Paul Higgins Podcast

Why you should listen 1. Learn why most AI tools still underdeliver for Salesforce consultants—and how to close the gap with your own processes. 2. Discover how to practically use ChatGPT Pro for Salesforce delivery (not just theory). 3. Understand why AI Process Engineering is emerging as a critical trend—and what it means for the future of consulting. If you’re overwhelmed by the AI noise but still wondering how to actually apply it to Salesforce delivery, this episode is for you. Andy Forbes, VP at Capgemini and co-author of ChatGPT for Accelerating Salesforce Development, joins me to share how his team is using AI today to drive real client outcomes—from building 83-page implementation playbooks to treating ChatGPT like a memory-enabled coworker. We dive into why most AI tools still fall short for Salesforce consultants, how to structure AI processes that actually save time, and why the emerging trend of AI Process Engineering will reshape consulting roles. Whether you're hands-on in delivery or running a firm, you'll walk away with practical strategies to stay ahead without getting lost in the AI hype. About Andy Forbes Andy Forbes is the lead author on a book about the use of Artificial Intelligence for IT project delivery.  He specializes in bridging the gap between business strategy and cutting-edge technology. Andy's career has been defined by a relentless focus on crafting innovative solutions that drive measurable outcomes for global organizations, spanning SaaS, AI, and digital transformation. Today, he is dedicated to advancing the integration of generative and predictive AI into IT project delivery and helping organizations harness the transformative potential of these technologies. His work includes pioneering AI tools to accelerate delivery teams, designing architectures that embed AI into enterprise landscapes, and writing books and thought leadership pieces on the future of AI-driven delivery and capabilities. Andy is passionate about fostering collaboration and mentoring teams to deliver excellence at scale, across implementing IT solutions, developing AI-powered applications, and creating delivery methodologies that redefine what’s possible. Resources and Links * Capgemini.com [https://www.capgemini.com/] * Andy's LinkedIn profile [https://www.linkedin.com/in/AndyForbes/] * Andy’s book: ChatGPT for Accelerating Salesforce Development [https://www.amazon.com/ChatGPT-Accelerating-Salesforce-Development-cost-effective/dp/1835084079/ref=sr_1_1?dib=eyJ2IjoiMSJ9.wQqI7fWpjG5RnM5pzAQ-d-oxKPXc8TVFzGiJrGnutLHGjHj071QN20LucGBJIEps.U7n6olqa10lo9RRUHgCFWhx7_aM8vgVdOWTFEBVtPGc&dib_tag=se&keywords=ChatGPT+for+Accelerating+Salesforce+Development&qid=1745804408&sr=8-1] * Previous episode: 605 - You Can't Own a Niche You Don't Understand [https://paulhigginsmentoring.com/you-cant-own-a-niche-you-dont-understand/] * Check out more episodes of the Paul Higgins Podcast [https://paulhigginsmentoring.com/podcast/] * Subscribe to our YouTube channel: @PaulHigginsMentoring [https://www.youtube.com/@PaulHigginsMentoring] * Join our newsletter [https://paulhigginsmentoring.com/subscribe/] * Suggested resources [https://paulhigginsmentoring.com/resources/]

Quick rejections. Ghosted follow-ups. Deals that vanish after a seemingly great call. Sound familiar? In this solo episode, I dig into the real reason your sales aren't landing—you're not speaking your clients' language. It’s not your solution that’s off—it’s your understanding of how your niche buyers actually make decisions. I share lessons from my time at Coca-Cola and walk you through a step-by-step approach to gaining deep insight into your niche so you can win more deals, faster. If you want to move from “they don’t get us” to “you read my mind,” this one’s for you. Resources and Links * paulhigginsmentoring.com [https://paulhigginsmentoring.com/deals/] * 388 – Super Niche To Scale Faster [https://paulhigginsmentoring.com/super-niche-to-scale-faster/] * Previous episode: 604 - Why Your Client’s Outbound Isn’t Working—and the Data-Driven Fix That Is with Jordan Crawford [https://paulhigginsmentoring.com/why-your-clients-outbound-isnt-workingand-the-data-driven-fix-that-is/] * Check out more episodes of The Paul Higgins Podcast [https://paulhigginsmentoring.com/podcast/] * Subscribe to our YouTube channel: @PaulHigginsMentoring [https://www.youtube.com/@PaulHigginsMentoring] * Join our newsletter [https://paulhigginsmentoring.com/subscribe/] * Suggested resources [https://paulhigginsmentoring.com/resources/]

Why you should listen 1. Learn why tech isn’t the real reason outbound fails—and how messaging rooted in insight changes everything. 2. Discover how to craft Permissionless Value Propositions (PVPs) that prospects want to read before they know your name. 3. Understand how to guide clients beyond tools like Clay and Apollo and into high-impact GTM strategies. If your clients aren’t getting results from outbound, the problem isn’t the tools—it’s the messaging. In this episode of the Paul Higgins Podcast, I speak with Jordan Crawford from BlueprintGTM.com, who shows us how to flip the script on outbound by building data-backed messages that resonate. Jordan shares how vertical SaaS companies are generating replies by engineering relevance at scale, structuring insights into high-value messages, and rethinking personalization entirely. Whether your clients use Salesforce, Zoho, HubSpot or another CRM, this episode will help you position your services as a growth driver—not just a tech install. About Jordan Crawford Jordan Crawford is an advisor at companies like Clay and Tennr, and works with startups to help them design data-driven messages that are independently valuable to their prospects for vertical SaaS companies. Resources and Links * Blueprintgtm.com [https://blueprintgtm.com/] * Cannonballgtm.com [https://cannonballgtm.com/] * Cannonballgtm.substack.com * Jordan's LinkedIn profile [https://www.linkedin.com/in/jordancrawford/] * Previous episode: 603 - Unlock 95% Open Rates with SMS withLee Weinberger [https://paulhigginsmentoring.com/unlock-95-open-rates-with-sms-with-lee-weinberger/] * Check out more episodes of the Paul Higgins Podcast [https://paulhigginsmentoring.com/podcast/] * Subscribe to our YouTube channel: @PaulHigginsMentoring [https://www.youtube.com/@PaulHigginsMentoring] * Join our newsletter [https://paulhigginsmentoring.com/subscribe/] * Suggested resources [https://paulhigginsmentoring.com/resources/]

Why you should listen 1. Discover why SMS and MMS messaging drastically outperform email—and how you can use that insight to drive real engagement and results for your clients. 2. Learn how to easily integrate messaging into top CRMs like Salesforce, HubSpot, and Zoho—no dev team required. Ideal for SaaS Consulting Partners looking to expand their service offerings. 3. Hear how one business use SMS to boost attendance and revenue—and get a glimpse into what’s next with Rich Communication Services (RCS) and AI-powered automation. Email open rates are declining. If your clients aren’t seeing replies from their outreach, it’s time to rethink the channel. In this episode, I sit down with Lee Weinberger, sales leader at Sinch Engage, to explore how SMS and MMS messaging is transforming client engagement—especially for CRM-integrated partners like Salesforce, HubSpot, and Zoho. Lee breaks down why mobile-first communication isn't just the future—it's the now. If you're a SaaS Consulting Partner looking to expand your offer stack or boost results for your clients, this is the episode for you. About Lee Weinberger Lee Weinberger leads the sales team at Sinch Engage, a solution of communications tools for businesses.  They specialize in conversational and automated messaging for SMS/MMS/RCS which exists as a stand-alone web product and an integrated tool into the leading CRM systems (HubSpot, Salesforce, Zoho, Netsuite, Active Campaign, Shopify).  Sinch also provides Email and Voice functions to round out the suite of communications functions.  Lee resides in Denver CO, and sells into the North American market, but Sinch as a company has a global reach with offices around the world. Resources and Links * Engage.sinch.com [https://engage.sinch.com/] * Messagemedia.com [https://messagemedia.com/] * Lee's LinkedIn profile [https://www.linkedin.com/in/lee-weinberger-755b3a33/] * Talk to Lee [https://calendly.com/lee-weinberger-mm] * Email Lee at: Lee.Weinberger@sinch.com [Lee.Weinberger@sinch.com] * Previous episode: 602 - Stop Forcing Marketing You Hate—Play to Your Strengths Instead [https://paulhigginsmentoring.com/602-stop-forcing-marketing-you-hate-play-to-your-strengths-instead/] * Check out more episodes of The Paul Higgins Podcast [https://paulhigginsmentoring.com/podcast/] * Subscribe to our YouTube channel: @PaulHigginsMentoring [https://www.youtube.com/@PaulHigginsMentoring] * Join our newsletter [https://paulhigginsmentoring.com/subscribe/] * Suggested resources [https://paulhigginsmentoring.com/resources/]

Are you wasting precious time forcing yourself to do marketing activities you secretly hate?  In this solo episode, I share how focusing on marketing tasks that don't align with your natural strengths is likely costing you clients, consistency, and sanity. I also reveal my own marketing mistake when I convinced myself that video was the answer, despite hating every second of creating YouTube content,  and how my business transformed when I finally focused on my natural strengths instead. The key lesson: identify what marketing activities energize you, double down on those, and then use automation, delegation, or AI for everything else. Whether you're a relationship builder, writer, or video creator, playing to your strengths creates marketing that's not only more enjoyable but also more consistent and effective for attracting quality leads to your SaaS consulting business. Resources and Links * paulhigginsmentoring.com [https://paulhigginsmentoring.com/deals/] * Book: The Tao of Coaching [https://www.amazon.com/Tao-Coaching-Effectiveness-Inspiring-Developing/dp/1781253323] * Previous episode: 601 - Why Most Salesforce Partners Miscalculate Customer Acquisition Costs with Paul Wnek [https://paulhigginsmentoring.com/why-most-salesforce-partners-miscalculate-customer-acquisition-costs-with-paul-wnek/] * Check out more episodes of The Paul Higgins Show [https://paulhigginsmentoring.com/podcast/] * Subscribe to our YouTube channel: @PaulHigginsMentoring [https://www.youtube.com/@PaulHigginsMentoring] * The Tech Consultant’s Roadmap [https://paulhigginsmentoring.com/roadmap/] * Join our newsletter [https://paulhigginsmentoring.com/subscribe/] * Suggested resources [https://paulhigginsmentoring.com/resources/]