Paul Higgins Podcast

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

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

Resources and Links

• paulhigginsmentoring.com/deals
• Previous episode: 607 - More Deals, Less Drama: How AI Revolutionizes Outreach for SaaS Consulting Partners with Casey O’Toole
• Check out more episodes of The Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

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

If you’re still stuck doing manual outreach—or your LinkedIn automation tools leave you hanging once someone replies—this episode is your upgrade. I sit down with Casey O'Toole from LinkyBot.ai, who’s built a smarter AI assistant that doesn’t just start conversations but keeps them going in your voice until the prospect books a call.

Casey shares how LinkyBot helps SaaS Consulting Partners like Salesforce, HubSpot, and Zoho agencies move from ghosted messages to real pipeline by automating LinkedIn conversations after the reply—without putting your brand at risk. We talk personalization, tone training, inbox management, and how AI actually frees you to focus on strategy and closing.

About Casey O'Toole

Casey is an innovative leader in the tech consulting space, specializing in SaaS partnerships and digital strategy. As the driving force behind LinkyBot.ai, Casey empowers businesses to leverage AI-driven solutions for streamlined operations and enhanced client engagement. With a passion for bridging technology and business growth, Casey’s insights are a game-changer for tech consultants and SaaS partners looking to stay ahead in a rapidly evolving landscape.

Resources and Links

• Linkybot.ai
• Casey's LinkedIn profile
• Casey’s Facebook profile
• Follow Casey on Instagram: @linkybot_ai
• Yotutube Channel: LinkedIn Alchemist
• Previous episode: 606 - Beyond the Owner Bottleneck: Systematizing Your SaaS Consulting Firm with AI with Andy Forbes
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

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

If you’re overwhelmed by the AI noise but still wondering how to actually apply it to Salesforce delivery, this episode is for you. Andy Forbes, VP at Capgemini and co-author of ChatGPT for Accelerating Salesforce Development, joins me to share how his team is using AI today to drive real client outcomes—from building 83-page implementation playbooks to treating ChatGPT like a memory-enabled coworker.

We dive into why most AI tools still fall short for Salesforce consultants, how to structure AI processes that actually save time, and why the emerging trend of AI Process Engineering will reshape consulting roles. Whether you're hands-on in delivery or running a firm, you'll walk away with practical strategies to stay ahead without getting lost in the AI hype.

About Andy Forbes

Andy Forbes is the lead author on a book about the use of Artificial Intelligence for IT project delivery.  He specializes in bridging the gap between business strategy and cutting-edge technology. Andy's career has been defined by a relentless focus on crafting innovative solutions that drive measurable outcomes for global organizations, spanning SaaS, AI, and digital transformation. Today, he is dedicated to advancing the integration of generative and predictive AI into IT project delivery and helping organizations harness the transformative potential of these technologies. His work includes pioneering AI tools to accelerate delivery teams, designing architectures that embed AI into enterprise landscapes, and writing books and thought leadership pieces on the future of AI-driven delivery and capabilities. Andy is passionate about fostering collaboration and mentoring teams to deliver excellence at scale, across implementing IT solutions, developing AI-powered applications, and creating delivery methodologies that redefine what’s possible.

Resources and Links

• Capgemini.com
• Andy's LinkedIn profile
• Andy’s book: ChatGPT for Accelerating Salesforce Development
• Previous episode: 605 - You Can't Own a Niche You Don't Understand
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Quick rejections. Ghosted follow-ups. Deals that vanish after a seemingly great call. Sound familiar? In this solo episode, I dig into the real reason your sales aren't landing—you're not speaking your clients' language. It’s not your solution that’s off—it’s your understanding of how your niche buyers actually make decisions. I share lessons from my time at Coca-Cola and walk you through a step-by-step approach to gaining deep insight into your niche so you can win more deals, faster. If you want to move from “they don’t get us” to “you read my mind,” this one’s for you.

Resources and Links

• paulhigginsmentoring.com
• 388 – Super Niche To Scale Faster
• Previous episode: 604 - Why Your Client’s Outbound Isn’t Working—and the Data-Driven Fix That Is with Jordan Crawford
• Check out more episodes of The Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

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

If your clients aren’t getting results from outbound, the problem isn’t the tools—it’s the messaging. In this episode of the Paul Higgins Podcast, I speak with Jordan Crawford from BlueprintGTM.com, who shows us how to flip the script on outbound by building data-backed messages that resonate. Jordan shares how vertical SaaS companies are generating replies by engineering relevance at scale, structuring insights into high-value messages, and rethinking personalization entirely. Whether your clients use Salesforce, Zoho, HubSpot or another CRM, this episode will help you position your services as a growth driver—not just a tech install.

About Jordan Crawford

Jordan Crawford is an advisor at companies like Clay and Tennr, and works with startups to help them design data-driven messages that are independently valuable to their prospects for vertical SaaS companies.

Resources and Links

• Blueprintgtm.com
• Cannonballgtm.com
• Cannonballgtm.substack.com
• Jordan's LinkedIn profile
• Previous episode: 603 - Unlock 95% Open Rates with SMS withLee Weinberger
• Check out more episodes of the Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

Why you should listen

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

Email open rates are declining. If your clients aren’t seeing replies from their outreach, it’s time to rethink the channel. In this episode, I sit down with Lee Weinberger, sales leader at Sinch Engage, to explore how SMS and MMS messaging is transforming client engagement—especially for CRM-integrated partners like Salesforce, HubSpot, and Zoho. Lee breaks down why mobile-first communication isn't just the future—it's the now. If you're a SaaS Consulting Partner looking to expand your offer stack or boost results for your clients, this is the episode for you.

About Lee Weinberger

Lee Weinberger leads the sales team at Sinch Engage, a solution of communications tools for businesses.  They specialize in conversational and automated messaging for SMS/MMS/RCS which exists as a stand-alone web product and an integrated tool into the leading CRM systems (HubSpot, Salesforce, Zoho, Netsuite, Active Campaign, Shopify).  Sinch also provides Email and Voice functions to round out the suite of communications functions.  Lee resides in Denver CO, and sells into the North American market, but Sinch as a company has a global reach with offices around the world.

Resources and Links

• Engage.sinch.com
• Messagemedia.com
• Lee's LinkedIn profile
• Talk to Lee
• Email Lee at: [email protected]
• Previous episode: 602 - Stop Forcing Marketing You Hate—Play to Your Strengths Instead
• Check out more episodes of The Paul Higgins Podcast
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• Join our newsletter
• Suggested resources

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

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

Resources and Links

• paulhigginsmentoring.com
• Book: The Tao of Coaching
• Previous episode: 601 - Why Most Salesforce Partners Miscalculate Customer Acquisition Costs with Paul Wnek
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

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

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

About Paul Wnek

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

Resources and Links

• Expandap.com
• Paul's LinkedIn profile
• Book a demo here!
• Previous episode: 600 - From Bootstrap to 7 figures: Building a NetSuite Powerhouse Through Marketing with Nathan Garing
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

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

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

About Nathan Garing

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

Resources and Links

• Saloraerp.com
• Nathan’s LinkedIn profile
• Salora ERP on LinkedIn
• Previous episode: 599 - ​​What I Actually Do And Why It Matters to You
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

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

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

I explain my three-lever framework for transformation:

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

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

Resources and Links

• Talk with Paul
• paulhigginsmentoring.com/deals
• Book: The Tao of Coaching
• Previous episode: 598 - Breaking Into Trade Associations: A Tech Consultant's Guide with Chris Vaughan
• Check out more episodes of The Paul Higgins Show
• Subscribe to our YouTube channel: @PaulHigginsMentoring
• The Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources