The Paul Higgins Show

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.

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Gain valuable insights from Jon Ferrara, who has decades of experience in the CRM industry, including founding one of the earliest CRMs, GoldMine.Learn about the next evolution of CRM systems, which focus on building relationships across entire businesses rather than just enhancing sales processes.Discover a special offer from Jon, providing you with tools to effectively enhance your business and client relationships.

In this episode, Jon Ferrara, a pioneer in the CRM industry and founder of Nimble, shares his extensive knowledge and experience. He discusses the transformation of customer relationship management systems and how his current venture, Nimble, innovates to serve sales teams and entire organizations. Jon emphasizes using CRMs to build meaningful business relationships rather than just managing sales data.

About Jon 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).

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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.Discover the concept of adaptive change and its significance in achieving sustainable organizational success beyond mere technological implementations.Gain valuable strategies from Ben's "four minds" model to navigate uncertainty, streamline operations, and capitalize on growth opportunities effectively.

Are you ready to revolutionize your organization's approach to change? In this episode, Ben Stroup introduces the transformative concept of adaptive change through the lens of the "four minds"—strategy, Operations, Technology, and Data. He highlights how a holistic approach navigates uncertainty and leads to remarkable growth. Ben emphasizes the importance of adoption as the accurate measure of success and stresses the critical role of strategic execution in turning ambitious goals into reality. Discover the keys to resilience and innovation in this insightful discussion.

About Ben 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.

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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.

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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.Strategic Email Marketing Insights:Discover the dos and don'ts of email marketing, learning how to create emails that genuinely engage your audience rather than ending up in the spam folder.Future of AI in Marketing:Get a glimpse into the evolving role of AI in marketing automation, including practical tips on how to leverage AI today and predictions for how it will shape marketing strategies in the near future.

In this episode, we dive deep into the world of marketing automation with Laine Belcastro from LMB DigiMarketing. Laine, a seasoned digital marketer, shares her extensive experience navigating the technical complexities and strategic intricacies of marketing automation platforms. From discussing the importance of choosing the right platform to offer valuable tips on email strategy and the role of AI in marketing, Laine provides a comprehensive overview to help you enhance your marketing efforts. Whether you're a tech consultant looking to bolster your clients' marketing strategies or a business owner seeking to improve your own, Laine's insights will guide you toward more effective and engaging marketing automation solutions.

About Laine 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.

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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.Expert Insights from Mark Good: With a decade of experience and a passion for AI since 2015, Mark shares his journey and mission to accelerate AI adoption in business processes, offering a unique perspective on combining business acumen with AI development.Practical Solutions for AI Training:This episode offers practical advice and solutions for individual professionals and organizations aiming to enhance their AI capabilities.

In this episode, we dive into one of the hottest topics in our industry – training your team on AI advancements, especially within the Salesforce ecosystem. Mark Good, the founder of AI Force, shares his extensive experience and unique approach to accelerating the adoption of AI in business processes. Mark's insights into the challenges professionals face, from cutting through the noise to understanding the essential skills needed for AI, are invaluable for anyone looking to enhance their team's AI capabilities. Join us as we explore how to navigate the rapidly evolving world of AI and ensure your team is prepared and excels in implementing AI solutions.

About Mark 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. 

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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?

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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.Efficiency and Quality Combined:Discover how Tella offers the perfect balance between ease of use and professional-quality video production, saving you time without compromising on the impact of your content.Stay Ahead with AI:Gain insights into the future of video editing and content creation with AI and how Tella is leading the charge in making advanced video production accessible to everyone.

Looking to elevate your business with the power of video? In this episode, we dive into the game-changing impact of video on your business. Grant Shaddick, co-founder of Tella, reveals how they are revolutionizing how small businesses, startups, and freelancers use video to connect with clients, streamline their sales process, and enhance their online presence. Discover the secrets to creating high-quality video content effortlessly, the advantages of Tella over traditional editing software, and the future of video in business with AI advancements.

About Grant 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.

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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.Expert Strategies for Social Media:Gain insights into crafting and executing a social media strategy that defines your brand's value and showcases your expertise.Real-world Business Growth Tips:Peter shares actionable advice on how businesses can leverage their unique stories and values to grow their online presence and win over significant deals.

In this episode, I sit down with Peter G. Goral to explore how businesses, especially tech consultants, can stand out in a crowded market. With over a decade of experience, Peter shares his insights on cutting through the noise and reaching target audiences. We dive into his three-stage program, which focuses on awareness, education, and engagement, aiming to define brand value and voice while creating content that showcases experience and attracts new clients. Peter's mission is to empower businesses to reach their full potential by growing their online presence and reputation. Join us as we uncover the secrets to winning over major deals and making your business truly stand out.

About Peter G. 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.

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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.

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Jhana shares her vast experience transforming businesses through effective operations, consulting, recruitment, and training.Learn how to identify and empower a second in command to take over daily operations, allowing you to focus on growth and personal goals.Get inspired by success stories of entrepreneurs who have scaled their businesses while reclaiming their time and freedom.

Are you feeling trapped in your success, missing out on personal experiences due to your business's heavy dependence on you? In this episode, Jhana Li from Spyglass Ops reveals how to build a second in command to regain personal freedom and achieve your ambitions. Discover operational strategies for seven to eight-figure digital entrepreneurs aiming to scale their businesses without being bogged down by day-to-day tasks.

About Jhana 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.

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​​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.

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Gain direct insights on how to prepare your business for a successful exitLearn about the critical steps in setting up your business for M&A transactionsLearn about aligning personal goals with business strategies and the significance of simplicity and focus in scaling your business effectively for an eventual lucrative exit.

Are you pondering the right time for an exit or how to prepare your tech consulting business for sale? Alex MacKay from Techquity Advisors brings a wealth of experience from the enterprise software and services sector to the table. Throughout the episode, he offers valuable insights into setting up for success, understanding market readiness, and navigating the complexities of M&A scenarios. Whether just starting to consider an exit or actively planning for one, Alex's guidance is indispensable for achieving strategic objectives and ensuring a profitable entry.

About Alex 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.

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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.

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Understand the importance of differentiating their services in a competitive market.Learn how focusing on a specific niche, like education, can lead to substantial business growth and client retention.Gain insights into creating a successful business model that integrates training and consulting for maximum client value and satisfaction.

Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting market. This episode is a goldmine for tech consultants seeking insights on differentiation, growth, and leveraging education for business success.

About Peter 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.

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Discover real-life, effective methods that transformed a tech consultancy from near-collapse to substantial growth.Gain insights from Bryan Willman's experience with executive coaching and the EOS framework, offering valuable lessons in business leadership and management.Learn about the innovative 'Support as a Service' approach and its impact on recurring revenue, a crucial aspect for any tech consulting firm.

In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino, explores this critical question. Bryan shares his personal journey of facing severe financial challenges and how he successfully navigated through them. Learn about the three pivotal decisions that transformed his situation. Ideal for tech consultants, this episode offers valuable insights into strategic pivoting, effective leadership, and building a resilient business model. Join us to discover how to turn potential defeat into a story of triumph and growth.

About Bryan 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.

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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!

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Learn strategies to steer your Salesforce consultancy through economic downturns successfully.Alex Bariyev shares invaluable insights from his extensive experience, offering practical advice for resilience and growth.Get actionable steps to optimize operations and expand your business during tough economic times.

In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your business. Our guest, Alex Bariyev, VP of Consulting at AquivaLabs, delves into effective strategies for increasing revenue during challenging times. With his extensive experience in Salesforce consulting, he shares insights for surviving and thriving in downturns. These strategies aren't just temporary fixes but essential practices for consistent growth in any economic climate. Tune in to gain actionable tips to bolster your tech consulting business amidst uncertainty.

About Alex Bariyev 

Alex Bariyev is the VP of Consulting at Aquiva Labs - one of Salesforce’s most experienced Product Development Outsourcer Partners. They assist in designing, developing, building, and maintaining strategic state-of-the-art Salesforce applications for ISV partners.

Alex is an Expert Navigator PDO and also a Summit Salesforce Consulting Partner.

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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!

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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.

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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.

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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.

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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.

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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!

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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.

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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.

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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.

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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.

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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.

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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

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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!

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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).

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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.

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​​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

Get the visual at  paulhigginsmentoring.com/gamechangersPlaybook updates newsletter in notes  Reach out if you want help to implement them today 

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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:

Self-generated leads through strategic partners Why does he have a dedicated marketing person, and what do 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.

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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:

Why go with fractional salesHow to best use it 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.

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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

Stop thinking the volume of content is the problem Agree the true problem is self-assessment Talk to someone or ask me for someone

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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:

Why acquire Finding the right company and team to make it happen 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.

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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:

A hidden gem of a country How managed services work 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.

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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

Download the Self-generated lead sources playbook Action one Ask me questions

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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.

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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:

The Canadian loan program Who are eligible 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.

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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

Download the ICP resource Take one action on one of the five  Make it public

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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.

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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:

​​Why consistency is the key What media assets to create 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.

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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

Download the Video pre-sales call playbook Create one Embed the process 

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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:

Why salesforce multi-cloud Sources of growth 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. 

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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:

How SF and Pardot can work seamlessly Who is a great fit for it 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?”

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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

Download the case study builder fromwww.paulhigginsmentoring.com/casestudy.Create compelling case studies using the provided guide.Embed the case study process into your sales strategy.

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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:

3 core values At-risk comp model 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. 

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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:

How to pick a vertical and match them where they are at Breakfast events soup to nuts Why investing funds upfront is the right decision to make 

About Vincent 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.

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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

Assess your marketing assets and be honest with yourselfLearn the “category of one” positioningSpeed up your results with focus, the right mentoring, and accountability

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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:

The one question you should ask in an interview What candidates are looking for in their next leader How to avoid 'pink flags' in an 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.

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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.

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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

Look at what a commercial rate would be for youSpeak to your accountantGet a financial advisor or speak to them

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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:

What data are key stakeholders looking for How you, as a Cloud Consultant can, partner to provide that data How AI and machine learning can be leveraged by having the right data

About Aron 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.

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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:

How to research 5-sentence email and add value 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.

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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

Stop doing what you can and focus on what you should Train your team on the 1:3:1 ruleStick to it (60 days) Send me how you used it

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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.

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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:

Why use an outsourced dev team  for app developmentDifferent types of apps  - hybrid and native How to get the best out of Indian developers How Artificial Intelligence and Machine learning will develop and how to get ahead of the 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.

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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

Don't buy into the myth you don't have enough time Work on what matters most Get some help

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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:

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.

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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:

Who is the next generation of talent How to source them 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.

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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

Start research today Send me what you liked make the launch public

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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;

How he builds consistent leads from Salesforce and how to get to the front of the co-sell queue. His learnings are from building a youtube channel with 500K views and 2MM minutes of watch time. The actions he is taking to build a high-performing culture. 

About Shell 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)

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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

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.

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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

Get out of your way Get some help - talkpaul.com

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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; 

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.

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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;

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.

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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

Cover why, what, and how PDPSee an example; email me at paul@paulhigginsmentoring.comBook your first today - progress, not perfection 

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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;

Key timeline highlights: 

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.

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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. 

Goal RhythmIterate logTeam   

She also covers the importance of consequences and how group accountability works.

Tanya’s background 

Tanya dove head first into the marketing world and have collected over fifteen years of international/US experience with companies such as Nike and the US Olympics. She then started her first company at 25 and grew it to over $1 million in revenue in the first year. Since then, she has founded, bootstrapped, sold, and invested in five companies. She enjoys running and traveling; she has been to over 42 countries.

She is currently on a mission to improve the success rate of small businesses. This mission is the genesis of OwnersUP, a platform for owners to team up and scale faster.

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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.

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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. 

Plan and prepare Role plays 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.

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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. 

Hiring the right managersHaving the right systems in place 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.

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The other day, I was at the gym and wanted to move from supporter weights to free. I went and grabbed a personal trainer and asked her if she could help. She asked me what I wanted to achieve, what I was currently doing, and how committed I was to the training. And then she gave me one new exercise. She demonstrated it and then asked me to teach her how to do it. It is very similar to what I do as a mentor.

People ask me the difference between a coach and a mentor. I am a qualified coach and have mentored in my corporate life and myself. Here is an example to explain how I see the two:

Coach - Holds glass in different ways to see what liquid is inside. The liquid is owned by the coachee. A coach doesn't give advice - gets the coachee to see different perspectives.

Mentor - Knows what glasses to use for what occasions and shares experiences.

Both are used, but there is a difference. I like to mentor as I have built and sold a cloud consulting business, so I draw on those experiences.

Five steps 

Step one - Trust 

A mentor and mentee relationship is built on trust. To gain trust, it helps to see what is behind the guard. I ask questions and dig into what drives them and what will change their lives. Also good to know the family as they directly impact and benefit from the change.

Step two - Honesty corner 

Do a diagnostic to benchmark what is working, what isn't, and what can be added—Benchmark against the blueprint - Business model /Sales and marketing engine and High performing team. 

Two key areas of focus - Financials and ICP. Financials don't tell white lies - owners do. ICP is the hardest decision you make, and the rest follows.

Step three - Focus 

Set 90-day goals and strategies from the diagnostic. 

Step four - Accountability 

Weeky calls covering wins, new deals, Existing clients, plans, and 3 key action items. Notes taken and calls recorded.

Step five - Unfair advantage 

I know you're already busy and don't need more work. My team will help you. I've got frameworks, experts, and a network you can leverage. As an African proverb says - Go fast alone - go far together.

A mentor should help you make life-changing decisions based on their experience and considering your circumstances.

Like to experience a free strategy session, book a call at talkpaul.com 

Agree if it is right for you before proceeding.

Key actions from today:

Look for a mentor Book a call for me to help talkpaul.com 

Please follow me on Linkedin to get content specifically for Cloud Consultants.

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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;

His disciplined approach to qualifying clients His success with Linkedin AdsBuilding a fantastic culture 

Finally, a must-listen is his learning of climbing 50 of the tallest mountains on earth  - including Mount Everest and how it helps him to scale his business (pardon the pun 😉). 

Steve’s 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.

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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.

Value of picking a niche The three legs of the stool to a successful cloud consulting bizWhat marketing activities work 

Barry’s background 

Barry is a Leader in hi-tech consulting, staffing, services, and solutions who understands how to motivate multiple sales teams and develop rewarding client relationships. 

In ten years has grown his Microsoft Gold business by 600% and has plans to meet 1600% in 13 years. 

Has a direct team of 30 employees and 30 consultants. 

Canadian and has lived in Ottawa for 36 years, and is the fastest 62 old swimmer in any pool.

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In this episode, I talk through the change in podcast name from Accelerate Sales to Cloud Consultants. 

Why the Change?

Before I continue, I would like to talk about the scaling blueprint for Cloud Consultants. 

Ebook from my experience scaling and selling and coaching others to do the same Compare your business model, sales engine, and team

So what will stay the same?

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

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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: 

Why do only 9% of Linkedin user post, and what are they missing out onHow LinkedIn content drives more revenue How to maximize your posts outcomes

Kotryna’s 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. 

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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.

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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

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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:

What topics would you like me to cover in the next solo podcast? 

Email me your ideas to paul@paulhigginsmentoring.com

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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.

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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:

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.

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Hello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445

Today's topic is

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

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 

++++++++++

What about you? 

What can you start with less this year? 

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40-60% of deals are lost due to no decision. 

This is typically after a purchase journey with you, demos, legal - the whole lot, and they still don’t make a decision. 

Taking a large amount of time on both sides.

They have stated the status quo is not good enough, but nothing ends up happening. 

You need 2 playbooks - one for the status quo and one for no decision. 

Too many salespeople dial up the FOMO of missing out. 

84% of the time, using this technique will kill the deal.  

This is why you need a no-decision playbook. 

Matt walks us through the three fears of no decision.

Fear of not knowing what to buyFear of not having enough homework You might not see the benefits 

And how to overcome them.  

Laid out in the name of the book - The Jolt effect. 

Judge = Judging the level of indecision. 

Offer = Offering your recommendation. 

Limit = Limit the exploration. 

Take = Take the risk off the table.

Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. 

He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr and Korn Ferry Hay Group, as well as the research firm CEB (now Gartner). 

He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500

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If you are doing services and have an idea to productize it, this is the podcast for you. 

We cover:

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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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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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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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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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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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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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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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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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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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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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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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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