Paul Higgins Podcast

Why you should listen Learn how poor positioning and generic messaging quietly kill your deals before the first call. Erica shares what to do when word of mouth plateaus—and how to attract buyers who don’t know you yet. Discover how to be “AI-findable” and get found in marketplace searches before your competitors. If your marketing sounds just like every other partner’s, it’s already costing you d...

Why you should listen Understand why rigid RevOps systems are failing SaaS teams today—and what to build instead. Get actionable tips on using AI (like Clay and ChatGPT) to scale without losing your personal touch. Hear how Jacki uses LinkedIn like a "social butterfly" to create inbound interest through strategic commenting. Still clinging to outdated RevOps playbooks? You might be quietly killing...

If you’ve ever thought, “Am I the only one dealing with this?”—you’re not. In this solo episode of the Paul Higgins Podcast, I dive into the 5 most common challenges SaaS Consulting Partners are facing today—directly from real conversations inside our group calls. From burnout to ghosted deals, half-built funnels to delegation struggles, these aren’t unique issues. They’re fixable ones. I’ll walk...

Why you should listen Discover how AI can continue conversations in your tone—without sounding robotic or off-brand. Learn how to win more deals by replying faster, even when you’re not online. Get clarity on what AI can handle in outreach—and where your human touch still matters. If you’re still stuck doing manual outreach—or your LinkedIn automation tools leave you hanging once someone replies—t...

Why you should listen Learn why most AI tools still underdeliver for Salesforce consultants—and how to close the gap with your own processes. Discover how to practically use ChatGPT Pro for Salesforce delivery (not just theory). Understand why AI Process Engineering is emerging as a critical trend—and what it means for the future of consulting. If you’re overwhelmed by the AI noise but still wonde...

Quick rejections. Ghosted follow-ups. Deals that vanish after a seemingly great call. Sound familiar? In this solo episode, I dig into the real reason your sales aren't landing—you're not speaking your clients' language. It’s not your solution that’s off—it’s your understanding of how your niche buyers actually make decisions. I share lessons from my time at Coca-Cola and walk you through a step-b...

Why you should listen Learn why tech isn’t the real reason outbound fails—and how messaging rooted in insight changes everything. Discover how to craft Permissionless Value Propositions (PVPs) that prospects want to read before they know your name. Understand how to guide clients beyond tools like Clay and Apollo and into high-impact GTM strategies. If your clients aren’t getting results from outb...

Why you should listen Discover why SMS and MMS messaging drastically outperform email—and how you can use that insight to drive real engagement and results for your clients. Learn how to easily integrate messaging into top CRMs like Salesforce, HubSpot, and Zoho—no dev team required. Ideal for SaaS Consulting Partners looking to expand their service offerings. ​​Hear how one business use SMS to bo...

Are you wasting precious time forcing yourself to do marketing activities you secretly hate?  In this solo episode, I share how focusing on marketing tasks that don't align with your natural strengths is likely costing you clients, consistency, and sanity. I also reveal my own marketing mistake when I convinced myself that video was the answer, despite hating every second of creating YouTube...

Why you should listen Discover how ExpandAP fills a critical gap in Salesforce by providing spend intelligence that ties your marketing investments directly to sales opportunities, campaigns, and customer lifetime value. Learn about a native Salesforce solution that can finally help marketing and sales leaders prove ROI on campaigns and customer acquisition costs—a persistent challenge for tech co...

Why you should listen Nathan Garing shares how he bootstrapped and scaled his NetSuite consulting business to include dedicated sales and marketing teams, revealing practical growth strategies beyond the "solopreneur with referrals" stage. Discover how to build a dual revenue model by transforming client-funded custom solutions into productized apps that can open doors to new customers and create...

Ever wondered what I actually do at Paul Higgins Mentoring beyond all the content you see? In this solo episode, I pull back the curtain to reveal exactly how I help SaaS consulting partners achieve breakthrough growth. You'll learn the critical difference between coaching and mentoring, and why my practical, experience-based approach delivers faster results. I identify the three common challenges...

Why you should listen Chris Vaughan reveals the untapped potential of industry associations as a lead generation channel for tech consultants, including a game-changing resource that helps you instantly find the right associations for your niche. Learn who to approach within associations, what marketing assets to leverage, and how to position yourself to gain access to their member directories and...

Why you should listen Scott Hollrah shares his 10-year journey scaling Venn Technology from referrals to a 35-person company, revealing a winning mix of partner relationships, inbound marketing, and their new outbound strategy. Discover the game-changing marketing hire that transformed their business and how giving up control allowed Scott to overcome the bottleneck of his own growth. Learn practi...

If you're drowning in emails, your task list is overflowing, and you can't find enough hours to focus on growing your business, this episode is for you. I'm sharing a game-changing productivity framework I've refined over 28 years, including my time at Coca-Cola and Franklin Covey, and now mentoring tech consultants and SaaS partners. I've seen a common pattern: brilliant minds getting bogged down...

Why you should listen Peter shares his insider expertise as a former Salesforce employee on how to optimize your AppExchange listing to generate more quality leads and close more deals. Discover why most Salesforce partners struggle with the same fundamental go-to-market problems and learn the unconventional strategies that can help you stand out from the competition. Learn practical approaches to...

Why you should listen John Ghiorso shares his journey from freelance to building an eight-figure agency, offering invaluable lessons for anyone looking to scale their service-based business. Learn effective methods for bootstrapping growth and discover high ROI activities that can transform your agency's performance. Gain practical advice on leveraging platforms like LinkedIn and cold email strate...

Are you feeling overwhelmed by the endless tasks of content creation, sales call reviews, and proposal writing? You're not alone; many tech consultants and SaaS partners face this challenge. In this episode, I’ll share how I cut my content creation time from 90 minutes to just 30 minutes a week using AI tools. You can expect practical insights on leveraging AI for efficiency, custom prompts for an...

Why you should listen Explore the opportunities and threats that AI presents to businesses, particularly in the agency and consulting sectors. Learn why transitioning to value-based pricing is crucial for maintaining profitability in an AI-driven landscape. Discover how AI agents can be licensed and utilized by clients, enhancing operational efficiency and effectiveness. Imagine facing the challen...

Why you should listen Discover how AI can automate your sales follow-up, providing a reliable alternative to human salespeople without the downsides of illness or fatigue. Learn three key areas where sales AI can be implemented, along with simple exercises to assess its effectiveness for your business. Understand how implementing a sales AI can significantly enhance your clients' ROI, helping them...

Have you ever left a sales meeting feeling uncertain whether your potential client will buy? If you've experienced clients nodding along but still feeling overwhelmed, you're not alone. In this solo episode, I share two powerful actions you can take to simplify the buying process for your clients. First, we'll explore the importance of using a visual industry map that highlights their journey and...

Why you should listen Learn from the expert: John Munsell, CEO of Bizzuka, shares his extensive knowledge on implementing AI strategies that save businesses time and money. Discover innovative ways to use AI in business proposals and how to foster an AI-first culture within your organization. Learn valuable tips on avoiding mistakes when integrating AI into your business processes. This will help...

Why you should listen Learn why your website should be the central hub of your marketing efforts and how it can convert visitors into leads and sales. Discover five essential design principles that can transform your website into a powerful marketing tool. Gain access to a valuable quiz to review and improve your website, helping you identify gaps and opportunities. Do you have a website that you'...

Are you sacrificing family time for work, convincing yourself it's just temporary? In this solo episode, I share a personal story that underscores a critical issue many tech consultants face: ignoring warning signs in their business. Let’s explore how to recognize these signs and take action before they lead to bigger problems. Resources and Links Previous episode: 586 - Do Google Ads Work for Tec...

Why you should listen Learn how Google Ads work specifically for tech and consulting businesses, including different types of campaigns and their effectiveness. Discover why Google remains a dominant player in digital advertising and how to leverage its strengths even in a competitive landscape. Gain insights into the power of retargeting ads and how to create effective campaigns that resonate wit...