Paul Higgins Podcast

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

Resources and Links

• Better Proposals
• PandaDoc
• Qwilr
• GetAccept
• Previous episode: 577 - The Essential Role of Business Analysis in Tech Consulting with Vanessa Grant
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

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

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

About Vanessa Grant

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

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

Resources and Links

• Vanessa's LinkedIn profile
• Vanessa on X: @rlvanessagrant
• Join the Salesforce BA Virtual Community here!
• Previous episode: 576 - Salesforce + Inventory: The NAO ERP Solution with Wayne Macartney
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

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

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

About Wayne Macartney

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

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

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

Resources and Links

• Nao-erp.com
• Bricoleurtech.com
• Wayne's LinkedIn profile
• Previous episode: 575 - The Art of Asking $300K Questions: Sales Skills for Tech Consultants
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

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

Resources and Links

• ChatGPT
• Claude.ai
• Previous episode: 574 - Revolutionizing Customer Care: How AI is Outpacing Old-School Software with Alex Levin
• Share your feedback on the podcast!
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

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

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

About Alex Levin

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

Resources and Links

• Regal.io
• Alex's LinkedIn profile
• Previous episode: 573 - Beyond Borders: Leveraging Overseas Talent to Boost Your Tech Consultancy with Andrew Jacoby
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

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

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

About Andrew Jacoby

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

Resources and Links

• Goodshepherdstaffing.com
• Andrew’s LinkedIn profile
• Good Shepherd Staffing on X: @goodshepherdnow
• 550 - Demystifying Outsourced SDRs: Key Insights for Success with Filip Popov
• Previous episode: 572 - The Tech Consultant's Marketing Playbook: From Overwhelmed to Overbooked
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

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

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

Resources and Links

• Marketing Plan Playbook
• Share your feedback on the podcast!
• Previous episode: 571 - Unlocking Revenue Potential: How Clay Revolutionizes Client Data Management for Tech Consultants with Yash Tekriwal
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

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

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

About Yash Tekriwal

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

Resources and Links

• Clay.com 
• Yash’s LinkedIn profile
• Learn all the fundamentals you need to navigate Clay seamlessly
• Previous episode: 570 - Fix Any Process With The M4 Method with Derrick Mains
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

Why you should listen

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

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

About Derrick Mains

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

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

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

Resources and Links

• Theprocessfixer.com
• Derrick’s LinkedIn profile
• Previous episode: 569 - AI-Powered Content Creation for Time-Strapped Tech Consultants 
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you

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

Resources and Links

• Claude 3.5
• Monica.im
• Magai.co
• The AI Explored Podcast
• Previous episode: 568 - From Hip Hop to High Tech: Mastering ServiceNow with Merv Small
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources
• Find out more about Paul and how he can help you