Episode Overview If you have thought about launching an app on the Salesforce App exchange or are in the process, this podcast is for you. Andi covers: Why use an outsourced dev team for app development Different types of apps - hybrid and native How to get the best out of Indian developers How Artificial Intelligence and Machine learning will develop and how to get ahead of the curve About Andi Giri Andi Giri is an IT entrepreneur with about 35 years of experience. He completed his BE degree at...
May 22, 2023•42 min•Ep. 471
Episode Overview It is not your fault if you have so much going on in your business and nothing seems to be working. And it is not because you don't have the time to change it. It is because you are working on the wrong things. How do I know? Because I was you. In this solo episode, I share my experience of working on the wrong things in my cloud consulting business and the result of not heeding my mentor’s advice. This experience motivates me to do what I do and prevent others from making the s...
May 18, 2023•12 min•Ep. 470
Episode Overview Are you struggling to find high-quality leads for your SaaS platform? If so, you won't want to miss this episode! Our guest, Patrick, saw a gap in the Salesforce ecosystem where end clients found it difficult to match the 5,000 Independent Software Vendors (ISV) and 2,300 Consulting Service Partners to their problems needing solving. He created InVisory to fix it. In this episode, Patrick will share his insights on: How to generate qualified leads through a marketplace. Why you ...
May 15, 2023•37 min•Ep. 469
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 management advice to companies big and small for almost a decade. He blends his business and finance background to set up ...
May 08, 2023•36 min•Ep. 468
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 inbound leads, you should listen to this episode and start your Youtube journey. Here are some great...
May 04, 2023•11 min•Ep. 467
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 minutes of watch time. The actions he is taking to build a high-performing culture. About Shell Black Shell Black is f...
May 01, 2023•41 min•Ep. 466
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 for retainers About Dan Moyle Dan is a trainer, storyteller, podcaster, speaker, writer, and blended family dad. Dan lives...
Apr 24, 2023•38 min•Ep. 465
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 examples of how I helped two of my clients, Chris and John, to identify their growth blockers by filling ...
Apr 20, 2023•10 min•Ep. 464
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 Massimo’s background Massimo Ianniruberto is the Founder of BluRoot. He started 10 years ago as all things to all people and has cl...
Apr 17, 2023•35 min•Ep. 463
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’s background Jens is an experienced sales professional and modern growth leader. Proven track record of growing revenues ex...
Apr 10, 2023•29 min•Ep. 462
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 leaders. Learn how to focus on them and not the role. In this solo podcast, listen as I talk about what a...
Apr 06, 2023•10 min•Ep. 461
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 interview, Robin covers; 2 challenges mid-markets are grappling with and how to solve them Pressure on EBIT by compan...
Apr 03, 2023•34 min•Ep. 460
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. Goal Rhythm Iterate log Team She also covers the importance of consequences and how group accountability works. Tanya’s background...
Mar 27, 2023•35 min•Ep. 459
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 pulled back into working on the tools. So how can you save your top talent? In this solo podcast, I provide insights in...
Mar 23, 2023•11 min•Ep. 458
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 plays Debrief I know this looks too simple, but Mark's knowledge behind each of these three is gold. Mark also shares great t...
Mar 20, 2023•42 min•Ep. 457
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 Creating and monitoring scorecards Juliana’s background Juliana is a business operations expert, speaker, and founder of ScaleTime....
Mar 13, 2023•39 min•Ep. 456
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 a mentor. People ask me the difference between a coach and a mentor. I am a qualified coach and hav...
Mar 09, 2023•13 min•Ep. 455
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 approach to qualifying clients His success with Linkedin Ads Building a fantastic culture Finally, a must-listen is his...
Mar 06, 2023•39 min•Ep. 454
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, services, and solutions who understands how to motivate multiple sales teams and develop rewarding client relationships. In t...
Feb 27, 2023•35 min•Ep. 453
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+ people Built my expertise and network Love the industry and the people A genuine need for what we do Sales - lack of sales...
Feb 23, 2023•10 min•Ep. 452
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 to know, including: Why do only 9% of Linkedin user post, and what are they missing out on How LinkedIn content d...
Feb 20, 2023•40 min•Ep. 451
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 explains what each stands for; C = Communicate. Having both email and another internal tool. P = Plan. He talks about having built-fo...
Feb 16, 2023•32 min•Ep. 450
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 them by saying - this is not why are you doing what you do? There is something more to it than that. Un...
Feb 13, 2023•9 min•Ep. 449
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 understanding the client. This includes: Who are their ideal clients How do they make their money What are the three key str...
Feb 09, 2023•8 min•Ep. 448
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 Tech Guru: IT for Accounting Firms, combines his passion for business and technology with finance and accounting to help moderniz...
Feb 06, 2023•36 min•Ep. 447
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 co-founder and COO of Waalaxy, a Linkedin sales automation platform that focuses on ease of use. They've gone from 0 to $6M ARR in...
Jan 30, 2023•36 min•Ep. 446
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 are a regular, thanks for your support. Please email me at paul@paulhigginsmentoring.com to let me know if you listen and what...
Jan 26, 2023•8 min•Ep. 445
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 salespeople dial up the FOMO of missing out. 84% of the time, using this technique will kill the deal. This is why you need a ...
Jan 23, 2023•42 min
If you are doing services and have an idea to productize it, this is the podcast for you. We cover: Change from service to product funded by a client. How to leverage Sales Force to build a vertical solution. Changing B2B sales and how to adapt. Tom Burton has over 30 years of experience helping forward-thinking businesses (ranging from startups to Fortune 500 companies) develop and implement innovative, technology-based strategies and solutions that drive sales and predictable revenue growth. T...
Jan 16, 2023•39 min
Is SEO right for your business? Believing that every business needs an SEO strategy is one of the reasons many business owners have a bad experience with SEO. It all comes down to your customer acquisition strategies, sales cycle, and whether your customers are looking for your solution on Google. Farzad Rashidi is here today to help you figure out if SEO is right for your business and, if so, how to choose the right person for the job. He also reveals the one thing that can make your SEO strate...
Dec 19, 2022•44 min
