 
  2. Book a call for me to help talkpaul.com 

Please follow me on Linkedin to get content specifically for Cloud Consultants.

Links


Connect With Paul


]]>The other day, I was at the gym and wanted to move from supporter weights to free. I went and grabbed a personal trainer and asked her if she could help. She asked me what I wanted to achieve, what I was currently doing, and how committed I was to the training. And then she gave me one new exercise. She demonstrated it and then asked me to teach her how to do it. It is very similar to what I do as a mentor.

People ask me the difference between a coach and a mentor. I am a qualified coach and have mentored in my corporate life and myself. Here is an example to explain how I see the two:

Coach - Holds glass in different ways to see what liquid is inside. The liquid is owned by the coachee. A coach doesn't give advice - gets the coachee to see different perspectives.

Mentor - Knows what glasses to use for what occasions and shares experiences.

Both are used, but there is a difference. I like to mentor as I have built and sold a cloud consulting business, so I draw on those experiences.

Five steps 

Step one - Trust 

A mentor and mentee relationship is built on trust. To gain trust, it helps to see what is behind the guard. I ask questions and dig into what drives them and what will change their lives. Also good to know the family as they directly impact and benefit from the change.

Step two - Honesty corner 

Do a diagnostic to benchmark what is working, what isn't, and what can be added—Benchmark against the blueprint - Business model /Sales and marketing engine and High performing team. 

Two key areas of focus - Financials and ICP. Financials don't tell white lies - owners do. ICP is the hardest decision you make, and the rest follows.

Step three - Focus 

Set 90-day goals and strategies from the diagnostic. 

Step four - Accountability 

Weeky calls covering wins, new deals, Existing clients, plans, and 3 key action items. Notes taken and calls recorded.

Step five - Unfair advantage 

I know you're already busy and don't need more work. My team will help you. I've got frameworks, experts, and a network you can leverage. As an African proverb says - Go fast alone - go far together.

A mentor should help you make life-changing decisions based on their experience and considering your circumstances.

Like to experience a free strategy session, book a call at talkpaul.com 

Agree if it is right for you before proceeding.

Key actions from today:

  1. Look for a mentor 
  2. Book a call for me to help talkpaul.com 

Please follow me on Linkedin to get content specifically for Cloud Consultants.

Links


Connect With Paul


]]>4ddceaf9-f995-4545-82d6-bbfbf82fdd28Fri, 10 Mar 2023 04:30:00 +100013:24falsefull455455454 - Growing Your Agency with Strategic Intent with Steve Whittington454 - Growing Your Agency with Strategic Intent with Steve WhittingtonEpisode Overview

Learn the secrets of growing a full-service marketing agency and HubSpot partnership from a world-renowned mountaineer. 

Steve merged two agencies into one to service SMB businesses on the West Coast of Canada. 

In our interview on the Accelerate Sales Podcast, Steve lays out his strategic intent and why it makes everything easier. 

He also covers;

  1. His disciplined approach to qualifying clients 
  2. His success with Linkedin Ads
  3. Building a fantastic culture 

Finally, a must-listen is his learning of climbing 50 of the tallest mountains on earth  - including Mount Everest and how it helps him to scale his business (pardon the pun 😉). 

Steve’s background

Steve Whittington is President of Roadmap, an agency that drives the entire go-to-market function of small B2B enterprises.

Steve has over 25 years of executive experience and, as a result, calls himself a recovering executive. He has extensive board experience ranging from non-profits to NGOs, start-up advisory, and for-profit governance work.

Academically, Steve was an instructor of Project Management and held professional designations in Sales, Marketing, and Customer Experience.

Steve's first book Thriving in the Customer Age - teaches about the customer journey and provides a guiding framework spanning all stages of the customer experience.

But if you ask Steve who he is, the answer is simple:

Husband, father, leader, aging athlete, and lifelong learner.


Links


 

Connect With Paul



]]>Episode Overview

Learn the secrets of growing a full-service marketing agency and HubSpot partnership from a world-renowned mountaineer. 

Steve merged two agencies into one to service SMB businesses on the West Coast of Canada. 

In our interview on the Accelerate Sales Podcast, Steve lays out his strategic intent and why it makes everything easier. 

He also covers;

  1. His disciplined approach to qualifying clients 
  2. His success with Linkedin Ads
  3. Building a fantastic culture 

Finally, a must-listen is his learning of climbing 50 of the tallest mountains on earth  - including Mount Everest and how it helps him to scale his business (pardon the pun 😉). 

Steve’s background

Steve Whittington is President of Roadmap, an agency that drives the entire go-to-market function of small B2B enterprises.

Steve has over 25 years of executive experience and, as a result, calls himself a recovering executive. He has extensive board experience ranging from non-profits to NGOs, start-up advisory, and for-profit governance work.

Academically, Steve was an instructor of Project Management and held professional designations in Sales, Marketing, and Customer Experience.

Steve's first book Thriving in the Customer Age - teaches about the customer journey and provides a guiding framework spanning all stages of the customer experience.

But if you ask Steve who he is, the answer is simple:

Husband, father, leader, aging athlete, and lifelong learner.


Links


 

Connect With Paul



]]>5bda3542-da00-43f7-883c-4e60522d479dTue, 07 Mar 2023 04:30:00 +100038:57falsefull454454453 - The Secrets of Growing 600% in 10 years with Barry Doucette453 - The Secrets of Growing 600% in 10 years with Barry DoucetteEpisode Overview

You're in the business of growing your own business. 

Barry successively grew his business by 600%, and in this podcast interview, he shares his 3 most critical steps.

  1. Value of picking a niche 
  2. The three legs of the stool to a successful cloud consulting biz
  3. What marketing activities work 

Barry’s background 

Barry is a Leader in hi-tech consulting, staffing, services, and solutions who understands how to motivate multiple sales teams and develop rewarding client relationships. 

In ten years has grown his Microsoft Gold business by 600% and has plans to meet 1600% in 13 years. 

Has a direct team of 30 employees and 30 consultants. 

Canadian and has lived in Ottawa for 36 years, and is the fastest 62 old swimmer in any pool.

Links


 

Connect With Paul


]]>Episode Overview

You're in the business of growing your own business. 

Barry successively grew his business by 600%, and in this podcast interview, he shares his 3 most critical steps.

  1. Value of picking a niche 
  2. The three legs of the stool to a successful cloud consulting biz
  3. What marketing activities work 

Barry’s background 

Barry is a Leader in hi-tech consulting, staffing, services, and solutions who understands how to motivate multiple sales teams and develop rewarding client relationships. 

In ten years has grown his Microsoft Gold business by 600% and has plans to meet 1600% in 13 years. 

Has a direct team of 30 employees and 30 consultants. 

Canadian and has lived in Ottawa for 36 years, and is the fastest 62 old swimmer in any pool.

Links


 

Connect With Paul


]]>e5465f75-129c-4e83-8b5e-b40752bdddb4Tue, 28 Feb 2023 04:30:00 +100035:10falsefull453453452 - Introducing the Cloud Consultants podcast452 - Introducing the Cloud Consultants podcastIn 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 do
  • Sales - 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 escapees
  • For people who left corporate to run their own business
  • Having 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. 

  1. Ebook from my experience scaling and selling and coaching others to do the same 
  2. Compare your business model, sales engine, and team

So what will stay the same?

  • Interview cloud consultants who have scaled
  • Interview experts who help CCs do this 
  • Solo shows
  • Sponsors 
  • 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 2023

If 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 biz

Thank guests

Thanks, experts

Thank you

Links


Connect With Paul 


]]>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 do
  • Sales - 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 escapees
  • For people who left corporate to run their own business
  • Having 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. 

  1. Ebook from my experience scaling and selling and coaching others to do the same 
  2. Compare your business model, sales engine, and team

So what will stay the same?

  • Interview cloud consultants who have scaled
  • Interview experts who help CCs do this 
  • Solo shows
  • Sponsors 
  • 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 2023

If 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 biz

Thank guests

Thanks, experts

Thank you

Links


Connect With Paul 


]]>76f2be49-0616-440c-9d86-8204010ae6a4Fri, 24 Feb 2023 04:30:00 +100010:25falsefull452452451 - A Masterclass on LinkedIn Content Creation with Kotryna Kurt451 - A Masterclass on LinkedIn Content Creation with Kotryna KurtEpisode Overview

Most 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: 

  1. Why do only 9% of Linkedin user post, and what are they missing out on
  2. How LinkedIn content drives more revenue 
  3. How to maximize your posts outcomes


Kotryna’s background

Kotryna 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. 


Links


 

Connect With Paul 



]]>Episode Overview

Most 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: 

  1. Why do only 9% of Linkedin user post, and what are they missing out on
  2. How LinkedIn content drives more revenue 
  3. How to maximize your posts outcomes


Kotryna’s background

Kotryna 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. 


Links


 

Connect With Paul 



]]>bea154b4-03ed-49b1-9015-018982e8da9fTue, 21 Feb 2023 04:30:00 +100039:59falsefull451451450 – How To Stop Drowning In Work with Nick Sonnenberg450 – How To Stop Drowning In Work with Nick SonnenbergEpisode Overview

Are 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 Air

How 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 background

Nick 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.

Links


 

Connect With Paul 


]]>Episode Overview

Are 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 Air

How 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 background

Nick 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.

Links


 

Connect With Paul 


]]>836f3726-0659-4396-a232-73d3b0dffc46Fri, 17 Feb 2023 04:30:00 +100032:03falsefull450450449 – Why Do You Do What You Do?449 – Why Do You Do What You Do?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 biz

Links


Connect With Paul 


]]>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 biz

Links


Connect With Paul 


]]>3449e161-b18d-48fc-bfea-424768e861e9Tue, 14 Feb 2023 04:30:00 +100008:48falsefull449449448 - Avoid this Common Sales Mistake by Cloud Consultants448 - Avoid this Common Sales Mistake by Cloud ConsultantsIn 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 year
  • Who 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 paul@paulhigginsmentoring.com

Links


Connect With Paul 


]]>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 year
  • Who 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 paul@paulhigginsmentoring.com

Links


Connect With Paul 


]]>281ea45e-6a85-4386-9fb7-1301ab7ed9ffFri, 10 Feb 2023 04:30:00 +100007:51falsefull448448447 - How to Move from an MSP to Cloud Consulting with Daniel Moshe447 - How to Move from an MSP to Cloud Consulting with Daniel MosheEpisode Overview

You 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.

Links


 

Connect With Paul 


]]>Episode Overview

You 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.

Links


 

Connect With Paul 


]]>b2fd3839-c7fa-4ab6-9a82-28a27fdead6dTue, 07 Feb 2023 04:30:00 +100035:52falsefull447447446 - Win on Linkedin with Less Effort with Guillaume Portalier446 - Win on Linkedin with Less Effort with Guillaume PortalierIf 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 email

Guillaume 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.


Links



Connect With Paul 


 

Thank You for Tuning In!

]]>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 email

Guillaume 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.


Links



Connect With Paul 


 

Thank You for Tuning In!

]]>6db6fda9-d441-40f2-a0ab-aef02ea6a03fTue, 31 Jan 2023 04:30:00 +100035:35falsefull446446445 - Start the year with less445 - Start the year with lessHello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445

Today's topic is

  1. Start 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 paul@paulhigginsmentoring.com 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 biz

go to https://cloudconsultantscollective.com to join for free TODAY 


START

  • You are probably listening to this at the beginning of 2023
  • To 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 it


Before 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 missing

Click 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? 


Links


Connect With Paul


 

Thank You for Tuning In!

]]>Hello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445

Today's topic is

  1. Start 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 paul@paulhigginsmentoring.com 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 biz

go to https://cloudconsultantscollective.com to join for free TODAY 


START

  • You are probably listening to this at the beginning of 2023
  • To 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 it


Before 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 missing

Click 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? 


Links


Connect With Paul


 

Thank You for Tuning In!

]]>60a88158-5aa8-4784-9ec4-f9babaec5e17Fri, 27 Jan 2023 04:30:00 +100007:36falsefull445445444 - Closing the sales gap between no decision and purchase with Matt Dixon444 - Closing the sales gap between no decision and purchase with Matt Dixon40-60% 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.

  1. Fear of not knowing what to buy
  2. Fear of not having enough homework 
  3. 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 500


Links



Connect With Paul 



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.

  1. Fear of not knowing what to buy
  2. Fear of not having enough homework 
  3. 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 500


Links



Connect With Paul 



Thank You for Tuning In!

]]>a1bf4042-ccaa-4b07-bf7e-1e688cd845aaMon, 23 Jan 2023 17:30:00 +100041:45falsefull443 – Moving From Services To Products with Tom Burton443 – Moving From Services To Products with Tom BurtonIf 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.


Links



 Connect With Paul



Thank 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.


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]]>b9ea55b8-2db0-4bba-8ac1-c721a43197f7Mon, 16 Jan 2023 17:30:00 +100038:55falsefull442 – Why You Should Use Backlinks With Farzad Rashidi442 – Why You Should Use Backlinks With Farzad RashidiIs 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.


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]]>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.


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]]>bb5531e7-91d5-4757-a763-257a6a0c3255Tue, 20 Dec 2022 06:30:00 +100043:40falsefull441 - 2022 Wrap and 2023 Outlook441 - 2022 Wrap and 2023 OutlookThis 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.


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]]>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.


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]]>ada47a8f-7362-4e3d-bde7-859b843dbdffThu, 15 Dec 2022 17:30:00 +100013:23falsefull440 – How To Get 50-200% Increase In Fees With Mandi Ellefson440 – How To Get 50-200% Increase In Fees With Mandi EllefsonIncreasing 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.

 

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]]>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.

 

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]]>81584d72-2744-437a-9bf0-45213f5b95f5Mon, 12 Dec 2022 17:30:00 +100045:15falsefull439 – Good Times Mask The Sins Of Your Sales439 – Good Times Mask The Sins Of Your SalesWhen 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.

 

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]]>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.

 

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]]>04552eff-5d7b-4ef6-b57b-553501cc0911Thu, 08 Dec 2022 20:24:55 +100010:02falsefull438 – Nail Your Outbound Sales With Antoine Marsden438 – Nail Your Outbound Sales With Antoine MarsdenIf 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.

 

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]]>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.

 

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]]>18552948-7525-420a-8897-7b6a8e65a679Mon, 05 Dec 2022 17:30:00 +100038:27falsefull437 – How To Close Sales Earlier With Omi Diaz-Cooper437 – How To Close Sales Earlier With Omi Diaz-CooperWhen 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.


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]]>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.


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]]>4de6c7f8-3dc6-416e-8fe3-b5a69174a79eMon, 28 Nov 2022 17:30:00 +100032:07falsefull436 – Are You Making 3 Daily Habits To Hit Your Sales Targets?436 – Are You Making 3 Daily Habits To Hit Your Sales Targets?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.


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]]>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.


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]]>39c3b636-9123-4de9-bf25-6bf28c20e69eThu, 24 Nov 2022 17:30:00 +100007:53falsefull435 – How The Ecosystem Will Impact You As A Cloud Consultant With Jay McBain435 – How The Ecosystem Will Impact You As A Cloud Consultant With Jay McBainToday, 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.


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]]>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.


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]]>3d024a58-0725-429a-97f5-f32f3497d50bMon, 21 Nov 2022 17:30:00 +100034:47falsefull434 – How To Successful Exit Your Business With Lorne Kaufman434 – How To Successful Exit Your Business With Lorne KaufmanCreating 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.


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]]>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.


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]]>6dc1bde3-5fb9-4821-9717-cb1ba2da4eb1Mon, 14 Nov 2022 17:30:00 +100037:53falsefull433 – Using Staffing Companies To Grow Your Team433 – Using Staffing Companies To Grow Your TeamI 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.

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]]>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.

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]]>df5a82b4-88cf-4b99-98fc-da4e14f2ba3dThu, 10 Nov 2022 17:30:00 +100008:52falsefull432 – Fix Your Messaging To Lift Your Sales With Karthik Vijayakumar432 – Fix Your Messaging To Lift Your Sales With Karthik VijayakumarMost 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.

 

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]]>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.

 

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]]>af3ccfe6-0ed1-4861-aeb3-0ba3aa1b2199Mon, 07 Nov 2022 17:30:00 +100047:58falsefull431 – Building your Thought Leadership with Nick Sonnenberg431 – Building your Thought Leadership with Nick SonnenbergIn 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.


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]]>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.


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]]>ac4c839d-58ed-4f6a-b0da-f497b001eafdMon, 31 Oct 2022 17:30:00 +100020:23falsefull430 – Thinking Bigger For Your Clients430 – Thinking Bigger For Your ClientsWhile 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.

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]]>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.

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]]>587ea1e1-5d15-455c-b0f5-9de9d3c03301Thu, 27 Oct 2022 17:30:00 +100009:49falsefull429 – Think Bigger Price Higher with Doug Wendt429 – Think Bigger Price Higher with Doug WendtIt'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.

 

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]]>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.

 

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]]>f7d99f78-8bad-4355-b22b-509603112589Mon, 24 Oct 2022 17:30:00 +100033:20falsefull428 – 3 Ways Channel Partners Can Grow Sales with Des Russell 428 – 3 Ways Channel Partners Can Grow Sales with Des Russell 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.

 

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]]>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.

 

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]]>66965e95-2b8b-4152-92c3-3e131dc2b0caMon, 17 Oct 2022 18:00:00 +100041:01falsefull427 – Five Traps to Avoid the Cashflow Crisis 427 – Five Traps to Avoid the Cashflow Crisis 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.

 

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]]>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.

 

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]]>4bea621a-84ff-46c1-aeef-57a674b5e4aaThu, 13 Oct 2022 17:30:00 +100013:34falsefull426 – The 6 Pillars To A Happy & Healthy HubSpot Agency With Clodagh Higgins426 – The 6 Pillars To A Happy & Healthy HubSpot Agency With Clodagh HigginsStarting 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.

 

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]]>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.

 

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]]>854dd845-5afa-4bfa-8625-9cd3e6f680acMon, 10 Oct 2022 17:30:00 +100042:10falsefull425 – Focus On Psychology And Not Technology With Alisha Conlin-Hurd425 – Focus On Psychology And Not Technology With Alisha Conlin-HurdBusinesses 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.

 

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]]>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.

 

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]]>0e1e2721-644b-4057-9f44-7fd5b262baffMon, 03 Oct 2022 17:30:00 +100036:30falsefull424 – Three Steps to Self-generated Leads424 – Three Steps to Self-generated LeadsThere 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.

 

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]]>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.

 

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]]>7c1d6f17-e294-43df-97d8-d0eba96feeb9Thu, 29 Sep 2022 18:30:00 +100015:29falsefull423 – Doubling your Zoho Business with Kylie Harker423 – Doubling your Zoho Business with Kylie HarkerIf 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.

 

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]]>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.

 

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]]>d7c9d31c-1365-4995-8fdf-56ebc6073974Mon, 26 Sep 2022 18:30:00 +100038:18falsefull422 – Building A Million-dollar No-code Consultancy with Youtube by Gareth Pronovost422 – Building A Million-dollar No-code Consultancy with Youtube by Gareth PronovostWe 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.


 


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]]>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.


 


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]]>a65b605f-6ecb-43d6-8cd9-424aca951dc1Mon, 19 Sep 2022 18:30:00 +100036:40falsefull421 – Balancing Sales and Delivery421 – Balancing Sales and DeliverySales 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.

 

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]]>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.

 

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]]>4f903b99-3191-4a52-9795-a5547ecbd5caThu, 15 Sep 2022 18:30:00 +100014:10falsefull420 – The Riches Are In The Niches With Allison Strickland420 – The Riches Are In The Niches With Allison StricklandWhether 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.


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]]>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.


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]]>9e0eb289-675d-43e8-aeb7-af5f19ebb459Mon, 12 Sep 2022 18:30:00 +100034:24falsefull419 – Reduce 30-60% Of Your Workload With An Executive Assistant With Valerie Trapunsky419 – Reduce 30-60% Of Your Workload With An Executive Assistant With Valerie TrapunskyDid 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. 


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]]>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. 


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]]>ed426233-d71e-4d33-b07a-df480bd2724fMon, 05 Sep 2022 18:30:00 +100045:10falsefull418 – Scaling Blueprint for Ambitious Cloud Consultants418 – Scaling Blueprint for Ambitious Cloud ConsultantsI'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.

 

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]]>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.

 

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]]>a2f20bd9-f3c9-4b89-b7a0-34adabc16fe3Thu, 01 Sep 2022 18:30:00 +100019:02falsefull417 – Get 46% reply rates to your emails whilst doing good with Andy Mowat417 – Get 46% reply rates to your emails whilst doing good with Andy MowatWould 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.

 

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]]>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.

 

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]]>47b7a489-6632-4e5b-9b56-d0d482f420e8Mon, 29 Aug 2022 18:30:00 +100029:28falsefull416 – How To Exit your agency with Raj Jha416 – How To Exit your agency with Raj JhaMany 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.

 

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]]>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.

 

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]]>5f765390-f3f1-405f-980b-34f9d1c9c115Mon, 22 Aug 2022 19:45:04 +100039:09falsefull415 – How to Spend 25% of Your Time on Sales415 – How to Spend 25% of Your Time on SalesIf 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.

 

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]]>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.

 

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]]>5eb2fbb0-e38d-4c8c-bc61-f70b7f71360cThu, 18 Aug 2022 18:30:00 +100011:21falsefull414 – A Tour Guide For Personal Branding With Bob Gentle414 – A Tour Guide For Personal Branding With Bob GentleBuilding 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.

 

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]]>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.

 

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]]>3060750f-5663-40c7-aee6-2809705ac729Mon, 15 Aug 2022 18:30:00 +100038:02falsefull413 – A Fresh And Compelling Approach To LinkedIn Outreach With Tyron Giuliani413 – A Fresh And Compelling Approach To LinkedIn Outreach With Tyron GiulianiWhether 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.

 

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]]>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.

 

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]]>0c0bad4d-270c-41eb-9630-b18e0a6d12feMon, 08 Aug 2022 19:30:00 +100048:06falsefull412 – Capturing Sales Messages to Close More Deals412 – Capturing Sales Messages to Close More DealsWe 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.

 

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]]>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.

 

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]]>3bc67c5e-2116-4394-82df-b39d645351bfThu, 04 Aug 2022 18:30:00 +100009:38falsefull411 – How To Get Clients Without Relying On Your SaaS Partner With Doug Davidoff411 – How To Get Clients Without Relying On Your SaaS Partner With Doug DavidoffIf 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.

 

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]]>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.

 

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]]>2e20793b-1629-406d-8223-1bc5f45951e2Mon, 01 Aug 2022 18:30:00 +100046:02falsefull410 – How To Qualify Clients To Sell More With Peter Coy410 – How To Qualify Clients To Sell More With Peter CoyYou 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.

 

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]]>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.

 

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]]>8e9d951a-4a83-4576-ac01-71502de4d622Mon, 25 Jul 2022 18:30:00 +100042:51falsefull409 - A Simple Sales Strategy Framework That Gets Results409 - A Simple Sales Strategy Framework That Gets ResultsWhen 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.

 

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]]>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.

 

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]]>58a0e665-9f68-4aa2-b2d5-70ddd0624c7dThu, 21 Jul 2022 18:30:00 +100018:55falsefull408 - How To Pick A Winning Vertical With Harry Brelsford408 - How To Pick A Winning Vertical With Harry BrelsfordFor 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.

 

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]]>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.

 

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]]>26c71264-1dfb-4b4b-b2cf-a56d718f3b94Mon, 18 Jul 2022 18:30:00 +100044:35falsefull407 - What Profit Levers To Pull To Scale Your Business With Marcel Petitpas407 - What Profit Levers To Pull To Scale Your Business With Marcel PetitpasMeasuring 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.

 

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]]>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.

 

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]]>08d10949-7514-4e08-aaec-acd39730f6f5Mon, 11 Jul 2022 18:30:00 +100047:42falsefull406 - Stop Doing This ONE THING To Scale Your Business406 - Stop Doing This ONE THING To Scale Your BusinessHave 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?

 

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]]>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?

 

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]]>20d06a77-5fc3-46ce-aaab-2435cdfc9cd8Thu, 07 Jul 2022 18:30:00 +100011:00falsefull405 - The Future Of Integrations With Ryan Lunka405 - The Future Of Integrations With Ryan LunkaMore 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.

 

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]]>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.

 

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]]>dfbf8518-300b-402d-a8d4-7a8c5da1644dMon, 04 Jul 2022 18:30:00 +100034:15falsefull404 - How To Scale A HubSpot Agency With Islin Munisteri404 - How To Scale A HubSpot Agency With Islin MunisteriHubSpot 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.

 

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]]>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.

 

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]]>9f8a2d26-fb3f-40ae-8b29-81c44a091e2eMon, 27 Jun 2022 18:30:00 +100037:28falsefull403 - 8 Questions Every Cloud Consultant Should Ask403 - 8 Questions Every Cloud Consultant Should AskRunning 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.

 

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]]>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.

 

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]]>aadbc8b0-d9d9-41d4-8f10-c2fb6c96d872Thu, 23 Jun 2022 18:30:00 +100011:53falsefull402 - How Microsoft Is Gaining Share Through Partnerships With Vince Menzione402 - How Microsoft Is Gaining Share Through Partnerships With Vince MenzionePartnering is a sales approach that’s been working for years for the big players in the tech industry. But cloud consultants and SaaS partners are also finding great benefits in it. On this episode of the Accelerate Sales Podcast, Vince Menzione, CEO of Ultimate Partnerships and a former GM at Microsoft, shares insights on scaling through partnerships.

You will learn how tech ecosystems work, and the roles partnerships play in them. Vince also explains why Microsoft is gaining share and what to look for when selecting the right vendor to partner with.

 

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]]>Partnering is a sales approach that’s been working for years for the big players in the tech industry. But cloud consultants and SaaS partners are also finding great benefits in it. On this episode of the Accelerate Sales Podcast, Vince Menzione, CEO of Ultimate Partnerships and a former GM at Microsoft, shares insights on scaling through partnerships.

You will learn how tech ecosystems work, and the roles partnerships play in them. Vince also explains why Microsoft is gaining share and what to look for when selecting the right vendor to partner with.

 

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]]>01ab645f-6f68-4002-830a-52a30b19d6a1Mon, 20 Jun 2022 18:30:00 +100034:27falsefull401 - How To Make Your Business Efficient With Yvonne Heimann401 - How To Make Your Business Efficient With Yvonne HeimannWe all heard about productivity a little too much. But what about efficiency? Yvi Heimann strongly believes that when you focus on efficiency instead of productivity, you will positively impact your business. 

She is a Business Efficiency Consultant helping digital entrepreneurs automate their business so they can dominate their industry. During this episode, she also explains how you should automate your sales funnel to make it work, why ClickUp is kicking butt, and how to get leads consistently from YouTube.

 

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]]>We all heard about productivity a little too much. But what about efficiency? Yvi Heimann strongly believes that when you focus on efficiency instead of productivity, you will positively impact your business. 

She is a Business Efficiency Consultant helping digital entrepreneurs automate their business so they can dominate their industry. During this episode, she also explains how you should automate your sales funnel to make it work, why ClickUp is kicking butt, and how to get leads consistently from YouTube.

 

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]]>3b529ae3-b64c-4a4b-abe6-c8ea5b10b310Mon, 13 Jun 2022 18:30:00 +100045:13falsefull400 - 400th Show And What Is To Come400 - 400th Show And What Is To ComeWelcome to episode 400 of the Accelerate Sales podcast. That’s right, episode 400! During this solo show, Paul takes you through a short journey across the key moments that led him to get to 400 episodes of his podcast.

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]]>Welcome to episode 400 of the Accelerate Sales podcast. That’s right, episode 400! During this solo show, Paul takes you through a short journey across the key moments that led him to get to 400 episodes of his podcast.

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]]>e5473e2a-c585-46c0-a5e3-4e02d34a4cdcThu, 09 Jun 2022 18:30:00 +100012:17falsefull399 - How To Sell Growth With Kevin Snow399 - How To Sell Growth With Kevin SnowHow automated is your sales process? Business owners often get overwhelmed with all the technology available to “make your life easier”. Kevin Snow, CEO of Time On Target, is here to help us make sense of all of it.

He is a sales expert and a serious technology geek who knows how to help his clients take their automation game to the next level. In this episode, we will learn how automation really helps our sales process, and his closing approach called, not close, get closure. 


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]]>How automated is your sales process? Business owners often get overwhelmed with all the technology available to “make your life easier”. Kevin Snow, CEO of Time On Target, is here to help us make sense of all of it.

He is a sales expert and a serious technology geek who knows how to help his clients take their automation game to the next level. In this episode, we will learn how automation really helps our sales process, and his closing approach called, not close, get closure. 


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]]>7897262f-e2ce-43a0-8299-c8ad3610ca4eMon, 06 Jun 2022 18:30:00 +100039:12falsefull398 - Why Sales People Don't Use CRMs With Sunny Paris398 - Why Sales People Don't Use CRMs With Sunny ParisAre you one of those salespeople who hates data entry and hopes for a simpler CRM that actually help you do your job? We might have a solution in our hands. Sunny Paris, co-founder and CEO of noCRM, explains why salespeople should not use a CRM.

He is a multi-entrepreneur and an expert in developing innovative SaaS start-ups. In this interview, he shares how noCRM helps the follow-up process, how the custom script generator improves your qualification calls and what are the best people to use noCRM. 


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]]>Are you one of those salespeople who hates data entry and hopes for a simpler CRM that actually help you do your job? We might have a solution in our hands. Sunny Paris, co-founder and CEO of noCRM, explains why salespeople should not use a CRM.

He is a multi-entrepreneur and an expert in developing innovative SaaS start-ups. In this interview, he shares how noCRM helps the follow-up process, how the custom script generator improves your qualification calls and what are the best people to use noCRM. 


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]]>45f56a88-d5c4-41d6-abb9-159ce44bf821Mon, 30 May 2022 18:30:00 +100038:09falsefull397 - 5 Reasons B2B Websites Fail And How To Fix It397 - 5 Reasons B2B Websites Fail And How To Fix ItLinks


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]]>Links


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]]>e6d2e0ea-212b-4d76-8cf1-6e6a04c13f70Thu, 26 May 2022 18:30:00 +100011:16falsefull396 - How To Conquer CX and EX With An Elite Hubspot Partner With Rod Moynihan396 - How To Conquer CX and EX With An Elite Hubspot Partner With Rod MoynihanCloud and SaaS companies have worked with partner models for a long time. What is the best one? Rod Moynihan, director of BAC Partners and an elite HubSpot partner, is here to share his experience with this and some of the biggest brands in the world.

In this episode, you will learn why the HubSpot partner model is winning over other cloud partner models, if the sales roles even exist in the future and if partners need to be there for sales. And finally, why services will improve and how you can benefit from it.


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]]>Cloud and SaaS companies have worked with partner models for a long time. What is the best one? Rod Moynihan, director of BAC Partners and an elite HubSpot partner, is here to share his experience with this and some of the biggest brands in the world.

In this episode, you will learn why the HubSpot partner model is winning over other cloud partner models, if the sales roles even exist in the future and if partners need to be there for sales. And finally, why services will improve and how you can benefit from it.


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]]>12278ad3-c82d-459d-a214-5d1ff62fb463Mon, 23 May 2022 18:30:00 +100038:24falsefull395 - The Power Of 2 Way Syncing To Accelerate Your Sales With Aron Gosselin395 - The Power Of 2 Way Syncing To Accelerate Your Sales With Aron GosselinData syncing is one of the functionalities that keeps a business running smoothly. If your marketing, sales and customer service are on the same page, everything else will work. 

In today’s episode, Aron Gosselin, Strategic Partnerships Manager at HubSpot, shares his experience helping hundreds of native SaaS integrations. You will learn the benefits of two-way sync of data and how HubSpot data sync works, illustrated by some use cases. 


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]]>Data syncing is one of the functionalities that keeps a business running smoothly. If your marketing, sales and customer service are on the same page, everything else will work. 

In today’s episode, Aron Gosselin, Strategic Partnerships Manager at HubSpot, shares his experience helping hundreds of native SaaS integrations. You will learn the benefits of two-way sync of data and how HubSpot data sync works, illustrated by some use cases. 


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]]>fd911c43-550a-40ea-b773-31943f4d538eMon, 16 May 2022 18:30:00 +100036:26falsefull394 - The 3 Stages Of Building Sales From Groups394 - The 3 Stages Of Building Sales From GroupsThere are all kinds of professional groups across social media platforms. We're mostly there to find solutions/help/advice from people who are or were in our shoes at some point. But do you know how to build sales from those groups? Paul shares three stages of building sales from groups and how you could apply them to your business.

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]]>There are all kinds of professional groups across social media platforms. We're mostly there to find solutions/help/advice from people who are or were in our shoes at some point. But do you know how to build sales from those groups? Paul shares three stages of building sales from groups and how you could apply them to your business.

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]]>fdb080d9-c540-46df-9ae2-cfa157207a41Thu, 12 May 2022 18:30:00 +100007:00falsefull393 - The Secrets To Attracting The Best Talent With George Brooks393 - The Secrets To Attracting The Best Talent With George BrooksHaving the best team on board is the key to success, but hiring is not an easy task. George Brooks is here to save the day. He is the CEO of Crema, a digital product agency specializing in design, technology, and innovation culture for the world's most creative-thinking organizations. In this episode, you will learn how to recruit amazing talent in a tight marketplace, what roles you really need to recruit, and how content works for sales and attracting high-quality talent.

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]]>Having the best team on board is the key to success, but hiring is not an easy task. George Brooks is here to save the day. He is the CEO of Crema, a digital product agency specializing in design, technology, and innovation culture for the world's most creative-thinking organizations. In this episode, you will learn how to recruit amazing talent in a tight marketplace, what roles you really need to recruit, and how content works for sales and attracting high-quality talent.

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]]>61f209f9-22bb-410d-a32f-cb44bb1e45a6Mon, 09 May 2022 18:30:00 +100042:50falsefull392 - How To Use Instagram Reels To Accelerate Sales With Corey Walker392 - How To Use Instagram Reels To Accelerate Sales With Corey WalkerIf you still think Instagram is not the platform for B2B companies, think again. Corey Walker reveals tons of actional tips, so business owners start using reels to grow their business. She is the president of The Marketing Specialist, co-author of Instagram for Dummies, Instagram for Business for Dummies, and a how-to guide for using Instagram to market your business. In this episode, we will all learn the benefits of using Instagram and LinkedIn to accelerate our sales and how you can get in front of new people by using reels. 

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]]>If you still think Instagram is not the platform for B2B companies, think again. Corey Walker reveals tons of actional tips, so business owners start using reels to grow their business. She is the president of The Marketing Specialist, co-author of Instagram for Dummies, Instagram for Business for Dummies, and a how-to guide for using Instagram to market your business. In this episode, we will all learn the benefits of using Instagram and LinkedIn to accelerate our sales and how you can get in front of new people by using reels. 

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]]>6e4e1998-dde2-4ab8-a3a9-575b3cf95d3dMon, 02 May 2022 18:30:00 +100042:03falsefull391 - Getting More Replies On Linkedin391 - Getting More Replies On LinkedinAre you one of the lucky ones who has never got a spammy pitch on LinkedIn? Very doubtful. We all get them, and we're all guilty of sending some of them. But in the pursuit of improving LinkedIn reply rates, Paul has tried different strategies. In this episode, he shares the best practices and the benchmarks you should be hitting, what is working for him at the moment, and how you could improve your rates.

 

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]]>Are you one of the lucky ones who has never got a spammy pitch on LinkedIn? Very doubtful. We all get them, and we're all guilty of sending some of them. But in the pursuit of improving LinkedIn reply rates, Paul has tried different strategies. In this episode, he shares the best practices and the benchmarks you should be hitting, what is working for him at the moment, and how you could improve your rates.

 

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]]>95a3ccc3-fcd5-4ddb-9dad-9620dd568b02Thu, 28 Apr 2022 18:30:00 +100013:14falsefull390 - Selling More Using Cold Email With William Wang390 - Selling More Using Cold Email With William WangIf you’re only doing LinkedIn outreach and want to open up to cold email, you need to listen to this interview. William Wang is here to explain why we should combine cold email and social selling to accelerate our sales. During this conversation with Paul, he shares insider tips on how you nail cold emails, such as not using your primary domain to send those emails. Willam is the founder of Growth Labz, and he specializes in helping B2B businesses get qualified leads to find their dream clients.

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]]>If you’re only doing LinkedIn outreach and want to open up to cold email, you need to listen to this interview. William Wang is here to explain why we should combine cold email and social selling to accelerate our sales. During this conversation with Paul, he shares insider tips on how you nail cold emails, such as not using your primary domain to send those emails. Willam is the founder of Growth Labz, and he specializes in helping B2B businesses get qualified leads to find their dream clients.

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]]>77193447-36d3-4fbe-95a7-cc0258935786Mon, 25 Apr 2022 18:30:00 +100038:59falsefull389 - Effortlessly Syncing Data Between Sales And Marketing Platforms With Markus Leming389 - Effortlessly Syncing Data Between Sales And Marketing Platforms With Markus LemingLinks


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]]>Links


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]]>b3a3551e-a730-48ba-b991-43b9d33c8c98Mon, 18 Apr 2022 18:30:00 +100031:05falsefull388 - Super Niche To Scale Faster388 - Super Niche To Scale FasterIf you’re still in the early days of growing or scaling your business, defining your ideal client profile could be your biggest challenge. You want to serve a broader audience and focus on a specific target market at the same time. Paul’s advice is to get super niche, and you’ll start seeing some traction in a few months. In this episode, he explains how he gets super niche using The 5 ones from Taki Moore and gives some real examples.

 

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]]>If you’re still in the early days of growing or scaling your business, defining your ideal client profile could be your biggest challenge. You want to serve a broader audience and focus on a specific target market at the same time. Paul’s advice is to get super niche, and you’ll start seeing some traction in a few months. In this episode, he explains how he gets super niche using The 5 ones from Taki Moore and gives some real examples.

 

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]]>4f05651b-f5e8-444c-9446-8e8b00a62a9bThu, 14 Apr 2022 18:30:00 +100010:08falsefull387 - The Future Of Martech With Dan McGaw387 - The Future Of Martech With Dan McGawMarketing Technology, better known as MarTech, is getting bigger and bigger as business owners look for the right tools to achieve their business and marketing goals. Dan McGaw, the godfather of MarTech, is here today to share his wisdom on picking the right apps from an ocean of 9,400 currently available. He also shares some MarTech that you've probably never heard of but should be using, the future of MarTech, and the role that marketplaces will play. 

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]]>Marketing Technology, better known as MarTech, is getting bigger and bigger as business owners look for the right tools to achieve their business and marketing goals. Dan McGaw, the godfather of MarTech, is here today to share his wisdom on picking the right apps from an ocean of 9,400 currently available. He also shares some MarTech that you've probably never heard of but should be using, the future of MarTech, and the role that marketplaces will play. 

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]]>f424de93-e150-4501-95d6-538fd4f60ea8Mon, 11 Apr 2022 18:30:00 +100028:44falsefull386 - How To Structure An Investment Call To Close More Sales386 - How To Structure An Investment Call To Close More SalesThe investment call is the result of a lot of work on your and your team's behalf. So if you got to this point, you better do it right to close more sales. During this solo show, you will learn what exactly is an investment call and what is the structure I came up with after all my years of sales experience. 

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]]>The investment call is the result of a lot of work on your and your team's behalf. So if you got to this point, you better do it right to close more sales. During this solo show, you will learn what exactly is an investment call and what is the structure I came up with after all my years of sales experience. 

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]]>43738452-7b10-4247-b831-3f9e5814be8fThu, 07 Apr 2022 18:30:00 +100010:01falsefull385 - Lessons From Scaling And Exiting A Salesforce Partner Business With Andrew France385 - Lessons From Scaling And Exiting A Salesforce Partner Business With Andrew FranceLinks


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]]>ed2a465b-3f72-492a-a998-3c07f6ae5ee6Mon, 04 Apr 2022 18:30:00 +100035:41falsefull384 - The 80/20 Of Closing Sales384 - The 80/20 Of Closing SalesHave you heard of 'The result itself is only a means to an end'? During this episode, Paul explains what is the 80/20 of closing sales that most business owners might be missing. He also gives examples and shares a resource where you can find out more about it.

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]]>Have you heard of 'The result itself is only a means to an end'? During this episode, Paul explains what is the 80/20 of closing sales that most business owners might be missing. He also gives examples and shares a resource where you can find out more about it.

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]]>2a2d1ed3-3243-42d6-981e-afb9d1ca6cf4Thu, 31 Mar 2022 17:30:00 +100007:51falsefull383 - Get 300% Increase In Sales With Personalized Video With Bethany Stachenfeld383 - Get 300% Increase In Sales With Personalized Video With Bethany StachenfeldVideo email is becoming the standard when looking to personalise your communication. During this interview, Bethany Stachenfeld, co-founder of Sendspark, shares details on a product they created to help sales teams to connect to customers and build relationships using personalised video.

You will learn 30 to 300% increase in your sales by using personalised video, but most importantly, where to use video and what videos to send in your sales funnel. Finally, Bethany shares how Sendspark uses video analytics to improve your sales follow-up, ultimately improving your conversion.


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]]>Video email is becoming the standard when looking to personalise your communication. During this interview, Bethany Stachenfeld, co-founder of Sendspark, shares details on a product they created to help sales teams to connect to customers and build relationships using personalised video.

You will learn 30 to 300% increase in your sales by using personalised video, but most importantly, where to use video and what videos to send in your sales funnel. Finally, Bethany shares how Sendspark uses video analytics to improve your sales follow-up, ultimately improving your conversion.


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]]>9aa11319-8a71-42c8-951d-dc8554b82039Mon, 28 Mar 2022 17:30:00 +100030:05falsefull382 - 29 Years Of Business Lessons To Help You Scale382 - 29 Years Of Business Lessons To Help You ScaleDuring Paul’s 29 years in business, in corporate and as a business owner, he documented daily reflections to learn from his experiences. In this solo show, he shares some of the lessons he learned along the way.

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]]>During Paul’s 29 years in business, in corporate and as a business owner, he documented daily reflections to learn from his experiences. In this solo show, he shares some of the lessons he learned along the way.

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]]>ccf6bdd4-551b-4ca9-9c36-a6cb166e2a93Thu, 24 Mar 2022 17:30:00 +100012:58falsefull381 - Get 30 Leads A Month To Your Cloud Consulting Business Leveraging Youtube With Paul Minors381 - Get 30 Leads A Month To Your Cloud Consulting Business Leveraging Youtube With Paul MinorsUnless you’ve been living under a rock, you’ve heard how video is a great source of leads. Paul Minors, a productivity consultant, is here to confirm that. He started his YouTube channel as a part-time job, and now he has over 21,000 subscribers.

In the conversation with Paul Higgins, he shares some tips on creating a YouTube channel that brings you lots of qualified leads every month. But he also reveals that the secret to converting those leads is the art of follow-up. He gives a brilliant process of how he does it and how you can close more deals. Finally, Paul Minors explains how you can scale your income through a combination of online courses and group coaching.

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]]>Unless you’ve been living under a rock, you’ve heard how video is a great source of leads. Paul Minors, a productivity consultant, is here to confirm that. He started his YouTube channel as a part-time job, and now he has over 21,000 subscribers.

In the conversation with Paul Higgins, he shares some tips on creating a YouTube channel that brings you lots of qualified leads every month. But he also reveals that the secret to converting those leads is the art of follow-up. He gives a brilliant process of how he does it and how you can close more deals. Finally, Paul Minors explains how you can scale your income through a combination of online courses and group coaching.

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]]>734aa7c4-2e4d-4c2d-9fc5-d53d3cd337e9Mon, 21 Mar 2022 17:30:00 +100039:34falsefull380 - 10 Ways To Be A Better Leader380 - 10 Ways To Be A Better LeaderIn this episode, Paul explains why leadership is so important in sales and shares 10 ways you can implement to become a better leader. And it all comes from his 28 + years of experience, where he made some mistakes but learned along the journey. But this is a journey he is still on to learn how to lead his team and clients. Key learning: Don’t try to do it all by yourself.

 

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]]>In this episode, Paul explains why leadership is so important in sales and shares 10 ways you can implement to become a better leader. And it all comes from his 28 + years of experience, where he made some mistakes but learned along the journey. But this is a journey he is still on to learn how to lead his team and clients. Key learning: Don’t try to do it all by yourself.

 

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]]>f9a2765e-007a-46cc-aba3-d00891e7c496Thu, 17 Mar 2022 17:30:00 +100014:20falsefull379 - How To Build Trust And Context To Win B2B Sales With Tony Hughes379 - How To Build Trust And Context To Win B2B Sales With Tony HughesIf you are in the cloud and technology space and your clients struggle to commit at the executive level to treat your solution as a change program and drive it effectively, you need to listen to Tony Hughes. He has 35 years of sales experience, mainly in the cloud and technology. He has also written three bestselling books and was voted in the top three sales experts on LinkedIn. His suggestion: A consultative approach to selling.

 

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]]>If you are in the cloud and technology space and your clients struggle to commit at the executive level to treat your solution as a change program and drive it effectively, you need to listen to Tony Hughes. He has 35 years of sales experience, mainly in the cloud and technology. He has also written three bestselling books and was voted in the top three sales experts on LinkedIn. His suggestion: A consultative approach to selling.

 

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]]>75dcddbc-a0d6-4885-a932-84b09c13c723Mon, 14 Mar 2022 17:30:00 +100039:09falsefull378 - Mining Your Network To Scale Your Business378 - Mining Your Network To Scale Your BusinessAre you switching gears to scale your business? Are you coming up with a new ideal client? If you’ve been building your network over the years, there’s no need to panic. All you have to do is mine your network. In this episode, you will learn why you should start by mining your network, how to do that, and some examples and success stories.

 

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]]>Are you switching gears to scale your business? Are you coming up with a new ideal client? If you’ve been building your network over the years, there’s no need to panic. All you have to do is mine your network. In this episode, you will learn why you should start by mining your network, how to do that, and some examples and success stories.

 

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]]>23cf2d3e-21fb-4b87-8302-353b52bd4a94Thu, 10 Mar 2022 17:30:00 +100010:24falsefull377 - How To Scale And Exit Your Business With Tony Whatley377 - How To Scale And Exit Your Business With Tony Whatley Links


 

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]]> Links


 

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]]>33a08550-613f-4be6-b373-d44c6ffcbd5fMon, 07 Mar 2022 17:30:00 +100047:38falsefull