After years of working along with Copper, a sales CRM platform, Paul shares his experience on lead generation as a cloud partner. The more valuable lesson: Create your own leads. During this 10 minute episode, he lists 5 reasons why you should take a shortcut and simply learn from his experience and where you can get help if you're not building those leads quickly enough. Links 350 - Show Notes Take the Accelerated Pulse Check! Masterclass Accelerated Sales Program Connect With Paul On LinkedIn ...
Nov 04, 2021•11 min
Most business owners get to a point where their business is working, but they don’t know how to scale. The quick answer to that would be a management change, and Juliana Marulanda , from ScaleTime , will tell us all about it in this podcast episode. During the conversation, Paul and Juliana will cover all kinds of challenges agency owners face in scaling, how they help them overcome those challenges, and how building habits are essential to implement complex systems to help you scale. Links 349 ...
Nov 01, 2021•39 min
Finding your ideal client is a task that involves a lot of research. If you don’t know where to start or even how to do it, Paul shares his experience and insights on defining your target audience, some practical tips on how to do the research and a framework and other resources to help you nail your research. Links 348 - Show Notes Take the Accelerated Pulse Check! Masterclass Accelerated Sales Program Connect With Paul On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhiggi...
Oct 28, 2021•11 min
The LinkedIn game could be confusing for most consultants and cloud partners. With around 750 million members, getting in front of key decision-makers and generating leads consistently could be very overwhelming. In this episode, Alex Pirouz, from Linkfluencer, shares their four steps methodology on finding, connecting, and generating sales on LinkedIn, the platform they have built to make outreach more and his Ambassador program. Links 347 - Show Notes Take the Accelerated Pulse Check! Mastercl...
Oct 25, 2021•39 min
The LinkedIn messaging platform is not the most friendly tool to do some outreach. However, for most sales partners and consultants, this is the platform they get most of their leads. In this episode, you are going to learn one tactic to double your responses on LinkedIn, how to use other native functions and where to find more information to expand your network. Links 346 - Show Notes Take the Accelerated Pulse Check! Masterclass Accelerated Sales Program Connect With Paul On LinkedIn On Facebo...
Oct 21, 2021•8 min
As a salesperson, you need to find the right people to talk to if you want to make progress and successfully complete a sale. But how do you determine your customer’s criteria to choose one proposal over the other? Steve Gielda , from Ignite Selling , has the answer. During this episode, you will learn how to develop decision criteria, who are decision-makers in sales, and price is not the number one reason people buy from you. The takeaway here is that what is important is constructing informat...
Oct 18, 2021•36 min
There is not a sales system without a clear and organised follow up process. During this episode, Paul explains how common it is for business owners to lose opportunities when they don’t implement a few actions to follow up on potential clients. Here you will learn what are those common mistakes, what are the 3 ways to solve them and learn some scripts to help you nail your follow ups. Links 344 - Show Notes Take the Accelerated Pulse Check! Masterclass Accelerated Sales Program Connect With Pau...
Oct 14, 2021•11 min
If you think your messaging doesn’t reflect exactly what you do and you don’t know how to communicate your expertise to the rest of the world, Dallin Nead , from Content Supply , is here to help. During the episode, Paul and Dallin discuss why messaging is so important to improve your sales, the ideal framework for breaking down your story, and the importance of video in every step of this process. Links 343 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine Connect Wit...
Oct 11, 2021•30 min
If you are interested in expanding your network of referral partners or thinking of starting a referral program, this episode is for you. Leverage the power of LinkedIn and implement these 5 actions to grow your business. Links 341 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine Connect With Paul On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@ paulhigginsmentoring .com Thank You for Tuning In!...
Oct 07, 2021•11 min
Business owners spend a lot of time on admin tasks necessary to keep the company running, but not enough on the ones that will make it grow. If that is your case, it might be time to get some help so you can focus on what you are really good at. Linh Podetti is here to help. She is the director of Outsourcing Angels, an Australian recruitment agency that specialises in providing premium Virtual Assistants from the Philippines to companies worldwide. In this episode, you will learn how you can us...
Oct 04, 2021•34 min
Every person has a unique story to tell about how they got where they are today. And when you work as a consultant or mentor, a 3-minute video gets people to know you, and they can decide if they really want to meet you. Hence, it’s a great way to prequalify your potential clients and find the right fit for your business. In this solo episode, I share my story, so you can have an idea of how to create yours. I also tell you all the places you can use your video to reach your audience. Links 340 ...
Sep 30, 2021•13 min
Have you used a booking platform to organise an event, sell products directly from them and integrate your other sales tools? Book Like a Boss does this and so much more for business owners and companies of any size. In this episode, Paul invited Nachum Kligman , CEO and co-founder of this fantastic tool, to talk about how he helps millions of entrepreneurs connect easily for made more sales in an ever-increasing virtual world. Kligman is an author, speaker and podcaster and has been an entrepre...
Sep 27, 2021•31 min
If you can't get clients, you may not have the fundamentals of your offer in place to make it easy for people to buy your product or service. And as James Schramko says, you don't have a business until you have an offer that converts. Paul is here to help. During this solo episode, he lists some actions that you can take to package your offer and make it clearer for your clients. First, you need to choose a certain amount of offers and select which one will be the priority to get the expected re...
Sep 23, 2021•11 min
Eric Albertson is a certified EOS implementer and a business growth expert that is here to share his knowledge on how this set of tools will help entrepreneurs to get more of what they want from their business, and less of what they don't want. If you haven’t heard of EOS before, you will learn what it is, how it helps your company to get vision, traction and turn into a healthy business, and how to position yourself in sales. Links 337 - Show Notes Take the Accelerated Pulse Check! Masterclass ...
Sep 20, 2021•36 min
The pandemic has had a huge impact on businesses from different industries. But consultants and small businesses owners have agreed that 2021 has been one of the quietest on record for sales. In this show, Paul shares 9 levers you can implement to pull through your revenue. From obvious actions like getting referrals from your existing clients to new ones such as thinking like a doctor or selling on other people's stages. There are also some bonuses at the end of the episode. Links 336 - Show ...
Sep 16, 2021•13 min
A salesperson spends 66% of their time on non-selling activities, and 54% miss their quota. A shocking number, right? If you are one of those sellers who only use a CRM platform to input information, schedule appointments, and enter deals, you might be part of that percentage. Tiffany Bova, a global evangelist for Salesforce, is here to help. During our interview, she explains how you can get some output to become a smarter seller and use the system to tell you who are the 10 best people most li...
Sep 13, 2021•41 min
Did you know that there are 2.3 billion active users on YouTube, 70% of internet users have their own account and it’s the second most popular search channel? So if you're thinking of starting a YouTube channel or focusing your attention on your existing one, this is the right time. If you are already creating content, why not repurpose it for YouTube? During this solo show, Paul shares 7 powerful tips to make your YouTube strategy more effective so you can get more sales. Links 334 - Show Notes...
Sep 09, 2021•12 min
For those who come from the corporate world, the term sales enablement might sound familiar. However, for small business owners, it has been a methodology out of reach for years. Why? It was simply not affordable for many in the past. But what is sales enablement, and what does it do for your business? Craig Potts from Orchid Black is here to answer these and more questions around this topic. He shares six steps to transform sales, six elements around messaging, and sales enablement platforms th...
Sep 06, 2021•34 min
Following up on messages from current and potential clients could be a challenging task. Whether they come from email or LinkedIn, you need to make sure you don’t miss a single one. But, what is the best one for the sales messages? In this episode, Paul will explain why you should combine email and LinkedIn messages, how to use email for your sales, and, finally, how you are going to keep track of all the messages to turn them into leads. He also shares some tools that will make your life easier...
Sep 02, 2021•12 min
If you’re planning to launch a podcast or think your show needs a refresh, you need to listen to this episode. David Perez, from Audiencecoach.com , helps coaches and consultants to launch their podcasts and use them to fill their sales pipeline. During our conversation, he guides us through the launch of a podcast, explains the formula to create engaging content, and shares why research is essential to deliver what is relevant for your audience. Links 331 - Show Notes Take the Accelerated Pulse...
Aug 30, 2021•39 min
As the owner and founder, you are the best person to sell your services when you start your consulting business. You don’t need a brand because people know you and trust you. However, if you want to get to the next level, you need to create a personal brand to boost your sales. In this episode, I will show you why you need a personal brand as a consultant, who to get help from, and what questions to ask to choose the proper support. Links 330 - Show Notes Take the Accelerated Pulse Check! Master...
Aug 26, 2021•11 min
Over the years, SEO has brought feelings of love and hate among content creators. New or expert, all things around it sound confusing, and the fact that the rules change every minute doesn’t help. Gert Mellak from SEO Leverage is here to help. He is a consultant that helps business owners to figure out the SEO game. During our conversation, we will learn about his ERICA framework, the frequency of actions that you need to do on SEO, and what Google does differently to other platforms like iTunes...
Aug 23, 2021•37 min
Paul worked 18 years in Coca-Cola, and while working in sales, he was trained in many things sales-related. But nobody told him that once he started his own business, he needed a sales page? A what? Yes, a sales page. During this solo show, he will go through 10 steps (and some examples) you need to follow to write a good sales page with everything your ideal client needs to know about you and your business. He also shares the names of some experts that can help you level up your sales game. Lin...
Aug 19, 2021•10 min
We all know that LinkedIn is not the typical social media platform and that its algorithm is far from being figured out. However, more and more consultants are using it to connect with potential clients, partners, and other experts to help their business grow. In this episode, my mentor Joshua B. Lee from Standoutauthority.com , will share some wisdom on the new way that LinkedIn is going to index your posts and explains why LinkedIn will move towards ads. But to be ahead of the game, you need t...
Aug 16, 2021•44 min
What happens if your key contact in business leaves midway through the sales process? How do you get more than one key contact so if this happens you are able to rescue the sale? During this solo show, Paul takes you through the complex sale framework he created to collect all the information needed to complete the sale successfully. Links 326 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine Connect With Paul On LinkedIn On Twitter: @BuildLiveGive On Facebook On Insta...
Aug 12, 2021•13 min
Terry Dry is an entrepreneur, strategic advisor, and executive coach that has built, scaled and successfully exited a few companies. Currently, he is the founder and CEO of Future Proof Advisor where he helps small and mid-sized businesses to create a network of personalized advisor support. During the conversation with Paul, he covers sales tips and the value of pre and post-sales. He also believes that referrals and LinkedIn are far more efficient ways to capture leads than cold emailing or co...
Aug 09, 2021•33 min
In all digital platforms, algorithms and other changes happen more often than we like them to occur. And if you want to stay in the game, you need to keep a close eye on them. Join Paul as he delivers an update on LinkedIn hacks that would make your life (and your sales system) easier, plus a few bonus tips. Links 324 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine Connect With Paul On LinkedIn On Twitter: @BuildLiveGive On Facebook On Instagram: @paulhigginsmentorin...
Aug 05, 2021•13 min
Consultants are really good at providing value and results for their clients, but they, sometimes, struggle on the business side. Michael Zipursky from Consulting Success is here to lend a hand. He sits down with Paul and shares how he helps entrepreneurial consultants to build profitable, scalable, and strategic consulting businesses by creating better systems, price offerings, teams, messages and more to better communicate their expertise. Links 323 - Show Notes Take the Accelerated Pulse Chec...
Aug 02, 2021•36 min
So today's topic is: How To Add Value In A Sales Call Paul explains how he adds value to sales calls by giving clients referrals to experts. The goal: build trust so clients are more likely to work with you in the future. Links 322 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine Connect With Paul On LinkedIn On Twitter: @BuildLiveGive On Facebook On Instagram: @paulhigginsmentoring Email: Paul@buildlivegive.com Thank You for Tuning In!...
Jul 29, 2021•11 min
Chris Miles is the founder of Money Ripples , also known as the anti-financial planner. He worked as a traditional financial advisor and stock coach for several years and now he helps small business owners generate multiple passive incomes to achieve financial prosperity. In this episode, Chris and Paul talk about why repelling people is great for sales, what are the benefits of podcasts and a new way of thinking about ROI. Links 321- Show Notes Take the Accelerated Pulse Check! Masterclass BLG ...
Jul 26, 2021•35 min
