Paul Higgins Podcast

In this solo episode, I address many business owners' challenges, especially when struggling to manage finances and maintain cash flow. Drawing from my experiences, I share the importance of leveraging mentors and champions to navigate through tough economic cycles. I'll take you through my journey from my early days at Coca-Cola to running my businesses and how the guidance of various mentors helped me overcome obstacles and achieve success. 

Resources and Links

• Book: Who Not How by Dan Sullivan and Dr. Benjamin Hardy
• Previous episode: 547 - Achieving No. 1 Google Analytics Partner Status After a Layoff with Feras Alhlou
• 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 Feras turned a layoff into an opportunity, growing multiple successful businesses.
2. Gain practical advice on sales, marketing, and scaling your business from someone who's done it all.
3. Discover the importance of strategic partnerships and certifications in building credibility and driving growth.

Navigating the complexities of payroll and other business operations can be overwhelming, especially when it leads to short-changing yourself. In this episode, I chat with Feras Alhlou from StartUpwithFeras.com about his incredible journey from being laid off in 2003 to becoming the world's number one Google Analytics partner. Feras also shares his insights on sales, marketing, and scaling a business and his commitment to mentoring over 150 founders. Whether you're just starting or looking to grow your business, this episode is packed with valuable advice and practical tips.

About Feras Alhlou 

Feras has founded, grown, and sold businesses in Silicon Valley and abroad, scaling them from zero revenue to 7 and 8 figures.  In 2019, Feras sold e-Nor, a digital marketing consulting company, to dentsu (a top-5 global media company). Feras has served as an advisor to 150+ founders. In his current venture, Start-Up With Feras, he's on a mission to help entrepreneurs in the consulting and services space start and grow their businesses smarter and stronger. 

Resources and Links

• Startupwithferas.com
• Feras’s LinkedIn profile
• Start-Up With Feras YouTube channel
• Facebook page: Start Up With Feras
• Feras on Instagram:@StartUpFeras
• Feras on Twitter:@ferasa 
• Get Feras’s Book: Analytics Breakthrough: From Zero to Business Impact
• Previous episode: 546 - When to Hire Your First Salesperson with Rory Galvin
• 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
• Find out more about Paul and how he can help you

Why you should listen

1. Learn when and how to hire your first salesperson to scale your tech consulting business.
2. Discover strategies for building a high-quality, effective team.
3. Gain insights into maintaining a strong company culture and leveraging your network for growth.

You've grown your tech consulting business and are juggling too many responsibilities, one of which is sales. In this episode, I talk to Rory Galvin, founder and CEO of Navirum, about the crucial decision of when to hire your first salesperson and how to build a high-performing team. Rory shares his journey from the corporate world to founding Navirum, his insights on scaling through quality hires, and the importance of cultivating a strong company culture. Tune in to learn from Rory's extensive experience and practical advice.

About Rory Galvin

Rory is the founder and CEO of Navirum, a high-growth Salesforce consulting company serving Clients across the globe. Before setting up the business, Rory spent over five years in the financial services division of Salesforce, helping a broad range of traditional banks, insurance companies, and new innovative fintech companies to reach their business goals using Salesforce. Before joining Salesforce, Rory spent over 7 years working in consulting for Accenture and as an analyst with the investment bank Merrill Lynch. Rory holds a B.A. in ICT (Computer Science) and an MBA from Trinity College Dublin. Rory is a certified Salesforce Administrator, Sales Cloud, Service Cloud Consultant, and Salesforce Trailhead Ranger.

Resources and Links

• Navirum.com
• Rory’s LinkedIn profile
• Indeed
• Join the Salesforce Partner Program
• Salesforce Financial Services Cloud
• Previous episode: 545 - Using AI to Improve Sales Call Rapport
• 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
• Find out more about Paul and how he can help you

Building rapport is essential for a successful sales call, but it's often inefficient, wasting valuable time. In this solo episode, I share strategies for building rapport using AI tools. Learn how to use AI to quickly gather insightful information about your potential clients, enabling you to make a stronger personal connection right from the start. Discover how this approach can lead to more meaningful conversations and, ultimately, more closed deals.

Resources and Links

• Perplexity.ai
• Episode 506 - Mastering the Art of Sales Call Practice for Higher Conversions
• 386 – How To Structure An Investment Call To Close More Sales
• 322 – How To Add Value In A Sales Call
• Previous episode: 544 - Building a Sales Process: Key Strategies for Tech Consultants with Jason Kramer
• 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
• Find out more about Paul and how he can help you

Why you should listen

1. Learn how to spot inefficiencies in your current sales funnel and address them effectively.
2. Gain insights from Jason Kramer's extensive experience in B2B lead nurturing and sales process optimization.
3. Discover practical tips for using technology to improve your sales team's performance and close more deals.

Many tech consultants struggle with marketing and lead generation due to gaps in their sales processes. In this episode, I talk to Jason Kramer, founder of Cultivize, about the importance of building an effective sales process. Jason shares his expertise in B2B lead nurturing and sales funnel optimization, offering actionable strategies to improve sales team performance and close more deals. Tune in to learn how to bridge the gap between marketing and sales, enhance lead nurturing, and leverage technology to drive business growth.

About Jason Kramer

Jason started his career in marketing as a graphic designer in NYC in 1999, working with agencies and brands like Virgin Airways and Johnnie Walker. His first company, a boutique agency, was founded in 2002, and he helped hundreds of small businesses get on the map with his branding and web development expertise. 2018 Cultivize was established to help B2B organizations leverage lead nurturing strategies and technology to convert leads into paying customers. Jason’s direct and agency consulting clients call him the Yoda of CRM strategy, especially when harnessing the power of SharpSpring.

Resources and Links

• Cultivize.com
• Jason’s LinkedIn profile
• Empower your sales and marketing teams to close more deals with a lead-nurturing strategy. Get the Playbook here.
• Previous episode: 543 - Why Process Mapping is Key to Salesforce Implementations with Jessie Mead
• 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
• Find out more about Paul and how he can help you

Why you should listen

1. Learn why mapping out business processes is crucial before implementing technology solutions and how this can lead to more successful projects.
2. Discover the importance of speaking the same language as your clients and building long-term, trust-based relationships.
3. Get insights into integrating platforms like Rootstock with Salesforce to provide comprehensive solutions tailored to specific industries.

You're handed a potential client lead but quickly realize there's a significant missing step: the right process. In this episode, I sit down with Jessie Mead, co-founder of Cloud Journey Consulting Group. Jessie shares her extensive experience in the Salesforce ecosystem and her journey from the financial sector to becoming a top Salesforce consultant with over 17 certifications. We delve into the importance of getting business processes before implementing technology solutions and how a tool can make a significant difference. Don't miss this insightful conversation on optimizing your business processes for success.

About Jessie Mead

Jessie Mead has been at the forefront since the early years of the Salesforce platform.  Previously serving years as a Marketing Executive in the finance world, Jessie designed and implemented a groundbreaking M&A platform that led to her selection for M&A Advisors 40 under 40.  She chose Salesforce as a career, has 17 certifications, and has helped countless businesses succeed with Salesforce.  Jessie lives in Dallas.  She has a passion for photography and loves to travel at every opportunity.

Resources and Links

• Cloudjourneygroup.com
• Jessie’s LinkedIn profile
• Previous episode: 542 - 7 Profit Drivers for Tech Consultants
• Check out more episodes of The Paul Higgins Show
• 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: Jessie offers complimentary Salesforce/Certinia architecture reviews if you’d like a health check of your current org! Take advantage of this offer by sending Jessie a LinkedIn message and letting her know you heard her podcast episode.

You're smart, ambitious, and passionate, but is that enough to generate profit and achieve your desired freedom? In this solo episode, I outline tech consultants' true challenges and introduce the 7 profit drivers. Discover how to differentiate yourself, generate consistent leads, and create a profitable, scalable business. 

Resources and Links

• Get the 7 Profit Drivers PDF 
• Watch the 7 Profit Drivers video
• Want to schedule a call with Paul? Book it here.
• Previous episode: 541 - Integrating Salesforce and HubSpot: Expert Tips on Marketing Automation with Justin Crawford
• Check out more episodes of The Paul Higgins Show
• 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 to consolidate disjointed tech stacks to ensure clean, accurate data across sales and marketing.
2. Learn about the role of automation in enhancing personalization and operational efficiency.
3. Get practical examples of bridging gaps between platforms like Salesforce and HubSpot to enhance your RevOps strategy.

Struggling with disjointed systems and data misalignment between your sales and marketing teams? In this episode, Justin Crawford, CEO of The Automation Company, shares invaluable insights on integrating your marketing and sales systems to create a seamless flow of data across your organization. Don't miss these practical insights to improve your team's efficiency and drive business success.

About Justin Crawford

Justin Crawford, CEO and Founder of The Automation Company, is a recognized leader in marketing automation and RevOps. He consults with over a dozen Fortune 1000 companies to optimize their digital marketing strategies. His journey in the industry is marked by innovative solutions and transformative approaches, aiding companies stapling in households across the nation.

A Pepperdine University alum, Justin’s passion for marketing and sales was ignited by mentorships with industry veterans. This led to a career that quickly transitioned from a promising start at Transplace to entrepreneurial success. His first venture, Social Xccess, became one of Dallas's largest web design agencies, setting the stage for his next enterprise, The Automation Company.

Outside of his professional life, Justin is a devoted family man, a fitness enthusiast, and an advocate for community empowerment. He holds significant roles in non-profit organizations, including co-founding 'D.R.E.A.M.,' dedicated to educational opportunities for underprivileged youth, and contributing to the Council for Inclusion in Financial Services as a board member.

As an industry expert, Justin blends his vast experience with a personal commitment to continuous learning and community service, making him a valuable asset in any discussion on marketing automation and business innovation.

Resources and Links

• automationco.com
• Justin's LinkedIn profile
• Previous episode: 540 - Become a Super Salesforce Consultant with Heather Black
• Check out more episodes of The Paul Higgins Show
• 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 develop a robust methodology that ensures successful project delivery.
2. Discover how Supermums is transforming the tech industry by empowering women.
3. Gain practical tips and strategies for enhancing your Salesforce consulting practice.

Are you losing clients to competitors with better methodologies? You're not alone. In this episode, Heather Black from Supermums shares her expertise on improving your Salesforce consulting skills to win more work. Heather, an award-winning advocate for women in tech and founder of Supermums, has overseen 700+ Salesforce projects and built a global social enterprise.

About Heather Black

Heather is an award-winning advocate for women, an international best-selling author, and a speaker /trainer who inspires women to achieve their potential in tech. In 2010, she became an accidental Salesforce admin for her non-profit. She loved it so much that she decided to upskill as a Salesforce Consultant in 2012, helping other non-profits implement CRMs. She realized her career path could work for other mothers, so she launched Supermums in 2016 to bring more women into the sector. 

Supermums is now a global social enterprise that trains, and places experienced and emerging tech talent into employers who champion diversity and inclusiveness. She has overseen over 700 Salesforce projects as a consultant and now enjoys upskilling talent in Salesforce consultancy and coaching skills. 

Resources and Links

• Supermums.org
• Heather’s LinkedIn profile
• Get Heather's book: Become a Super Salesforce Consultant
• Previous episode: 539 - 5 Essential Productivity Hacks
• Check out more episodes of The Paul Higgins Show
• 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 a tech consultant juggling multiple hats and never finding enough time to focus on what truly matters? You're not alone. In this solo episode, I share five game-changing productivity hacks designed to help you cut through the noise and focus on what drives your success. With my experience as a facilitator for Franklin Covey, my lifelong dedication to productivity, and my daily mentoring of tech consultants, I’ve seen what works and what doesn’t.

Resources and Links

• Tella.tv
• Zight
• Suggested resources: https://paulhigginsmentoring.com/resources/
• Previous episode: 538 - 50%+ Growth Fuelled by a Proactive Culture with Ross Latta
• Check out more episodes of The Paul Higgins Show
• Tech Consultant’s Roadmap
• Join our newsletter
• Join the Tech Collective
• Find out more about Paul and how he can help you