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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

50:11

679 - The LinkedIn Secret Filling Tech Business...

Paul Higgins Podcast ·

2026/04/23

Why you should listenDonald runs one of the top B2B sales podcasts in the world, heard in over 155 countries, and breaks down the exact LinkedIn-first sequence he uses to turn cold prospects into booked calls without paid ads or cold spam.Learn the three-step system Donald uses to move a prospect from stranger to conversation: engage on their content, send a personalised connection request tied to something specific about them, then bridge to a short email that speaks to real pain, not surface

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04:55

678 - 81% of Partners Will Grow Below the Industry Rate

Paul Higgins Podcast ·

2026/04/20

Watched your vendor's share price lately, or noticed the quiet changes to partner fees, commissions, and cloud service minimums? In this episode, I break down why Wall Street is pricing in the collapse of the per-seat model, and why platforms restructure partner economics long before they touch executive pay. I share the pattern I've seen across 670 tech business owners, including what happened to my own consulting business when the platform pivoted overnight while I was on dialysis three times a

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03:52

677 - Hard work isn't your problem

Paul Higgins Podcast ·

2026/04/13

Most tech business owners hitting mid-six figures aren't stuck because they're not working hard enough. They're stuck because they're running a business built on assumptions nobody has ever tested. In this episode, I walk through the exact audit I did on my own business when activity was high and revenue wasn't moving. I share what the data revealed: a newsletter that warmed but never converted, a target market too early-stage to invest, and growth projections built on events and partnerships that

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41:58

676 - Why Your Voice Is the Only AI Tool That Matters...

Paul Higgins Podcast ·

2026/04/09

Why you should listenMolly launched the world's first AI-focused content membership in 2021, two years before ChatGPT, and has generated content that reached over 39 million views. She brings hard-won perspective on what separates human-first AI strategy from AI zombie content that erodes trust.Learn the SAAVE framework: a five-part method for identifying what makes you a uniquely weird human, so your AI agents produce content that actually sounds like you and not like every other consultant using

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04:00

675 - SaaS isn't dying. Your positioning might be.

Paul Higgins Podcast ·

2026/04/06

Platform agnosticism made sense when software budgets were small. That era is ending. In this episode, I break down why the "death of SaaS" narrative is the wrong read, and why the tech business owners who believe it are about to miss the biggest software wave in a decade. I walk through what Monday.com's CEO said on the 20VC podcast about the budget equation flipping from headcount to platforms, and what that means for consultants who haven't yet committed to a single platform. If you're still

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03:09

674 - AI Can't Give You a Blood Test

Paul Higgins Podcast ·

2026/03/30

Using AI to diagnose your own business is like Googling your blood test results and treating yourself. In this episode, I share what seven years of post-transplant care taught me about pattern recognition, and why the same principle applies to the WHO and WHAT decisions most tech business owners are avoiding. I walk through the difference between a tool that helps you execute and someone who has seen your situation hundreds of times and knows exactly where the problem is. If AI is giving you

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04:48

673 - The 40-Minute Meeting That Makes or Breaks Your...

Paul Higgins Podcast ·

2026/03/23

Most tech consultants building their first team make the same mistake. It's not the hire. It's what happens on day one. In this episode, I walk through the exact 10-item induction call checklist I use with every new hire, whether they're based in the Philippines, Australia, or North America. I cover the questions that flip the dynamic from day one, the ones most consultants skip entirely, and why the first 40 minutes determines whether your team can eventually operate without you. If you're building

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05:05

672 - Why Discipline Won't Fix Your Consulting Business

Paul Higgins Podcast ·

2026/03/16

Working 60-hour weeks and still watching your revenue flatline? In this episode, I break down the two strategic decisions most tech consultants have never made: WHO to target and WHAT business model to run. I share how one consultant went from competing on commodity rates with payroll anxiety every month to building a specialist practice, hiring a team, and clearing over $30K a month without changing his technical skills. If you're great at delivery but still trapped in the project grind, this

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42:28

671 - Why Your Clients Are Not Using the AI Tools You...

Paul Higgins Podcast ·

2026/03/12

Why you should listenAngie scaled from an 18-year marketing agency to leading AI adoption for 600-person corporations, giving her a rare ground-level view of exactly where companies get stuck and what actually moves people from fear to fluency.Learn the "people-first" sequencing Angie now uses before any AI tool deployment, including how she frames corporate AI training as "recess" to sidestep resistance and drive real adoption.Get Angie's workflow automation logic: how she mapped every bottleneck

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05:07

670 - Stop Chasing Small Clients

Paul Higgins Podcast ·

2026/03/09

You're at mid six figures, your calendar is full, and you're still grinding for $20,000 projects. Meanwhile, there are enterprise and mid-market contacts sitting in your CRM right now who could write $200,000 checks, and you haven't called them because the small deals feel safer. In this episode, I walk through the exact WHO decision that keeps most tech consultants stuck in the project grind, and why safe doesn't scale. I share how one consultant, stuck at mid six figures with deal sizes of $15,000

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04:26

669 - The Pricing Gap Most Consultants Miss

Paul Higgins Podcast ·

2026/03/02

Clients aren't pushing back on your rates, so you assume you're priced right. That's the most expensive assumption in consulting. In this episode, I break down how one consulting partner discovered she was leaving $55 to $95 per hour on the table because she priced based on confidence instead of market value. I walk through the exact sequence she used to move from $40,000 per month to $63,000 per month, and the one-question filter that tells you whether you're making the same mistake. If you've

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32:43

668 - Stop Waiting for Salesforce Leads with Doug...

Paul Higgins Podcast ·

2026/02/26

Why you should listenDoug Pelletier has spent 35 years winning enterprise accounts (Disney, Pfizer, Xerox) as a small Salesforce partner, proving that company size is irrelevant when your positioning and sales approach are right.Learn why Doug hired a General Manager at just six employees, and how that single WHO decision helped him scale to 130 people without burning out on tasks outside his strengths.Get Doug's approach to managing cash flow daily (a discipline he's maintained for 17 years) and

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04:04

667 - The Land-and-Expand Play

Paul Higgins Podcast ·

2026/02/23

You've landed a foothold in a big company, delivered a great project, the client loved it, so why are you still stuck in the same corner six months later winning the same small deals? In this episode, I break down why most consultants stay trapped in one department and how to turn a single project into an enterprise-wide engagement. I share how one Airtable consultant turned a $20,000 clinical trial tracking project at a top-three pharmaceutical company into a $200,000 transformation across three

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04:03

666 - The partner trap

Paul Higgins Podcast ·

2026/02/16

Stuck at 50% of your revenue target because your pipeline depends on someone else's priorities? In this episode, I break down the partner program trap and why so many platform consultants stay dependent on AE referrals even when they know it's holding them back. I walk through the exact 12-month transition sequence I use with clients: pick your niche, build pain-point messaging, start direct outreach, and keep partner referrals flowing as cash while you build. If your best leads only show up when an

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30:41

665 - AI Does 70% of the Work and Here’s What a...

Paul Higgins Podcast ·

2026/02/12

Why you should listenFerny reveals how Sherpaneer uses AI across operations, from capacity planning models to proposal development, giving you a practical blueprint for integrating AI into your own consulting workflows.Learn how Ferny and her partner built a fully self-sourced pipeline through reciprocal partnerships with adjacent vendors like Gong, Clari, and FinancialForce, without relying on Salesforce for leads.Get Ferny's approach to managing AI tools across a team, including shared projects in

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04:44

664 - Stop celebrating your referrals

Paul Higgins Podcast ·

2026/02/09

Still relying on referrals and hoping the next one brings a decent project? In this episode, I break down why your referral strategy is actually killing your margins, not growing them. I share the pattern I see with over 200 tech consultants who are great at delivery but trapped in legacy business development, constantly auditioning for clients who see them as a vendor instead of a strategic partner. Learn how you can increase your revenue by making two important decisions: the WHO decision and the

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05:18

663 - The "Fake Productivity" Trap for Tech Consultants

Paul Higgins Podcast ·

2026/02/02

Ever finish a 60-hour week and realize you didn't do a single thing to find better clients? In this episode, I break down why most tech consultants stay trapped in work that feels productive but actually keeps them stuck. I share the story of a client who was exhausted, in debt, and over-delivering on every project until we made two critical decisions together: the WHO (estate attorneys only) and the WHAT (productized service with clear scope). Six months later, he cleared his debt and doubled his

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38:35

662 - How to Build an AI Strategy That Actually Works...

Paul Higgins Podcast ·

2026/01/29

Why you should listenChristine Duque, former Big Four consultant and CEO of Alonsera, shares why only 10% of global companies are seeing real impact from AI, and what separates the successful ones from the rest.Learn Christine's "Three A's" framework for making AI consumable: Automated, Anticipatory, and Augmented intelligence, plus how to progress toward autonomous operations.Get practical guidance on structuring AI transformation committees and coaching executive sponsors to drive

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04:26

661 - How Long Should You Stick With Your Consulting...

Paul Higgins Podcast ·

2026/01/26

Stuck three months into a niche and wondering if you picked wrong? In this episode, I share the story of a client who spent 14 months doubting his industrial automation niche before everything clicked. His first outreach response took 14 months to close. A newsletter reader opened the same email 25 times before becoming a client. I break down why most consultants quit at the exact moment their planted seeds are about to grow, and why your biggest competitor isn't other consultants but your own

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33:25

660 - The Human-Centric AI Shift Every Tech...

Paul Higgins Podcast ·

2026/01/19

Why you should listenScott Stafford shares his human-centric AI framework, explaining why major tech companies are now hiring salespeople again despite investing heavily in agentic solutions.Learn how to shift 20% of your workload to voice mode and natural language, with practical examples of completing real work while away from your desk.Discover where vibe coding tools like Bolt.new hit their limits and what foundational knowledge you still need to deliver AI-first solutions for clients.Wondering

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376 results

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