Why you should listen Learn from Russ’s extensive experience in aiding organizations in transitioning from outdated systems to modernized tech stacks. Discover effective strategies for managing significant organizational changes, especially for those new to platforms like Salesforce. Gain insights into building a successful consultancy through Russ’s leadership, culture, and client management lessons. In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and foun...
Apr 22, 2024•33 min•Ep. 531
In this solo episode, I tackle the often misleading use of Return on Investment (ROI) in deals and introduce a more tangible measure—economic impact. I discuss how focusing on the real-time financial pains of clients can transform the sales conversation from speculative to substantive. Throughout the episode, I share strategies that have shifted my approach to evaluating opportunities, moving away from unpredictable ROI forecasts to discussing immediate economic impacts that resonate more with c...
Apr 18, 2024•7 min•Ep. 530
Why you should listen Gain valuable insights from Jon Ferrara, who has decades of experience in the CRM industry, including founding one of the earliest CRMs, GoldMine. Learn about the next evolution of CRM systems, which focus on building relationships across entire businesses rather than just enhancing sales processes. Discover a special offer from Jon, providing you with tools to effectively enhance your business and client relationships. In this episode, Jon Ferrara, a pioneer in the CRM ind...
Apr 15, 2024•32 min•Ep. 529
Why you should listen Learn why immediate solutions might not always be in your best interest and how they can divert you from addressing the root cause of challenges. Discover the concept of adaptive change and its significance in achieving sustainable organizational success beyond mere technological implementations. Gain valuable strategies from Ben's "four minds" model to navigate uncertainty, streamline operations, and capitalize on growth opportunities effectively. Are you ready to revoluti...
Apr 08, 2024•36 min•Ep. 528
Have you ever stopped asking yourself, "What is the point?" of your actions? In this solo episode, I dive into a pivotal lesson I learned from a senior executive during my 18 years at Coca-Cola. I share the moment that transformed my approach to work: focusing on initiatives with a definitive purpose and outcome. This episode could be the pause and reflection you need to realign your efforts with your goals. Resources and Links Previous episode: 526 - Your Marketing Automation Partner with Laine...
Apr 04, 2024•5 min•Ep. 527
Why you should listen Expert Guidance on Marketing Automation Platforms: Laine breaks down the complexities of choosing and utilizing your business's right marketing automation platform, offering insights that could save you time and resources. Strategic Email Marketing Insights: Discover the dos and don'ts of email marketing, learning how to create emails that genuinely engage your audience rather than ending up in the spam folder. Future of AI in Marketing: Get a glimpse into the evolving role...
Apr 01, 2024•30 min•Ep. 526
Why you should listen Stay Ahead in AI Integration: With AI evolving rapidly, this episode provides insights into effectively training your team to harness AI's full potential, ensuring you stay competitive and innovative. Expert Insights from Mark Good: With a decade of experience and a passion for AI since 2015, Mark shares his journey and mission to accelerate AI adoption in business processes, offering a unique perspective on combining business acumen with AI development. Practical Solutions...
Mar 25, 2024•29 min•Ep. 525
What do you do when potential clients say no? In this solo episode, I dive deep into a critical aspect of sales that we often overlook: responding to potential clients' rejections. I share why capturing and using the reasons behind these rejections is crucial. Despite our expertise in implementing sales CRMs for our clients, we often neglect this practice in our operations, missing valuable insights that could turn those nos into future yeses. Whether you're a seasoned tech consultant or new to ...
Mar 21, 2024•8 min•Ep. 524
Why you should listen Unlock the Power of Video: Learn how video can transform your sales process, making it more personal and effective, and why it's becoming an essential tool for businesses in the digital age. Efficiency and Quality Combined: Discover how Tella offers the perfect balance between ease of use and professional-quality video production, saving you time without compromising on the impact of your content. Stay Ahead with AI: Gain insights into the future of video editing and conten...
Mar 18, 2024•34 min•Ep. 523
Why you should listen Learn to Differentiate Your Brand: Discover how to cut through the noise and ensure your brand resonates with your ideal clients, distinguishing you from competitors. Expert Strategies for Social Media: Gain insights into crafting and executing a social media strategy that defines your brand's value and showcases your expertise. Real-world Business Growth Tips: Peter shares actionable advice on how businesses can leverage their unique stories and values to grow their online...
Mar 11, 2024•31 min•Ep. 522
In this solo episode, I reflect on the fifth anniversary of my life-changing transplant, thanks to my friend Brendan's generous donation. Sharing my recovery journey and the drive to reach my personal "Everest," I offer universal lessons on resilience, the power of support, and making incremental progress towards significant goals. This episode celebrates a personal milestone and serves as a call to action for you to take that crucial next step in your business or personal life. Resources and Li...
Mar 04, 2024•5 min•Ep. 521
Why you should listen Jhana shares her vast experience transforming businesses through effective operations, consulting, recruitment, and training. Learn how to identify and empower a second in command to take over daily operations, allowing you to focus on growth and personal goals. Get inspired by success stories of entrepreneurs who have scaled their businesses while reclaiming their time and freedom. Are you feeling trapped in your success, missing out on personal experiences due to your bus...
Feb 26, 2024•31 min•Ep. 520
Are you grappling with material business decisions in your tech consulting business and feeling isolated in the process? In this solo episode, I introduce the Tech Collective, a revamped community designed to support tech consultants like you. Dive into different discussions about pricing strategies, effective lead generation beyond referrals, and hiring for your practice, among other topics. Discover how focused peer advice, proven playbooks, and a supportive network can guide you through mak...
Feb 19, 2024•9 min•Ep. 519
Why you should listen Gain direct insights on how to prepare your business for a successful exit Learn about the critical steps in setting up your business for M&A transactions Learn about aligning personal goals with business strategies and the significance of simplicity and focus in scaling your business effectively for an eventual lucrative exit. Are you pondering the right time for an exit or how to prepare your tech consulting business for sale? Alex MacKay from Techquity Advisors bring...
Feb 12, 2024•31 min•Ep. 518
In this solo episode, I address a common yet critical issue many business owners face: the inability to take time off without letting themselves and their families down due to work interruptions. I share a straightforward yet effective three-step process to not only manage, but thrive during your time off. From listing tasks to deciding what to delete, delegate, or do, and finally, hiring the right support, I cover it all. Don't miss the insights and resources available to make your next holiday...
Feb 05, 2024•9 min•Ep. 517
Why you should listen Understand the importance of differentiating their services in a competitive market. Learn how focusing on a specific niche, like education, can lead to substantial business growth and client retention. Gain insights into creating a successful business model that integrates training and consulting for maximum client value and satisfaction. Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academ...
Jan 29, 2024•27 min•Ep. 516
Why you should listen Discover real-life, effective methods that transformed a tech consultancy from near-collapse to substantial growth. Gain insights from Bryan Willman's experience with executive coaching and the EOS framework, offering valuable lessons in business leadership and management. Learn about the innovative 'Support as a Service' approach and its impact on recurring revenue, a crucial aspect for any tech consulting firm. In a moment of crisis, when both your business and personal a...
Jan 22, 2024•27 min•Ep. 515
In this solo episode, take a journey with me as we reflect on the eventful year of 2023. We'll revisit the significant changes, milestones, and invaluable lessons learned, highlighting some of my favorite episodes. But this isn't just a retrospective; it's also a glimpse into what 2024 holds for myself and the technology consultants I help. Join us as we gear up for the challenges and opportunities that await us in the new year. Wishing you a wonderful festive season! Resources and Links 514 - 2...
Dec 14, 2023•13 min•Ep. 514
Why you should listen Learn strategies to steer your Salesforce consultancy through economic downturns successfully. Alex Bariyev shares invaluable insights from his extensive experience, offering practical advice for resilience and growth. Get actionable steps to optimize operations and expand your business during tough economic times. In times of economic downturn, while the instinctive move is to cut costs, this episode presents a different approach - focusing on growing the top end of your b...
Dec 11, 2023•23 min•Ep. 513
Faced with the ever-evolving world of AI and its impact on the tech consulting landscape, many consultants are overwhelmed and unsure how to integrate AI into their strategies. In this episode, Stephen Stouffer, VP of Digital Transformation at SaaScend, unravels the complexities of AI and its practical applications for tech agencies and consultants. Stephen, an AI enthusiast, also delves into how AI can transform ICP generation, lead routing, and more. His insights offer valuable guidance on nav...
Dec 04, 2023•26 min•Ep. 512
Episode Overview In the ever-evolving world of Salesforce consulting, finding the right talent at the right time can be daunting. In this episode, we delve into staff augmentation as a strategic solution for Salesforce partners facing skill gaps in their projects. Join us as Nazar Mykytyn, CEO of Redtag, shares his journey in Salesforce implementation and staff augmentation, offering insights on how staff augmentation can empower Salesforce partners during growth phases. This episode also explor...
Nov 27, 2023•27 min•Ep. 511
Episode Overview Are you still navigating the complexities of AI? Are you uncertain about the preparations needed for its effective integration? In this episode, join us as Noah Berk, co-founder of OBO, talks about leveraging AI to optimize tech operations and drive business growth. Learn from Noah's 20 years of B2B expertise and OBO's success in integrating AI with platforms like Salesforce, HubSpot, and Monday.com. This episode is packed with actionable insights, from preparing for AI integrat...
Nov 20, 2023•33 min•Ep. 510
Episode Overview Want to break away from the “sea of sameness”? In this solo episode, discover how to differentiate your tech consulting business and avoid common pitfalls many fall into. Get insights from my years of experience running a tech consulting business, mentoring other tech consultants, and interviewing the most successful in our industry. Tune in to learn how to survive and thrive by standing out in the tech consulting world. Resources and Links 509 - Show Notes Ep 497- 7 Game-Change...
Nov 16, 2023•9 min•Ep. 509
Episode Overview Are you pondering the future of your tech consulting business, particularly in scaling or even selling it? Join us as Oliver Sholder, a successful Salesforce consultant, recounts his six-year journey from starting his tech consulting business to a lucrative exit, selling to a private equity firm. Oliver shares invaluable insights on building a business with sales in mind, focusing on recurring revenue models, and cultivating impactful relationships with Salesforce account execut...
Nov 13, 2023•31 min•Ep. 508
Episode Overview Navigating the evolving Salesforce ecosystem amidst the AI revolution can seem daunting—whether you're a seasoned professional hedging against job security concerns or a newcomer seeking a career in Saleforce. In this episode, Bradley Rice unravels how aligning your career and personal aspirations is key to surviving and thriving in a tech-driven future. We delve into the roles of AI and dismantle the most common myths about it. This is a great episode you shouldn’t miss! About ...
Nov 06, 2023•29 min•Ep. 507
Episode Overview In this solo episode, I unravel the secrets to boosting your sales call conversions. Listen as I emphasize the importance of having a framework and practicing sales calls outside client interactions. Whether you're a novice or a seasoned professional, this episode is packed with practical advice on how to elevate your sales game and avoid common pitfalls. Tune in to transform your sales call performance and achieve higher conversions. Resources and Links 506 - Show Note s Sales ...
Nov 02, 2023•7 min•Ep. 506
Episode Overview In this episode, learn how to elevate your outbound game using AI tools. Discover the critical steps in vetting potential clients and establishing a robust sales process before diving into outbound strategies, ensuring your foundation is solid for success. We explore the power of LinkedIn for forging genuine connections and utilizing AI tools for personalized engagement. Collin also shares insights into various sales tools and strategies and the importance of personal branding...
Oct 30, 2023•27 min•Ep. 505
Episode Overview In this episode, Manika shares her inspiring journey and how she runs her successful businesses while helping and advocating for women, especially mothers, to confidently step back into the workforce, through her specialized program. She continues to be a beacon in the Salesforce community, fervently driving her mission to reintegrate women into the professional sphere. Don't miss out on these insights and more! About Manika Goyal Manika Goyal is a Salesforce Industries Architec...
Oct 23, 2023•22 min•Ep. 504
Episode Overview In this solo episode, I share a crucial lesson I've learned over the years: in the face of declining revenues and mounting pressures, the answer isn't always in adding more to your plate. Drawing from my time at Coca-Cola and real-life client stories, I discuss the significance of recognizing what to stop rather than start. Join me as I share the wisdom of taking measured actions and the transformative power of knowing when to pause. Resources and Links 503 - Show Note s Soundin...
Oct 19, 2023•7 min•Ep. 503
Episode Overview In this episode, we delve deep into the Salesforce ecosystem, shedding light on the untapped potential of female talents, especially those transitioning from different sectors. Join Pallavi as she recounts her inspiring journey in tech, underscoring the value of mentorship and recognizing transferable skills. Tune in as we uncover pathways for women leaders and how partners can capitalize on exceptional female talents. About Pallavi Agarwal Pallavi Agarwal founded Kander, a woma...
Oct 16, 2023•24 min•Ep. 502
