Podcast
Paul Higgins Podcast
Hosted by Paul Higgins · EN
I built and sold a 7-figure tech consulting business. Eighteen years at Coca-Cola, ending as Director accountable for $300M in annual revenue.
If you're a SaaS partner earning low to mid six figures, wearing every hat from sales to delivery, this show is your shortcut to scaling smarter. You're trapped at the center of the business. Revenue swings between feast and famine. You're stuck landing $15K implementations instead of $100K+ transformations.
Each week I talk to SaaS partners of Salesforce, HubSpot, Zoho, NetSuite, and Monday.com who've made the WHO and WHAT decisions that move them from low-margin implementation work to premium engagements and predictable recurring revenue.
Peter went from $700K at 60-hour weeks to $1.2M at 30-hour weeks. Jed wiped out his debt and doubled profits through strategic partnerships. Steve landed his first $500K contract by repositioning the same work he was already doing.
No fluff. Just proven strategies from someone who's walked in your shoes.
Subscribe to the newsletter at paulhigginsmentoring.com/newsletter.
40episodes
Episodes
Newest firstAll episodes
668 - Stop Waiting for Salesforce Leads with Doug Pelletier
Feb 2600:32:43Tap to summarizeWhy you should listenDoug Pelletier has spent 35 years winning enterprise accounts (Disney, Pfizer, Xerox) as a small Salesforce partner, proving that company size is irrelevant when your positioning and sales approach are right.Learn why Doug hired a General Manager at just six employees, and how that single WHO decision helped him scale to 130 people without burning out on tasks outside his strengths.Get Doug's approach to managing cash flow daily (a discipline he's maintained for 17 years) and why he says cash flow matters more than profitability for consulting firm owners.About Doug PelletierDoug Pelletier is the Founder and CEO of Trifecta Technologies, a technology consulting firm he launched in 1991 that has grown into a trusted Salesforce and enterprise solutions partner for leading organizations.A sales- and strategy-led founder, Doug focuses on identifying real business problems, building executive relationships, and hiring strong operational leadership early – allowing him to concentrate on growth, client strategy, and selling. His leadership is shaped by decades of experience and a strong emphasis on financial discipline and long-term stability.Having gone through multiple industry shifts, Doug views AI as a major inflection point and leads Trifecta in helping organizations move beyond the hype to apply data, architecture and AI in practical ways that drive meaningful business outcomes.Resources and LinksTrifecta.comDoug’s LinkedIn profileSnowflakeDatabricksApolloZoominfoPrevious episode: 667 - The Land-and-Expand PlayCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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667 - The Land-and-Expand Play
Feb 2300:04:04Tap to summarizeYou've landed a foothold in a big company, delivered a great project, the client loved it, so why are you still stuck in the same corner six months later winning the same small deals? In this episode, I break down why most consultants stay trapped in one department and how to turn a single project into an enterprise-wide engagement. I share how one Airtable consultant turned a $20,000 clinical trial tracking project at a top-three pharmaceutical company into a $200,000 transformation across three countries, all by making one strategic shift in how he treated his internal champion. If you've got a foothold in a big company and you're watching other consultants land the deals you should be winning, this is your playbook.Resources and LinksApply for a Multiplier CallPrevious episode: 666 - The partner trapCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →666 - The partner trap
Feb 1600:04:03Tap to summarizeStuck at 50% of your revenue target because your pipeline depends on someone else's priorities? In this episode, I break down the partner program trap and why so many platform consultants stay dependent on AE referrals even when they know it's holding them back. I walk through the exact 12-month transition sequence I use with clients: pick your niche, build pain-point messaging, start direct outreach, and keep partner referrals flowing as cash while you build. If your best leads only show up when an account executive needs to hit their quota, this episode shows you how to take back control of your pipeline.Resources and LinksApply for a Multiplier CallPrevious episode: 665 - AI Does 70% of the Work and Here’s What a Salesforce Partner Does With the Other 30 with Ferny BengaliCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →665 - AI Does 70% of the Work and Here’s What a Salesforce Partner Does With the Other 30 with Ferny Bengali
Feb 1200:30:41Tap to summarizeWhy you should listenFerny reveals how Sherpaneer uses AI across operations, from capacity planning models to proposal development, giving you a practical blueprint for integrating AI into your own consulting workflows.Learn how Ferny and her partner built a fully self-sourced pipeline through reciprocal partnerships with adjacent vendors like Gong, Clari, and FinancialForce, without relying on Salesforce for leads.Get Ferny's approach to managing AI tools across a team, including shared projects in Claude, an internal AI use policy, and a quarterly review cycle to keep everything current.You know you should be using AI in your consulting practice, but where do you actually start without compromising client data or wasting time on tools that don't stick? In this episode, I talk with Ferny Bengali from Sherpaneer, a boutique Salesforce consultancy that works with enterprise clients across high-tech, financial services, manufacturing, and healthcare. Ferny walks me through exactly how her team of 12 uses AI day to day, from feeding anonymized staffing data into models for capacity planning, to using voice notes and LLMs to prep for pitches. We also get into how she structures client knowledge across projects, her approach to AI-optimized content for SEO, and why she hired a part-time BD person instead of going full-time. If you've been experimenting with AI but haven't operationalized it across your practice yet, this conversation will show you what that looks like in action.About Ferny BengaliFarnaz (Ferny) Bengali is Co-President of Sherpaneer, a women-owned, diverse Salesforce consulting partner that helps mid-to-large organizations implement the right way, the first time. With 20+ years of industry experience—including leadership roles at MicroStrategy, Accenture, and The Carlyle Group—Ferny chose the boutique path over big consulting, building a practice that delivers senior-level expertise without the agency bloat. She's also a board member of WISE (Women in Salesforce Entrepreneurship), co-invests in hospitality through Dogwood Hospitality, and is passionate about using AI as an operating layer to scale consulting without scaling headcount.Resources and LinksSherpaneer.comFerny's LinkedIn profileRead.aiNotebook LMScribeChatGPTClaudeGoogle GeminiMicrosoft CopilotCoachHubCloverleafResearch RabbitZetyGrammarlyQuickBooksGongClariCertiniaAzureGoogle WorkspacePrevious episode: 664 - Stop celebrating your referralsCheck out more episodes of The Paul Higgins PodcastJoin our newsletterSuggested resourcesFind out more about Paul and how he can help you
Transcribe →664 - Stop celebrating your referrals
Feb 900:04:44Tap to summarizeStill relying on referrals and hoping the next one brings a decent project? In this episode, I break down why your referral strategy is actually killing your margins, not growing them. I share the pattern I see with over 200 tech consultants who are great at delivery but trapped in legacy business development, constantly auditioning for clients who see them as a vendor instead of a strategic partner. Learn how you can increase your revenue by making two important decisions: the WHO decision and the WHAT decision. If you are tired of the referral lottery and ready to stop competing on price, this episode lays out what actually needs to change.Resources and LinksApply for a Multiplier CallPrevious episode: 663 - The "Fake Productivity" Trap for Tech ConsultantsCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →663 - The "Fake Productivity" Trap for Tech Consultants
Feb 200:05:18Tap to summarizeEver finish a 60-hour week and realize you didn't do a single thing to find better clients? In this episode, I break down why most tech consultants stay trapped in work that feels productive but actually keeps them stuck. I share the story of a client who was exhausted, in debt, and over-delivering on every project until we made two critical decisions together: the WHO (estate attorneys only) and the WHAT (productized service with clear scope). Six months later, he cleared his debt and doubled his profits. If you've been avoiding the hard decisions by staying busy with comfortable work, this one will challenge you to finally make the call.Resources and LinksApply for a Multiplier CallPrevious episode: 662 - How to Build an AI Strategy That Actually Works with Christine DuqueCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →662 - How to Build an AI Strategy That Actually Works with Christine Duque
Jan 2900:38:35Tap to summarizeWhy you should listenChristine Duque, former Big Four consultant and CEO of Alonsera, shares why only 10% of global companies are seeing real impact from AI, and what separates the successful ones from the rest.Learn Christine's "Three A's" framework for making AI consumable: Automated, Anticipatory, and Augmented intelligence, plus how to progress toward autonomous operations.Get practical guidance on structuring AI transformation committees and coaching executive sponsors to drive cross-organizational buy-in.Feeling pressure to "do something with AI" but unsure where to start without wasting budget or burning out your team? In this episode, I talk with Christine Duque, CEO of Alonsera and former Big Four consultant who now helps mid-market companies in highly regulated industries navigate AI implementation. We dig into why most AI initiatives fail before they even launch, and it's not the technology. Christine explains why treating AI like a silver bullet creates more chaos than progress, and what the 10% of companies getting real results are doing differently. If you're tired of the hype and want a grounded perspective on what AI adoption actually requires, this conversation cuts through the noise.About Christine DuqueChristine Duque is CEO of Alonsera, a global AI consultancy helping organizations deploy AI solutions that actually scale. With executive experience at Accenture, Deloitte, and IBM, she's overseen $2B+ in AI and digital transformation projects for Fortune 50/100/500 companies—delivering results like 70% faster data ingestion and 30-50% customer engagement efficiency gains.A sought-after speaker on ethical AI and digital transformation, Christine is actively shaping international AI standards through partnerships with Oxford University and UC Irvine. She authored the Amazon best-seller Walking in My Shoes: Shattering Glass Ceilings in Corporate America and co-founded the Women's Empowerment AI Network. An accomplished operatic soprano, she debuted at Carnegie Hall.Resources and LinksDuquesacd.comAlonsera.comChristine's LinkedIn profileChristine on Instagram: @christineduqueChristine on Facebook: Christine DuqueChristine on TikTok: @duquesacdYoutube Channel: Christine DuqueChristine’s book: Walking In My Shoes: Shattering Glass Ceilings in Corporate AmericaPrevious episode: 661 - How Long Should You Stick With Your Consulting Niche?Check out more episodes of The Paul Higgins PodcastJoin our newsletterSuggested resourcesFind out more about Paul and how he can help you
Transcribe →661 - How Long Should You Stick With Your Consulting Niche?
Jan 2600:04:26Tap to summarizeStuck three months into a niche and wondering if you picked wrong? In this episode, I share the story of a client who spent 14 months doubting his industrial automation niche before everything clicked. His first outreach response took 14 months to close. A newsletter reader opened the same email 25 times before becoming a client. I break down why most consultants quit at the exact moment their planted seeds are about to grow, and why your biggest competitor isn't other consultants but your own ability to commit long enough to let your niche work.Resources and LinksApply for a Multiplier CallPrevious episode: 660 - The Human-Centric AI Shift Every Tech Consultant Should Know with Scott Stafford Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →660 - The Human-Centric AI Shift Every Tech Consultant Should Know with Scott Stafford
Jan 1900:33:25Tap to summarizeWhy you should listenScott Stafford shares his human-centric AI framework, explaining why major tech companies are now hiring salespeople again despite investing heavily in agentic solutions.Learn how to shift 20% of your workload to voice mode and natural language, with practical examples of completing real work while away from your desk.Discover where vibe coding tools like Bolt.new hit their limits and what foundational knowledge you still need to deliver AI-first solutions for clients.Wondering where to place your bets as AI reshapes the entire SaaS landscape? In this episode, I talk with Scott Stafford, an AI strategist working at the intersection of Salesforce, robotics, and human-centric technology. We dig into why companies that rushed to replace humans with AI are now reversing course, and what that shift means for consultants building practices today. Scott also shares his vision for how personal agents will become your new user interface, making traditional software interactions feel like relics. If you're trying to figure out where to invest your learning time and how to stay relevant as voice interfaces take over, this conversation maps out the territory ahead.About Scott Stafford Scott Stafford is a Human-Centric Technologist, AI Strategy Lead, and technology evangelist with 20+ years of experience bridging business strategy and emerging technology. A 27-time Salesforce certified All-Star Ranger and community leader, Scott focuses on helping people and organizations adapt to the rapidly evolving landscape of AI and the Fourth Industrial Revolution. He is co-founder of RiseWithVoice, an initiative that helps individuals strengthen both their literal and metaphorical voice to thrive in an AI-augmented future.Resources and LinksScottstafford.aiScott's LinkedIn profile625 - The Salesforce Partner's AI Dilemma with Sanjeet MahajanBolt.newSuperwhisperPrevious episode: 659 - How This Salesforce Partner Grew to 25 People by Saying No with Dennis KnodtCheck out more episodes of The Paul Higgins PodcastJoin our newsletterSuggested resourcesFind out more about Paul and how he can help you
Transcribe →649 - The Real Reason Your To-Do List Never Gets Done (It's Not What You Think) with Kelly Fifield
Nov 17Tap to summarizeWhy you should listenKelly Fifield shares her practical approach to using AI for productivity without getting lost in complicated automations that waste weeks of your time.Discover the critical difference between using AI as a task-focused executive assistant versus a strategic business coach—and why you need both to avoid getting trapped in research while missing revenue goals.Learn why starting simple with AI beats jumping straight to complex automations, and get Kelly's framework for deciding what to automate first.Are you drowning in AI tools and automation tutorials that promise everything but deliver confusion? I sit down with Kelly Fifield, a certified life coach who helps coaches incorporate AI and productivity systems into their businesses. We cut through the hype to discuss what actually works: using AI as your executive assistant and strategic coach, creating content from coaching calls, and why you should avoid the automation rabbit hole until you've solved problems the simple way first. Kelly reveals her honest take on ChatGPT vs Claude vs Gemini, how to use Notebook LM for processing large content libraries, and the one emotion causing most of your procrastination. If you're tired of wasting time on AI tools that don't deliver, this conversation will help you focus on what matters. About Kelly FifieldKelly Fifield is an AI systems strategist, productivity specialist, and certified life coach whose frameworks deliver organized focus and AI-amplified results. She works on Rick Mulready’s AI Playbook team, where she’s fielded thousands of entrepreneur questions about AI and turned that frontline experience into practical, repeatable workflows and systems.A former math teacher, Kelly balanced three jobs while transitioning into AI and operations, pressure-testing the systems she now teaches. On her podcast, she shares plain-English strategies for dramatic productivity gains. With AI in the mix, clients routinely achieve output that once took a team. They say sessions with Kelly are the best part of their week - clear next steps, real momentum, and a coach who’s warm, direct, and genuinely fun to work with. Resources and LinksProductivitygeniuscoaching.comKelly on Instagram: @productivitygeniuscoachEmail Kelly at: kelly@productivitygeniuscoaching.comListen to Productivity Genius Podcast on Apple PodcastsListen to Productivity Genius Podcast on SpotifyRick Mulready's AI Playbook CommunityGranola.aiNotebook LMChatGPTClaudeGeminiGoogle OpalPerplexity ProOceanofpdfPoen8nMonicaPrevious episode: 648 - Skating to Where the Puck is Going: AI Transformation for Service Providers with Mark EmondCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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