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PODCAST

Paul Higgins Podcast

If you’re a SaaS Consulting Partner earning low to mid six figures—and wearing every hat from sales to delivery—this podcast is your shortcut to scaling smarter. Each week, I talk to successful Partners of Salesforce, Zoho, NetSuite, Monday.com, and HubSpot partners who’ve cracked the code to bigger deals, better systems, and more freedom. No fluff. Just sharp lessons from the field. Subscribe and join 600+ episodes of real, raw, and proven advice for SaaS Consulting Partners ready to scale 7

business marketing

All Episodes

34:50

463 - Using Linkedin Outreach to Grow your Cloud...

Paul Higgins Podcast ·

2023/04/17

Episode OverviewIf you want to generate more leads to bring needed cash flow into your Cloud Consulting business - this is for you.Massimo outlines going from failure to success using Linkedin Outreach for his Cloud Consulting business.In particular, he covers;Why, how, and the value of picking a nicheHow to customize messagesHow to leverage strategic partnersMassimo’s backgroundMassimo Ianniruberto is the Founder of BluRoot.He started 10 years ago as all things to all people and has cleverly

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29:15

462 - Scaling the Most Innovative HubSpot Partner in...

Paul Higgins Podcast ·

2023/04/10

Episode OverviewThe growth of the HubSpot ecosystem is well documented. It continues to go more upmarket.Jens and the team at Kaksio Labs are at the forefront of this growth.In the interview, Jens covers;How to build three legs to a HubSpot business - Consulting, Product, and ImplementationHow to build a relationship with HubSpotPros and Cons of mining a vertical Jens’s backgroundJens is an experienced sales professional and modern growth leader. Proven track record of growing revenues exponentially

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09:54

461 - Designing Personalized Development Plans for...

Paul Higgins Podcast ·

2023/04/06

Episode OverviewAs the leader of your business - people are your greatest asset. You know how hard it is to find top talent. Even harder to keep them. There are many reasons why people leave their jobs, but research has consistently shown that the number one reason is usually related to their relationship with their immediate Leader. In other words, people don't leave their jobs; they leave leaders. Learn how to focus on them and not the role.In this solo podcast, listen as I talk about what a

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34:18

460 - Shifting To a Recurring Revenue Model with...

Paul Higgins Podcast ·

2023/04/03

Episode OverviewRobin was like most Salesforce partners that started their business doing small projects, hoping it would turn into more work.Great for acquisition but not great for partner profitability.After testing different business models, Robin now runs his Salesforce Platinum business predominantly based on a managed service fee - fixed monthly recurring revenue.In the interview, Robin covers;2 challenges mid-markets are grappling with and how to solve themPressure on EBIT by companies and

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34:51

459 - Using Accountability to Scale your Business...

Paul Higgins Podcast ·

2023/03/27

Episode OverviewGetting stuck in your business is common - we have all been there, and many of us are still there.But how do you get unstuck?One way is self-accountability. For the very disciplined, this can work.For many, group accountability is more likely to work.This is where Tanya shines.In the interview, she goes through the GRIT model for accountability.GoalRhythmIterate logTeamShe also covers the importance of consequences and how group accountability works.Tanya’s backgroundTanya dove head

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11:05

458 - One Action to Retain Top Talent

Paul Higgins Podcast ·

2023/03/23

You rely on your SaaS partner to provide projects, but they don’t always come when you want them.You know, saying no to projects could, at best, lose your income and, at worst, stop you from getting future projects.So you take them on, knowing it will put pressure on your top talent.This can result in them feeling overwhelmed, stressed, and sometimes leaving.You can also be pulled back into working on the tools.So how can you save your top talent?In this solo podcast, I provide insights into using

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42:01

457 - Win/Win Negotiations is a Myth with Mark Raffan

Paul Higgins Podcast ·

2023/03/20

Episode OverviewI can't remember who said it, but someone once said everything is negotiable.Therefore improving your negotiation skills is a plus.And this is why I bought one of the world's leading experts on negotiation for you.Mark dispels the myth that negotiation is about Win/Win.Then covers the 3 essential habits to be a better negotiator.Plan and prepareRole playsDebriefI know this looks too simple, but Mark's knowledge behind each of these three is gold.Mark also shares great tips on how to

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39:06

456 - 3 Ways to Get Out of the Weeds with Juliana...

Paul Higgins Podcast ·

2023/03/13

Episode OverviewAre you constantly getting pulled back into client work and quality control in your services business?Are you at the end of the escalation process for most things in your business?Well, you need to hear what Juliana has to say.In our interview, we cover three ways to work ON your agency.Hiring the right managersHaving the right systems in placeCreating and monitoring scorecards Juliana’s backgroundJuliana is a business operations expert, speaker, and founder of ScaleTime.With over

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13:24

455 - Behind The Scenes of Mentoring a Cloud Consultant

Paul Higgins Podcast ·

2023/03/09

The other day, I was at the gym and wanted to move from supporter weights to free. I went and grabbed a personal trainer and asked her if she could help. She asked me what I wanted to achieve, what I was currently doing, and how committed I was to the training. And then she gave me one new exercise. She demonstrated it and then asked me to teach her how to do it. It is very similar to what I do as a mentor.People ask me the difference between a coach and a mentor. I am a qualified coach and have

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38:57

454 - Growing Your Agency with Strategic Intent with...

Paul Higgins Podcast ·

2023/03/06

Episode OverviewLearn the secrets of growing a full-service marketing agency and HubSpot partnership from a world-renowned mountaineer.Steve merged two agencies into one to service SMB businesses on the West Coast of Canada.In our interview on the Accelerate Sales Podcast, Steve lays out his strategic intent and why it makes everything easier.He also covers;His disciplined approach to qualifying clientsHis success with Linkedin AdsBuilding a fantastic cultureFinally, a must-listen is his learning of

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35:10

453 - The Secrets of Growing 600% in 10 years with...

Paul Higgins Podcast ·

2023/02/27

Episode OverviewYou're in the business of growing your own business.Barry successively grew his business by 600%, and in this podcast interview, he shares his 3 most critical steps.Value of picking a nicheThe three legs of the stool to a successful cloud consulting bizWhat marketing activities workBarry’s backgroundBarry is a Leader in hi-tech consulting, staffing, services, and solutions who understands how to motivate multiple sales teams and develop rewarding client relationships.In ten years has

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10:25

452 - Introducing the Cloud Consultants podcast

Paul Higgins Podcast ·

2023/02/23

In this episode, I talk through the change in podcast name from Accelerate Sales to Cloud Consultants.I want to let you know about an exciting brand change for the podcastEp 461, on 7 April 2023, we will be rebranding the podcast from Accelerate Sales to Cloud Consultants showWhy the Change?2022 niched down to cloud consultantsBuilt Cloud Consultants Collective to 200+ peopleBuilt my expertise and networkLove the industry and the peopleA genuine need for what we doSales - lack of sales - still a

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39:59

451 - A Masterclass on LinkedIn Content Creation with...

Paul Higgins Podcast ·

2023/02/20

Episode OverviewMost of you are selling B2B services, and I'll be very surprised if your audience isn't on LinkedIn.At last count, around 800 million people were active on the platform.It makes sense to leverage, and it makes even more sense, given it is free to do so.The next question is how you do it and how you do it well.In my interview with Kotryna, she covers what you need to know, including:Why do only 9% of Linkedin user post, and what are they missing out onHow LinkedIncontent drives more

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32:03

450 – How To Stop Drowning In Work with Nick Sonnenberg

Paul Higgins Podcast ·

2023/02/16

Episode OverviewAre you drowning in work?Are you at the same time helping your clients to solve the same problem?In my interview with Nick, we go through his three-step framework -CPR - a way of improving team efficiencies.The framework is the cornerstone behind his latest book;Come up for AirHow teams leverage systems and tools to stop drowning in work.He explains what each stands for;C = Communicate. Having both email and another internal tool.P = Plan. He talks about having built-for-purpose SaaS

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08:48

449 – Why Do You Do What You Do?

Paul Higgins Podcast ·

2023/02/13

In this episode, I share my learnings from coaching cloud consultants to help you accelerate your sales. When I meet a consultant for the first time, I ask them, "Why do you do what you do?" I get the answers like “I love to help people with technology,” “I love solving complex problems,” “I love running my own business,” “I love leading a team of people,” and the list goes on. But I challenge them by saying - this is not why are you doing what you do? There is something more to it than that.Until I

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07:51

448 - Avoid this Common Sales Mistake by Cloud...

Paul Higgins Podcast ·

2023/02/09

In this solo podcast, I talk about one common sales mistake I see cloud consultants continually make all the time.What do you think it is?If you said you do not understand the client - you are right.Hang on a minute, Paul. Isn't that a little obvious?As I say in the podcast, common sense is not always that common.In the podcast, I cover specifically what I mean by not understanding the client.This includes:Who are their ideal clientsHow do they make their moneyWhat are the three key strategies for

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35:52

447 - How to Move from an MSP to Cloud Consulting...

Paul Higgins Podcast ·

2023/02/06

Episode OverviewYou know how hard it is to run a service-based business.You might be considering a move from services to consulting,My interview with Daniel is perfect for you.He talks through his life-changing experience to make it easier for you.He also shares valuable tips as an EOS implementor for agencies.Daniel’s backgroundDaniel Moshe, founder and CEO of Tech Guru: IT for Accounting Firms, combines his passion for business and technology with finance and accounting to help modernize

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35:35

446 - Win on Linkedin with Less Effort with Guillaume...

Paul Higgins Podcast ·

2023/01/30

If you aren’t using Linkedin to gain more leads, then you are missing out big time.But you didn’t need me to tell you that.What you do need is an expert who tells you how to do it.Guillaume covers:Why LinkedIn automation is safer than manualBenchmarks for acceptances and replies and how to get themLinkedin 4-5x more replies than emailGuillaume Portalier is the co-founder and COO of Waalaxy, a Linkedin sales automation platform that focuses on ease of use.They've gone from 0 to $6M ARR in less than 3

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07:36

445 - Start the year with less

Paul Higgins Podcast ·

2023/01/26

Hello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445Today's topic isStart the year with lessIf it is your first time, welcome.I share my learnings from mentoring cloud consultants - typically 10-15min max.Check out past shows - search Accelerate sales and try the interview shows.If you love what you hear, please subscribe.If you are a regular, thanks for your support.Please email me at paul@paulhigginsmentoring.com to let me know if you listen and what topic you

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41:45

444 - Closing the sales gap between no decision and...

Paul Higgins Podcast ·

2023/01/23

40-60% of deals are lost due to no decision.This is typically after a purchase journey with you, demos, legal - the whole lot, and they still don’t make a decision.Taking a large amount of time on both sides.They have stated the status quo is not good enough, but nothing ends up happening.You need 2 playbooks - one for the status quo and one for no decision.Too many salespeople dial up the FOMO of missing out.84% of the time, using this technique will kill the deal.This is why you need a no-decision

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