Picture this: you're racing to complete a project before the holidays, but then it hits you—the most valuable project is the time spent with loved ones. In this solo episode, I take a moment to reflect on the importance of prioritizing family during this festive season.

As tech consultants, we often focus on optimizing systems and driving business growth. However, I believe it’s crucial to shift our attention to what truly matters: the connections we make with family and friends.

Whether you’re celebrating a holiday or enjoying some downtime, I wish you joy and meaningful moments with your loved ones. 

Resources and Links

• Previous episode: 581 - The Uncomfortable Truth About AI and Your Tech Consultancy 
• 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

Have you ever woken up to find that the SaaS platform you've built your consultancy around has introduced AI features that could automate most of your work? This isn't just a hypothetical situation; it's a reality many of us are facing today. In this solo episode, I dive into the significant impact of AI on our industry, inspired by a thought-provoking conversation with Greg Head, who helps non-VC funded SaaS founders.

I discuss how AI is not only changing our workflows but also reshaping the entire value chain for tech consultants and SaaS partners. Industry leaders are suggesting that platforms like HubSpot may eventually replace many agency functions, including strategic roles. However, I want to emphasize that this transformation isn't a death sentence for us; rather, it's a chance to evolve and thrive.

Resources and Links

• Join the Tech Collective
• Moonshot PR
• Insight Partners
• SaaStr
• Tomasz Tunguz
• Greg Head
• 486 - Inbound Mastery: How to Use Content Marketing to Become the #1 Zoho Partner in The USA with Brett Martin
• 525 - AI - Death of Developers? With Mark Good
• Previous episode: 580 - From Messy CRM to Revenue Engine: Clay Implementation Secrets with Patrick Spychalski
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
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Why you should listen

1. Learn how Clay.com can transform your messy data into actionable insights, helping you generate better leads for your business and clients.
2. Hear about a successful campaign, showcasing how effective data management can lead to significant business growth.
3. Discover Patrick's secrets to building a successful YouTube channel that drives engagement and showcases expertise in the tech consulting space.

Are you struggling with messy CRM data and finding it hard to attract new clients? In this episode, we tackle this common pain point with insights from Patrick Spychalski, co-founder of The Kiln. Patrick discusses how Clay.com can transform your disorganized data into actionable insights, enabling better lead generation and client acquisition.

He shares valuable lessons on optimizing data for both outbound and inbound marketing efforts, along with a compelling case study that illustrates the power of effective data management. Additionally, Patrick provides tips for growing a successful YouTube channel, making this episode a must-listen for anyone in the tech consulting space looking to elevate their marketing strategies.

About Patrick Spychalski 

Patrick is the co-founder of the Kiln, an agency that uses tools like Clay to automate outbound, inbound, and revops processes for mid-market and enterprise businesses. He has been working with Clay since before they had customers, and has grown The Kiln to a team of 9 Clay experts that help companies get the most out of the tool.

Resources and Links

• Thekiln.com
• Patrick’s LinkedIn profile
• Youtube channel: @GrowWithClay
• Clay.com
• 571 - Unlocking Revenue Potential How Clay Revolutionizes Client Data Management for Tech Consultants with Yash Tekriwal
• Tubebuddy
• Gamma.app
• Previous episode: 579 - Scaling Your Salesforce Practice Through Masterminds with Jon Ewoniuk
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
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• Join the Tech Collective
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• Find out more about Paul and how he can help you

Why you should listen

1. Discover how to effectively use LinkedIn to generate leads and engage potential clients, leveraging John's proven techniques.
2. Learn how to balance onshore and offshore teams to maximize efficiency and service delivery in your Salesforce practice.
3. Explore the benefits of the 360 Salesforce Mastermind, designed to help Salesforce partners bridge the gap between technical skills and business acumen.

Are you a Salesforce partner feeling overwhelmed by lead generation and seeking guidance from someone who understands your unique challenges? In this episode, I sit down with John Ewoniuk, founder of Peak360 IT and creator of the 360 Salesforce Mastermind. John shares his extensive experience in the Salesforce ecosystem, focusing on actionable strategies for leveraging LinkedIn to generate leads and the importance of effective team management.

John emphasizes the value of community and collaboration through his mastermind, aimed at helping Salesforce partners enhance their business skills and overcome common hurdles in client acquisition. Tune in for insights that can transform your approach to sales and marketing in the Salesforce landscape.

About Jon Ewoniuk

Jon Ewoniuk is the Founder of Peak360 IT, a Salesforce SI Partner, and The 360 Salesforce Mastermind. 

With 25 years of experience in enterprise IT, software engineering, and data services, Jon has specialized in helping businesses optimize their Salesforce implementations and integrate complex cloud and on-premises technologies. His expertise extends across multiple industries, including telecom, healthcare, and finance, where he has led global software development teams and delivered strategic technology solutions.

Jon’s leadership has guided organizations through Salesforce transformations, addressing challenges such as technical debt and process automation. Previously, he held IT leadership roles at Kaiser Permanente and CenturyLink, where he oversaw large-scale software projects and developed integrated solutions. 

Jon founded The 360 Salesforce Mastermind after recognizing that many Salesforce consultants and SI partners possess technical skills but face challenges in building a business—struggling with areas like marketing, lead generation, client acquisition, and scaling. The Mastermind is designed to bridge that gap, providing insights and resources to help these professionals succeed beyond the technical scope.

 He holds a B.S. in Computer Science from the University of North Dakota and is passionate about mentoring the next generation of IT leaders.

Resources and Links

• Peak360it.com
• Jon’s LinkedIn profile
• The 360 Salesforce Mastermind
• Book a call with Jon
• Previous episode: 578 - Win More Deals with Live Proposal Reviews
• Check out more episodes of The Paul Higgins Show
• The Tech Consultant’s Roadmap
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• Find out more about Paul and how he can help you

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
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• 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!
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• The Tech Consultant’s Roadmap
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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.