Paul Higgins Podcast

Episode Overview Gaining new talent is challenging for you as a Cloud Consulting Business owner. Matthew has an innovative way of solving this.  In my interview with Matthew, he talks about: Who is the next generation of talent  How to source them  How to develop their soft and tech skills About Matthew Peng Matthew Peng founded Business Continuum, providing software and change mana...

Episode Overview I speak to about 5 cloud consultants daily from across the globe, typically from Salesforce, HubSpot, and Zoho (but not limited to them), and ask them what is working and not working in their quest to scale. And the common theme I get is YOUTUBE. So in this solo episode, I talk about how you can use Youtube to grow your Cloud Consulting Business. If you struggle to get consistent...

Episode Overview If you struggle to have consistent cash flow in your Cloud Consulting business, this interview is for you.  Shell talks through the benefits of specialization as a Salesforce partner. He covers; How he builds consistent leads from Salesforce and how to get to the front of the co-sell queue.  His learnings are from building a youtube channel with 500K views and 2MM minute...

Episode Overview Dan is passionate about HubSpot and their users. He works for Impulse Creative, a 50-person HubSpot Agency that delights the SME and mid-market space.  Dan gives his perspective on why Impulsive Creative has grown. He covers How to use inbound to grow your agency  The value of reviews on your partner directory and some cool scripts to use  Using a points system...

Episode Overview Many business owners often try too many tactics to fix their problems when the answer is right under their noses. Most of the time, getting help can be a simple yet effective growth hack. In this episode of the Cloud Consultants Solo Show, I talk about a Cloud Consulting Business Growth Hack that may seem too good to be true but can help you scale your business, and give you examp...

Episode Overview If 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 niche  How to customize messages  How to leverage strategic partners M...

Episode Overview The 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 Implementation  How to build a relationship with HubSpot  Pros and Cons of mining a vertical Jens...

Episode Overview As 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 leade...

Episode Overview Robin 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 inter...

Episode Overview Getting 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. ...

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 p...

Episode Overview I 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 prepare  Role p...

Episode Overview Are 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 managers Having the right systems in place  C...

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...

Episode Overview Learn 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 a...

Episode Overview You'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 niche  The three legs of the stool to a successful cloud consulting biz What marketing activities work  Barry’s background  Barry is a Leader in hi-tech consulting, staffing, s...

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 podcast  Ep 461, on 7 April 2023 , we will be rebranding the podcast from Accelerate Sales to Cloud Consultants show  Why the Change? 2022 niched down to cloud consultants  Built Cloud Consultants Collective to 200...

Episode Overview Most 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 t...

Episode Overview Are 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 Air How teams leverage systems and tools to stop drowning in work.  He expl...

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 the...

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 unders...

Episode Overview You 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 background  Daniel Moshe, founder and CEO of...

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 manual  Benchmarks for acceptances and replies and how to get them  Linkedin 4-5x more replies than email Guillaume Portalier is the...

Hello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445 Today's topic is Start the year with less  If 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 ar...

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 sa...