Paul Higgins Podcast

Why you should listen

1. Learn proven techniques to differentiate your business in a saturated market and attract the right clients.
2. Discover how David's scientific approach to sales can help you refine your messaging and connect with clients on a deeper level.
3. Gain insights into the challenges partners face today and how to overcome them with effective sales strategies.

Are you struggling to stand out as a partner in a crowded marketplace? Feeling like your solutions are just blending in with the rest? In this episode, I sit down with David Priemer from Cerebral Selling to discuss how you can break through the noise and differentiate yourself as a partner. David shares insights from his unique journey from science to sales and reveals strategies to leverage your strengths and elevate your business above the competition. Whether you're a Salesforce partner or part of another platform ecosystem, this episode is packed with actionable advice to help you rise above the rest.

About David Priemer

Like most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.

Today, as the Founder of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. 

Often referred to as the "Sales Professor", David is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.

Resources and Links

• Cerebralselling.com
• David’s LinkedIn profile
• David's Books: Sell The Way You Buy and The Sales Leader They Need
• ChatGPT
• Perplexity
• Previous episode: 557 - Unlocking Your Potential with the Tech Collective
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources

Feeling isolated, overwhelmed, and unsure of how to scale your tech consulting business? In this episode, I tackle these common challenges head-on by introducing the Tech Collective. I share how joining a community of peers can provide fast answers, proven shortcuts, and exclusive experiences to help you overcome obstacles and accelerate your growth. Tune in to discover how you can unlock your potential by leveraging the power of community.

Resources and Links

• Join the Tech Collective
• Episode 549 - Expert Outreach Strategies to Drive Top of Funnel Success with Tom Simpson
• Previous episode: 556 - Discover the Power of Slack: More Than Just a Messaging Tool with Laurence Fitch
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring Youtube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Why you should listen

1. Learn how Slack can go beyond messaging and become a central collaboration hub for your business.
2. Learn practical examples of how companies use Slack to streamline operations and improve efficiency.
3. Get tips and strategies from a Slack veteran on leveraging the platform for maximum business impact.

Do you still see Slack as just a messaging tool? In this episode, I sit down with Laurence Fitch from Bryd.io to uncover how Slack can be so much more. We dive into how businesses can transform operations by fully utilizing Slack’s capabilities, from seamless integrations to workflow automation. Lawrence shares his unique insights from his experience at Salesforce and Slack, helping you understand how to turn Slack into a powerful collaboration hub for your organization and clients.

About Laurence Fitch

With over 10 years of experience in sales and consulting, Laurence is a co-founder of Bryd, a Slack consultancy focused on optimizing workplace experiences and dedicated to helping organizations harness the power of Slack. 

Leveraging his background as a former employee of Slack and Salesforce, he deeply understands how to effectively utilize Slack within an organization to create a connected collaboration hub that centralizes notifications and streamlines processes. 

His mission is to empower employees and customers to be productive and satisfied, regardless of location.

Resources and Links

• Bryd.io
• Laurence's LinkedIn profile
• Pavillion
• Slack Community
• Previous episode: 555 - Leveraging Industry Experience and ERP Solutions to Amplify Business Growth with Jamie L. Smith
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources

Why you should listen

1. Learn Jamie's approach to selecting and integrating new ERP systems for growing businesses.
2. Hear about Jamie's personal journey and the challenges she overcame in expanding her SaaS partnerships.
3. Get actionable tips on managing client experiences and financial strategies in a dynamic business environment.

Feeling overwhelmed as a tech consultant with one SaaS partner and considering adding another? In this episode, I speak with Jamie Smith, co-founder of Amplified Advisors, about the challenges and opportunities of expanding your ERP solutions. Jamie shares her journey from managing a single SaaS partner to incorporating a second and how it has impacted her business strategy. Tune in to learn about the key factors in choosing the right ERP systems and Jamie's lessons in her multifaceted role.

About Jamie L. Smith

Jamie is a Co-Founder of Amplify Advisors, which focuses on financial strategy for growing business. As the Chief Experience Officer, she leads the Client Experience and reinforces the values and purpose of Amplify. She runs communications, marketing, brand, Employee Experience, the CFO team, Finance Leader services, Recruiting services and all areas of experience.

Jamie always knew she wanted it all: a husband, kids, and an important job. Her biggest lesson to date was learning that you can have it all, but you can’t do it all yourself. So, she’s surrounded herself with an epic team, family, and friends to keep the dream alive. 

Resources and Links

• Amplifyadvisors.ca
• Jamie’s LinkedIn profile
• Opus Clip
• Join the Tech Collective
• Previous episode: 554 - Shift Your Tech Consulting Business Into High Gear
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Suggested resources

Are you a tech consultant feeling stuck and overloaded with no clear path to sustainable growth? In this solo episode, I share what I learned from 18 years of successfully scaling and exiting my business and now mentoring other tech consultants to do the same. I introduce a new free lead magnet, the Tech Consultant’s Roadmap, a practical guide to boosting cash flow and achieving real profits and freedom. Discover the proven strategies to transform your business.

Resources and Links

• Tech Consultant’s Roadmap
• Join the Tech Collective
• Previous episode: 553 - How White Label Automation Can Revolutionize Your Tech Consulting Business with Tiberiu Socaci
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Join our newsletter
• Suggested resources

Why you should listen

1. Learn how Tibi leverages no-code solutions to help businesses streamline their processes and integrate various SaaS platforms.
2. Discover how MakeItFuture has helped companies overcome automation challenges and significantly improve their operations.
3. Gain actionable tips on implementing automation in your business and understand the benefits of outsourcing automation services.

Struggling with the lack of capability or capacity to seize new business opportunities? In this episode, I chat with Tiberiu from MakeItFuture.com about the power of white-label automation services. Tiberiu, an expert in no-code automation, shares his journey from running a coffee business to founding an automation agency. We dive into how MakeItFuture helps companies integrate various SaaS platforms and automate processes to save time and resources. Tune in to learn how automation can transform your business and hear inspiring success stories from Tibi's experiences.

About Tiberiu Socaci

Tiberiu is a NoCode enthusiast with a Bachelor's degree in mechanical engineering and an MBA from Hull University in the UK. After spending 10 years in the corporate world working in sales and business development, he started a NoCode agency focused on business digital transformation using make.com automations, Airtable, and other NoCode solutions.

Resources and Links

• MakeItFuture.com
• Tiberiu’s LinkedIn profile
• Schedule a call with Tiberiu
• Get a free makemarket.io account
• Previous episode: 552 - How to Work 2 Days a Week with a Supportive 40-Person Team with Geraldine Gray
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources

Why you should listen

1. Learn how Geraldine manages her business while working only two days a week, focusing on efficiency and delegation.
2. Gain insights from a Salesforce Hall of Famer on effective Salesforce implementation and client management.
3. Discover the benefits of fractional leadership roles and how they can contribute to business success.

Balancing a tech consulting business and a personal life can be overwhelming, but Geraldine Gray shares how she successfully manages her thriving Salesforce Acceleration company while working only two days a week. With a supportive team of 40 people, Geraldine reveals the strategies that enable her to maintain such a balance. As a 13-time Salesforce MVP and member of the Salesforce Hall of Fame, Geraldine's insights are invaluable for anyone looking to scale their business efficiently.

About Geraldine Gray

Geraldine Gray is the founder and CEO of Endiem, a long-established and well-trusted scale and profit Salesforce partner. She is a 13x Salesforce MVP (Most Valuable Player) and is now a Salesforce Hall of Fame member.

She founded the Salesforce Girly Geeks in 2010 before she knew it was  “cool to be a woman in tech” because she wanted some people to hang out with at Dreamforce. The group grew from 25 women at the first happy hour in a bar in San Francisco to 80 women at the second meet-up in 2011, 400+ women the following year, and so on. After five years and while pregnant with twins, she handed the program to Salesforce, which became Salesforce Women in Tech, with thousands of members and over 100 local groups.

In 2023, Geraldine battled breast cancer. The team did brilliantly without her, and she is back in the office leading the team. Towards the end of the year, she led Endiem as a partner to participate in the Salesforce Impact Accelerate Program, a game-changing 12-week program designed to help partners from small businesses and underrepresented groups thrive in the Salesforce ecosystem. 

She is originally a Brit but has lived in Houston, Texas, for over twenty years. This is not her first rodeo. 

Resources and Links

• Endiem.com
• Geraldine’s LinkedIn profile
• Previous episode: 551 - Optimizing Your Marketing Strategy A Framework for Tech Consultants
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources

In this solo episode, I share a comprehensive marketing plan tailored to tech consultants implementing SaaS platforms like Salesforce, NetSuite, and HubSpot. I break down the plan into six key segments—Brand and Positioning, Website Optimization, Content Strategy, LinkedIn Presence, YouTube and Email Marketing, and Future Strategies—over a 12-month period. Whether you're starting from scratch or refining your current efforts, I provide actionable insights and resources to enhance your marketing effectiveness and drive business growth. Tune in for practical advice and a structured approach to simplify your marketing journey.

Resources and Links

• 329 - Get More Sales Through SEO With Gert Mellak
• SEOLeverage
• Want to get the playbooks? Email [email protected]
• 486 – Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett Martin
• Zenatta Consulting
• 467 – Tube Talk: How to use YouTube to Grow Your Cloud Consulting Business
• itGenius Youtube channel
• 381 – Get 30 Leads A Month To Your Cloud Consulting Business Leveraging Youtube With Paul Minors
• Previous episode: 550 - Demystifying Outsourced SDRs: Key Insights for Success with Filip Popov
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources

Why you should listen

1. Learn from Filip Popov's journey from an SDR to VP of Partnerships, with practical advice on managing sales prospecting.
2. Discover effective methods to automate and streamline your top-of-funnel activities.
3. Hear success stories and specific scenarios where outsourced SDRs made a significant impact.

Feeling overwhelmed with the front end of your sales funnel? In this episode, I talk to Filip Popov from Growth Era about how outsourced SDRs can bridge the gap when your team cannot manage initial sales prospecting. Filip shares insights from his extensive sales experience, offering solutions for businesses looking to boost their lead-generation efforts effectively.

About Filip Popov

Filip Popov is currently the VP of Partnerships at Growth Era. Professional background entirely in sales, starting from an SDR to then Customer Success and Account Executive. Was the key figure in a lot of experimentation while scaling our company around the prospecting approach, company structure, and management, and crystalizing the ICP. Loves psychology and being social, hence the passion for sales. Loves learning and keeping an open mind about new developments and best practices in the sales dev space.

Resources and Links

• Growthera.com
• Filip’s LinkedIn profile
• Book: Never Split the Difference by Chris Voss
• Make It Happen Mondays - B2B Sales Talk with John Barrows
• 30 Minutes to President's Club
• Previous episode: 549 - Expert Outreach Strategies to Drive Top of Funnel Success with Tom Simpson
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources

Why you should listen

1. Discover strategies to rejuvenate your lead generation efforts and fill the top of your funnel.
2. Gain insights into maintaining accurate data and effective prospecting methods.
3. Understand the benefits of staff augmentation to streamline your business operations.

Are your referral sources drying up, leaving you struggling to generate new leads? In this episode, I sit down with Tom Simpson, founder and CEO of We Are Team Rocket, to discuss how to revitalize your lead generation strategy through targeted, multi-channel outreach. We explore tech consultants' common challenges, from managing numerous tasks to finding reliable lead sources, and Tom shares innovative techniques to overcome these hurdles. Learn how to ensure accurate prospect lists, protect your LinkedIn profile, and leverage staff augmentation to boost your productivity.

About Tom Simpson

Tom Simpson is the founder & CEO of We Are Team Rocket, a B2B growth marketing agency based in the UK and Sri Lanka - they support businesses to achieve predictable revenue by providing omnichannel outreach services to automate top-of-funnel lead generation via Cold Outreach & Intent Empowered Outreach (ABM). 

With 20+ years of experience in omnichannel B2B outreach, growth hacking, and top-of-funnel and pipeline automation, Tom knows what it takes to bring innovative growth strategies to life.

Resources and Links

• Weareteamrocket.com
• Tom’s LinkedIn profile
• Apollo.io
• Headway
• Previous episode: 548 - Who Are Your Champions? 
• Check out more episodes of The Paul Higgins Show
• Paul Higgins Mentoring YouTube channel
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Suggested resources