The Paul Higgins Show

Why you should listen In this episode, we dive deep with Marty Zigman, a seasoned IT entrepreneur and the principal of Prolecto, a company specializing in cloud-based ERP solutions for small to medium-sized businesses. This episode explores Marty’s journey in creating and honing his authentic voice in the IT and ERP solutions space. Marty shares his experiences and the strategic approaches that have shaped his career and company. About Marty Zigman Marty Zigman is an accomplished IT entrepreneur specializing in integrated, cloud-based ERP solutions for small to medium-sized businesses with revenues ranging from $25M to $1B+. As the Founder and Principal of Prolecto Resources since 2003, Marty leads a systems integration practice known for its expertise in NetSuite, focusing on driving operational excellence and strategic alignment. With a background in CTO and CIO roles, Marty combines deep technical and accounting knowledge to deliver actionable application patterns that unlock enterprise value. His approach revolves around three principles: leveraging cloud computing, implementing fully integrated business applications, and adopting platforms for extension and customization, with NetSuite serving as a primary business management platform. With over 15 years of experience, Marty has developed 70+ software bundles to accelerate solution realization for his clients. Before Prolecto, Marty held influential roles in interactive media, eCommerce consulting, and sales force automation, gaining extensive cross-industry experience. Marty is a proponent of life-long learning and is active in various community development groups. He resides with his wife, Sherri, in Park City, Utah, and maintains a strong commitment to professional and personal growth. Resources and Links Prolecto.comProlecto blogsMarty’s LinkedIn profileSubscribe to Marty’s email list522 – You Are Your Brand with Peter G. GoralBreakcold533 - Networking Bandits: Unmasking the Illusion of LinkedIn OutreachCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletter

In this solo episode, I delve into the gritty realities of LinkedIn outreach services. As someone who's both felt the sting of subpar services and seen other tech consultants experience it, I unpack the common pitfalls in using a LinkedIn outreach agency and give you five actionable tips on navigating the complexities of LinkedIn outreach without compromising your brand or wasting resources. End your reliance on inefficient and costly LinkedIn outreach strategies by tuning into this episode. Join the Tech Collective532 - Data Sync Made Easy with Ben Liebert Check out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterSuggested resourcesFind out more about Paul and how he can help you

Why you should listen In this episode, we dive deep into the realm of data integration and management with Ben Liebert, the mind behind SyncHub.io. Ben discusses the challenges and solutions in extracting and managing data across various platforms to enhance decision-making and reporting for tech consultants and their clients. About Ben Liebert Ben ran a software development business for 20 years, where his team built everything from enterprise solutions to scrappy startup proofs. In 2019, he used all that experience to build the MVP of his SaaS platform, SyncHub, in just one week. Four years later, he keeps his finger on the pulse of the business by working at the coal face - customer support. Resources and Links SyncHub.io Ben’s LinkedIn profileY Combinator Podcast531 - Gearing Up for a Sale with Russell BadgettCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Why you should listen In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and founder of radianhub.com. With over two decades in the software industry, Russ brings much knowledge and experience, particularly from his 14 years in the Salesforce ecosystem. During our conversation, Russ shares his journey of running his own Salesforce practice, focusing on leveraging customer trust and a value-driven approach to fuel business growth. He also discusses the strategic levers tech consultants should pull to enhance their business operations. About Russell Badgett Focused on technology solutions and vertical strategies, Russ has over 20 years of experience in the software industry and 14 years in the Salesforce ecosystem with SaaS-based platforms. A customer-trusted, value-driven approach has been the key to success with enterprise clients such as Sony, Salesforce, P&G, Lilly, Harley-Davidson, and Roche Diagnostics. The mission behind radianHub is to bring this experience and best practices back to the mid-market and public sector (supporting clients of all sizes). Resources and Links Radianhub.comRuss’s LinkedIn profileruss.badgett@radianhub.comBook a call with RussBuy Back Your Time530 - ROI is Killing Your DealCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

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 clients. Tune in to learn how to change your approach and create actual value by focusing on what truly impacts your clients today. Resources and Links 529 - The Future of CRM with Jon FerraraCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listen In this episode, Jon Ferrara, a pioneer in the CRM industry and founder of Nimble, shares his extensive knowledge and experience. He discusses the transformation of customer relationship management systems and how his current venture, Nimble, innovates to serve sales teams and entire organizations. Jon emphasizes using CRMs to build meaningful business relationships rather than just managing sales data. About Jon Ferrara Jon is a serial entrepreneur and is a noted social, sales, and marketing speaker. He has re-imagined CRM by building Nimble, which is the relationship-focused CRM for the entire team. Ferrara is best known as the co-founder of GoldMine Software Corp, one of the early pioneers in Customer Relationship Management (CRM) for Small to Medium-sized Businesses (SMBs). Resources and Links Nimble.comJon’s LinkedIn profile@Jon_Ferrara@jonferraraJon’s Facebook profileGet the exclusive offer for Tech Consultants here!528 - Four Minds of Digital Transformation with Ben StroupCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterSuggested resourcesFind out more about Paul and how he can help you

Why you should listen Are you ready to revolutionize your organization's approach to change? In this episode, Ben Stroup introduces the transformative concept of adaptive change through the lens of the "four minds"—strategy, Operations, Technology, and Data. He highlights how a holistic approach navigates uncertainty and leads to remarkable growth. Ben emphasizes the importance of adoption as the accurate measure of success and stresses the critical role of strategic execution in turning ambitious goals into reality. Discover the keys to resilience and innovation in this insightful discussion. About Ben Stroup Ben Stroup is changing the way organizations succeed. As a consultant and coach, he helps leaders navigate uncertainty, streamline operations, and unlock growth opportunities. Ben uses data-driven insights to develop measurable strategies that propel organizations forward. His ability to spot what matters most and bridge ideas with implementation leads to remarkable results. Resources and Links Getvss.comBenstroup.comBen's LinkedIn profileThe Velocity Factor527 - So What is the Point?Check out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterSuggested resourcesFind out more about Paul and how he can help you

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 526 - Your Marketing Automation Partner with Laine BelcastroCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listen Expert Guidance on Marketing Automation Platforms: Strategic Email Marketing Insights: Future of AI in Marketing: In this episode, we dive deep into the world of marketing automation with Laine Belcastro from LMB DigiMarketing. Laine, a seasoned digital marketer, shares her extensive experience navigating the technical complexities and strategic intricacies of marketing automation platforms. From discussing the importance of choosing the right platform to offer valuable tips on email strategy and the role of AI in marketing, Laine provides a comprehensive overview to help you enhance your marketing efforts. Whether you're a tech consultant looking to bolster your clients' marketing strategies or a business owner seeking to improve your own, Laine's insights will guide you toward more effective and engaging marketing automation solutions. About Laine Belcastro Laine is a seasoned digital marketer with a knack for untangling technical and strategic knots. Since 2007, she’s been a dual citizen of the MarTech and traditional marketing worlds, serving B2B and B2C clients in New York City, Atlanta, and beyond. Laine founded LMB DigiMarketing in 2015 to make highly effective marketing automation more accessible to growing businesses. With a Digital Marketing certification from Emory University and specialist certifications from MailChimp and Salesforce – Account Engagement, her happy place orchestrates streamlined marketing platform integrations. She enjoys golf, concerts, and trying new restaurants in her free time. Resources and Links lmbdigimarketing.comLaine’s LinkedIn profile@LMB_EmailRocks525 - AI - Death of Developers? With Mark GoodCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listen Stay Ahead in AI Integration: Expert Insights from Mark Good:Practical Solutions for AI Training: In this episode, we dive into one of the hottest topics in our industry – training your team on AI advancements, especially within the Salesforce ecosystem. Mark Good, the founder of AI Force, shares his extensive experience and unique approach to accelerating the adoption of AI in business processes. Mark's insights into the challenges professionals face, from cutting through the noise to understanding the essential skills needed for AI, are invaluable for anyone looking to enhance their team's AI capabilities. Join us as we explore how to navigate the rapidly evolving world of AI and ensure your team is prepared and excels in implementing AI solutions. About Mark Good As the founder of AI Force, the Salesforce AI training company, I've been working for 10 years as a Salesforce professional while researching AI capabilities. My mission is to accelerate the adoption of AI within the business ecosystem, and I empower other Salesforce professionals and companies with the tools and training to bring AI to life inside business processes. I co-founded "GPT Dreamin", the largest virtual Salesforce AI conference. I spend my days working with businesses and professionals learning and deploying AI, and I spend my evenings researching cutting-edge AI techniques and capabilities. Resources and Links aiforcetraining.comMark's LinkedIn profile@aiforcetrainingCatch Past Live Sessions and AI News on AI Force PlusEnroll your Salesforce resources in the AI Force Training programCompany Team TrainingHave your Salesforce resources watch the GPT Dreamin Series for free AI education524 - Minning Sales GoldCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

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 the field, this episode is packed with insights on turning rejections into opportunities, making your sales process more efficient, and ultimately growing your business. Ready to start mining your sales gold? Resources and Links 523 - How You Should be Using Video to Make More Profit with Grant ShaddickCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listen Unlock the Power of Video:Efficiency and Quality Combined: Stay Ahead with AI: Looking to elevate your business with the power of video? In this episode, we dive into the game-changing impact of video on your business. Grant Shaddick, co-founder of Tella, reveals how they are revolutionizing how small businesses, startups, and freelancers use video to connect with clients, streamline their sales process, and enhance their online presence. Discover the secrets to creating high-quality video content effortlessly, the advantages of Tella over traditional editing software, and the future of video in business with AI advancements. About Grant Shaddick Grant is the cofounder of Tella, a screen recorder that edits videos for you. Originally from New Zealand, Grant moved to The Netherlands in 2015 to join Dutch startup Bynder. Grant co-founded his first startup in 2018, which was acquired by InVision at the end of 2018. In June 2020, Grant left InVision to join startup accelerator Y Combinator and start Tella. Resources and Links Tella.tvY CombinatorGrant’s LinkedIn profile@9ranty@TellaHQSuperhuman.comPaulhigginsmentoring.com/resourcesVideo set up522 - You Are Your Brand with Peter G. GoralCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you

Why you should listen Learn to Differentiate Your Brand:Expert Strategies for Social Media: Real-world Business Growth Tips: In this episode, I sit down with Peter G. Goral to explore how businesses, especially tech consultants, can stand out in a crowded market. With over a decade of experience, Peter shares his insights on cutting through the noise and reaching target audiences. We dive into his three-stage program, which focuses on awareness, education, and engagement, aiming to define brand value and voice while creating content that showcases experience and attracts new clients. Peter's mission is to empower businesses to reach their full potential by growing their online presence and reputation. Join us as we uncover the secrets to winning over major deals and making your business truly stand out. About Peter G. Goral With over 11 years of experience as a Social Media Business Strategist, Peter G. Goral helps businesses cut through the noise and reach their target audiences with customized and effective social media solutions. He leverages his diverse background in retail, logistics, recruitment, transformation, and change management to understand the needs and challenges of different industries and create tailored strategies that align with their goals and values. At ArtEnvy, Peter works with clients to develop and implement a three-stage program that covers awareness, education, and engagement. He helps them define their brand value, capabilities, and voice and create and publish content that showcases their expertise and attracts new clients. He also supports them with public relations campaigns and building brand awareness for their company and executives. He aims to empower businesses to achieve their full potential and grow their online presence and reputation. Resources and Links Peter’s LinkedIn profile@peterg.goralPeter's Facebook profile@peterg.goral@peterg.goralYou Are Your BrandPeter G Goral521 - One More StepCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletter

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 Links Developing a Key Operator Role with Jhana LiCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you Connect With Paul On LinkedInpaul@paulhigginsmentoring.com

Why you should listen Are you feeling trapped in your success, missing out on personal experiences due to your business's heavy dependence on you? In this episode, Jhana Li from Spyglass Ops reveals how to build a second in command to regain personal freedom and achieve your ambitions. Discover operational strategies for seven to eight-figure digital entrepreneurs aiming to scale their businesses without being bogged down by day-to-day tasks. About Jhana Li Jhana Li first discovered Operations while Vanlifing through North & South America. Since then, she's been COO at 2 successful startups, consulted over forty 7- & 8-figure businesses, and coached hundreds more. After seeing countless founders stall out & trap themselves without the proper Operations, Jhana decided to start her own company, Spyglass Ops. Through Operations consulting, recruitment, and training, Spyglass Ops empowers founders to scale their businesses while regaining their personal freedom simultaneously. Resources and Links Spyglassops.comJhana’s LinkedIn profileJhana on Facebook@thejhanali519 - Peer Help for Material Business Decisions Check out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you Connect With Paul On LinkedIn

​​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 making material decisions with confidence. Resources and Links Join the Tech CollectiveBryd.io519 - Peer Help for Material Business Decisions518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKayCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you Connect With Paul On LinkedInpaul@paulhigginsmentoring.com

Why you should listen Are you pondering the right time for an exit or how to prepare your tech consulting business for sale? Alex MacKay from Techquity Advisors brings a wealth of experience from the enterprise software and services sector to the table. Throughout the episode, he offers valuable insights into setting up for success, understanding market readiness, and navigating the complexities of M&A scenarios. Whether just starting to consider an exit or actively planning for one, Alex's guidance is indispensable for achieving strategic objectives and ensuring a profitable entry. About Alex MacKay Alex brings much real business operations experience working in enterprise software and services organizations. He’s worked with large global players such as SAP and Siebel at VP & GM levels and has CEO’d several high-growth small/medium firms raising capital and leading exit strategies. As a revenue growth advisor, Alex has aided many firms with positioning for M&A transactions. His expertise in leading and building software and service companies provides a solid core background to help organizations set themselves up to achieve their strategic objectives. Having worked with many Founders and Boards, Alex appreciates and understands the complexities that come into play when considering possible M&A scenarios. Alex has a BA in Economics and an MBA in Finance and Marketing. Resources and Links 518 - Hidden Secrets to Exiting Your Tech Consulting Business with Alex MacKayTequityadvisors.comAlex’ LinkedIn profile517 - Key Roles for a Pain-free HolidayCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you Connect With Paul On LinkedIn

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 season truly work-free. Ready for a change? Let's dive in. Resources and Links 517 - Key Roles for a Pain-free HolidayTeam Task PlaybookEducation as a Competitive Advantage in Tech Consulting with Peter FullerCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you Connect With Paul On LinkedInpaul@paulhigginsmentoring.com

Why you should listen Are you struggling to stand out in the crowded tech consulting market? In this episode, Peter Fuller, the founder of The Workflow Academy, shares his journey of transforming his business by leveraging specialized education, ultimately carving a unique niche in the competitive tech consulting market. This episode is a goldmine for tech consultants seeking insights on differentiation, growth, and leveraging education for business success. About Peter Fuller Peter Fuller is the founder of The Workflow Academy, a RevOps consulting agency + bootcamp to teach RevOps and CRM skills. He has spent 5+ years as one of Zoho’s top cloud consulting partners. He has parlayed that knowledge into growing The Workflow Academy into the world’s foremost cloud consultant career training program, helping 100+ students start careers in cloud consulting. Resources and Links 516 - Education as a Competitive Advantage in Tech Consulting with Peter FullerTheworkflowacademy.comPeter’s LinkedIn profileGood to Great by Jim CollinsTrailhead by SalesforceHubSpot Academy515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan WillmanCheck out more episodes of The Paul Higgins ShowStrategic Profit BlueprintJoin our newsletterFind out more about Paul and how he can help you Connect With Paul On LinkedInpaul@paulhigginsmentoring.com

Why you should listen In a moment of crisis, when both your business and personal assets are at risk, what strategies can save you from the brink? This episode featuring Bryan Willman, Co-founder and Managing Partner at TechFino, explores this critical question. Bryan shares his personal journey of facing severe financial challenges and how he successfully navigated through them. Learn about the three pivotal decisions that transformed his situation. Ideal for tech consultants, this episode offers valuable insights into strategic pivoting, effective leadership, and building a resilient business model. Join us to discover how to turn potential defeat into a story of triumph and growth. About Bryan Willman Bryan Willman is the co-founder, and Managing Partner at Techfino, an elite Oracle | NetSuite Partner and full-service cloud software consultancy. Bryan started as a technology consultant specializing in developing business applications, and more recently became an expert implementing NetSuite ERP Software for some of the largest companies in the world. Since starting Techfino, Bryan and his team have been hyper focused on solving challenging problems for fast-growing businesses running NetSuite. Resources and Links 515 - From Struggles to Soaring: Unveiling a Netsuite Partner's 266% Growth in 3 Years with Bryan WillmanTechfino.comBryan’s LinkedIn profile514 - 2023 WrapCheck out more episodes of The Paul Higgins ShowStrategic Profit Blueprint Join our newsletterFind out more about Paul and how he can help you Connect With Paul On LinkedIn