x

75% of people globally want unbiased news (Pew Research) but are concerned they're not getting that.

Get balanced coverage with Symby. See how stories are covered across diverse outlets and spot when one side covers a story the other skips.

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

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

34:51

659 - How This Salesforce Partner Grew to 25 People...

Paul Higgins Podcast ·

2026/01/12

Why you should listenDennis Knodt grew Valuent from freelancing in 2019 to a 25-person Salesforce consultancy by narrowing focus to one product line (quote-to-cash) and one geography (Germany), offering a blueprint for partners drowning in "we do everything" positioning.Learn how to structure your Salesforce AE relationships so successful projects create internal bragging that generates referrals without you having to ask, including why mid-market and enterprise AEs are more valuable than SMB

en

04:19

658 - The Delivery Trap

Paul Higgins Podcast ·

2026/01/05

Spending 60+ hours a week on client work and wondering why your pipeline is empty? In this episode, I break down why being brilliant at delivery is actually keeping you stuck. You'll learn the four-step framework I use to help consultants escape the delivery trap and start tracking the metric that actually matters: growth hours. If you've built a job instead of a business, this episode shows you how to change that.Resources and LinksApply for a Multiplier CallPrevious episode: 657 - What's Your

en

02:35

657 - What's Your Resolution?

Paul Higgins Podcast ·

2025/12/29

Heading into the new year without a clear focus for your consulting business? In this quick episode, I reflect on 2025 and encourage you to use any downtime to dig into the podcast archives. Whether you're looking for episodes on AI, positioning, partnerships, pricing, or escaping delivery, there's something here for you. I'd also love to hear from you directly. What's your resolution for 2026? What challenge are you tackling first? Drop me a message and let's connect.Resources and LinksEmail me at:

en

07:26

656 - Don't Do It Alone

Paul Higgins Podcast ·

2025/12/22

Did you hit your targets in 2025? Or are you still stuck chasing clients and trying to figure it out alone? In this solo episode, I get brutally honest about my own struggles, including when I couldn't see what needed to change from inside my own business and had to bring back my mentor to push me. I share how one client, Jack, made the WHO and WHAT decisions he'd been avoiding and increased his revenue by 29% with his highest month ever. I also explain why AI, as powerful as it is, can't make the

en

06:51

655 - From Hourly Rates to Outcome Pricing

Paul Higgins Podcast ·

2025/12/15

Stuck waiting for your platform's marketplace to send you your next lead? In this episode, I break down the three traps that keep SaaS partners grinding on low-margin implementations, and what happened when a Monday.com partner finally made the WHO and WHAT decisions he'd been avoiding. We dig into how he went from competing on price with thousands of other partners to closing his biggest deal ever by selling outcomes instead of configurations. If you're a Salesforce, Zoho, or HubSpot partner who's

en

35:13

654 - How to Build Automations That Actually Scale...

Paul Higgins Podcast ·

2025/12/08

Why you should listenLearn the specific signals that indicate a client is ready for automation support, including the "cusp of scale" indicators Jared uses to identify businesses where systems work can deliver immediate ROI.Get the scoping questions Jared asks before every automation project, from "Is this always going to be assigned to this person?" to the scale and maintenance questions that prevent tech debt before it starts.Discover how Jared positions automation services as strategic

en

05:54

653 - Why Plumbers Get Paid More Than Most Consultants

Paul Higgins Podcast ·

2025/12/04

Tired of hearing "let me think about it" after every proposal? In this episode, I break down why most tech consultants are stuck grinding on $3K projects while plumbers are one of the highest paid trades. I share the story of David, a CRM consultant who was targeting the right companies but solving the wrong problem, and how one shift took him from $5K projects to his first $250K contract in six months. If you've been told you need better marketing, better positioning, or a tighter niche but

en

38:34

652 - Building a Top 3% HubSpot Partner Through...

Paul Higgins Podcast ·

2025/12/01

Why you should listenGemma shares how she turned a £7 million stack of paper inquiries into a thriving HubSpot consultancy—proof that seeing inefficiency others ignore can become your biggest opportunity.Understand why narrowing your focus during uncertainty can accelerate growth faster than diversifying.Discover how building a culture focused on psychological safety helped HubGem become one of the world's happiest workplaces—and why that's their competitive advantage against bigger agencies.How do

en

30:46

651 - Platform-Agnostic Consulting: Why SaaS Partners...

Paul Higgins Podcast ·

2025/11/24

Why you should listenDiscover the simple formula for calculating ROI on AI tools before you implement them, so you stop wasting money on platforms you'll never use.Leandra reveals how she helps burnt-out business owners fall back in love with their companies while scaling revenue—without adding more to their plate.Learn why the most effective automations aren't the flashy AI agents everyone's talking about, but strategic tweaks to tools you already own.You're stuck at a revenue ceiling and drowning

en

07:59

650 - How to Turn a Quiet List into a Revenue Machine

Paul Higgins Podcast ·

2025/11/20

You've got a database of hundreds, maybe thousands of leads sitting there not converting, and you're stuck wondering if you should keep chasing new leads or finally fix your positioning. I recently worked with a business owner who had this exact problem—thousands of people in their database, strong team, solid systems, but fuzzy messaging. In this episode, I walk through the three-step process we used to get them on track for 50% growth without adding headcount. I also share why most reactivation

en

366 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Handelsblatt Crime - spannende Streitfälle der deutschen Wirtschaft

Ina Karabasz, Solveig Gode, Sönke Iwersen

Deffner und Zschäpitz – Der Wirtschafts-Talk von WELT

WELT

Black Box - La scatola nera della finanza

Guido Brera e Gian Luca Comandini -...