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Paul Higgins Podcast

Paul Higgins

The Paul Higgins Podcast interviews the SaaS partners and platform leaders building consistent, cash-generating businesses on Salesforce, HubSpot, Zoho, Microsoft, Monday, NetSuite, Acumatica, and more.

Prior guests include Jay McBain (Chief Analyst, Channels, Partnerships & Ecosystems at Omdia, and Channel Influencer of the Year), Sarah McDevitt (HubSpot), Heather Black (Salesforce), Marty Zigman (NetSuite), Brett Martin (Zoho), Barry Doucette (Microsoft), Robin Alex (GoHighLevel), Yash Tekriwal (Clay), Laurence Fitch (Slack), Gareth Pronovost (Airtable), Nick Sonnenberg (Asana), and Alex MacKay (Tequity).

Host Paul Higgins helps SaaS partners escape the trap of billable hours, five verticals, and platform dependence, and move from lumpy months to consistent, cash-generating months. For episodes, show notes, and free resources, head to paulhigginsmentoring.com.

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#709
Monday · 8 min
709 - The Brand Gets Rich. The Bike Shop Doesn't.
Your commission cheque is smaller than it used to be, the leads your platform sends you have slowed to a trickle, and every month there seem to be more partners fighting over the same deals. In this episode, I share a conversation I had with someone deep inside the HubSpot ecosystem about where the partner model is heading, from falling lifetime commissions to Salesforce territories starting to overlap. The picture that stuck with me was the bike shop. The big brands market brilliantly and sell a great product, yet most of the dealers carrying them barely make money, propped up by a brand that will be fine either way. Consolidation is coming, and partners will either merge, add platforms, exit, or rebuild themselves. If you have ever wondered whether you own a business or just run a dealership, this one is for you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 708 - You're selling the pieces. Not the puzzle. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#708
October 12 · 4 min
708 - You're selling the pieces. Not the puzzle.
You built AI into your delivery this year, your team ships faster, and your close rate is still sitting exactly where it was at the start of the year. In this episode, I break down why that happens, and why it is the same shift accountants faced 20 years ago when software started eating their compliance work. The ones who survived stopped selling the pieces and started selling the puzzle, while the ones who stayed stuck poured their best hours into delivery no customer ever sees. I walk through the free move that turns the work you already do into a named, customer-facing methodology, and why selling hours lets AI compress your revenue while selling methodology grows your margins. If every deal still comes down to price and your customers cannot tell you apart from the other partners on your platform, this one is for you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 707 - One Coffee. One Insider. Six Months Off Your Build. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#707
October 5 · 6 min
707 - One Coffee. One Insider. Six Months Off Your Build.
Your prospects can tell within about 10 minutes of a Zoom call that you don't really know their industry. In this episode, I share the coffee meeting that stopped me from launching a hotel and cafe service line at Coca-Cola that would have made me the laughing stock of the trade, and the one detail 50 trade articles never mentioned. I break down what an industry coach is (not a professional coach, but a peer with 20 or 30 years of operating scars and nothing to sell you), why most SaaS partners resist finding one, and what the ask looks like in verticals like estate law, industrial automation, and MSPs. I finish with three questions you can answer before you build your next vertical offer. If you've picked your niche but still catch yourself using platform words instead of industry words, this one's for you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 706 - Your P&L Is Lying About Your Margin Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#706
September 28 · 5 min
706 - Your P&L Is Lying About Your Margin
Your P&L says you made 60 percent margin last year. The real number could be half of that, and it is not an accounting error, it is the hours you spend on delivery costed at zero. In this episode, I break down a partner agency I evaluated for acquisition that looked healthy on paper, until we moved the founder's delivery hours out of drawings and into the cost of delivery and watched the net profit collapse. I show you why drawings quietly doing the work of a salary means you are subsidizing your own business and calling that subsidy profit, and the one adjustment that rebuilds your pricing on the truth. If your margin feels fine but your bank keeps raising an eyebrow at your numbers, this is the reality check to run before your next pricing decision. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 705 - Being a certified partner is not a business. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#705
September 21 · 6 min
705 - Being a certified partner is not a business.
Your certification feels like the asset. It is closer to a rented seat on someone else's platform, and AI is quietly pulling the chair out from under it. In this episode, I break down a conversation with a peer of mine, an ex-client who built a Zoho consultancy from scratch, kept a strong team, and retains clients better than almost anyone I know, and still cannot sell the thing he built. So he is starting a second business in parallel, and it looks nothing like the first: one vertical, one buyer, one price, 72 percent his own software and 28 percent platform. I walk through why setup and implementation work is drying up, what stays billable when it does, and the difference between a partner sitting in a trap and a partner working a plan. If your revenue still leans on selling licenses and billing implementations, this is the shift worth hearing before the vendor forces it on you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 704 - You Can Beat Them At Everything And Still Lose Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#704
September 14 · 5 min
704 - You Are Competing With Other Partners Who All Sound The Same
You are one of forty partners on your platform, and every website, every LinkedIn profile, and every pitch says the same three lines: Salesforce implementation, Zoho work, Monday builds, HubSpot onboarding. In this episode, I break down the WHO decision that separates the partner who owns a vertical from the forty who blend into the directory. I share how one Monday partner became the only name listed under nonprofits, then did the part almost nobody does: she rewrote the product's own language for that buyer, renaming the CRM as a DRM so donors, donations, and households replaced leads, opportunities, and pipeline. Sales slowed while she made the pivot and two verticals stopped feeding her, but she held the line, and now the platform sends her the nonprofit deals. If you are tired of competing against partners who sound exactly like you, this one shows you the two moves that let the right buyer find you first. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 703 - You Can Beat Them At Everything And Still Lose Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#703
September 7 · 6 min
703 - You Can Beat Them At Everything And Still Lose
You can beat the biggest partner in your ecosystem on content, on volume, on quality, and still finish the year at a quarter of their revenue with price as the only lever anyone hands you. In this episode I break down why that happens and what to do about it, starting with the rule Jack Welch laid down in a 1981 speech that almost nobody quotes correctly. Your platform, whether it is Salesforce, Zoho, HubSpot, or Microsoft, is a product, not a market, so the moment a buyer arrives the only question they can ask you is how much and how fast. I walk through the four moves that get you out of that queue, from reading back through your last 10 clients to find the industry where the scope held and you never bled hours, to packaging the fix as a priced outcome instead of billable time. If you are about to spend another year becoming a better version of a competitor you cannot beat, this one is for you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 702 - Firing Your Agency Won't Get You More Leads Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#702
August 31 · 5 min
702 - Firing Your Agency Won't Get You More Leads
Firing your agency won't get you more leads. I got on a call this week with an MSP owner in a market with over 2,500 providers, all deals mostly on price, who had burned two years and thousands of dollars on two different agencies with next to nothing to show for it. In this episode I break down why the problem was never the agency: it was that he had never picked who he serves, so every piece of content defaulted to generic, because generic is the only thing that fits everyone. I walk through the exact order that actually works, pick one type of client where your best results already live, rewrite your profile in your own words for that one buyer, and only then brief an agency or run the outreach yourself. If you've been throwing mud at the wall and blaming whoever's holding the bucket, this one's about the decision only you can make. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 701 - Why AI Makes You More Valuable, Not Less, with Sarah McDevitt Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#701
August 27 · 31 min
701 - Why AI Makes You More Valuable, Not Less, with Sarah McDevitt
Why you should listen Sarah McDevitt, a HubSpot leader and first-time author, breaks relational intelligence into five practical signals (Awareness, Presence, Empathetic Structuring, Connection Capital, and Human Differentiation) you can use to become the partner a client cannot swap out for a tool. Learn how to be a "context miner" in every meeting: the way sharp partners use full presence to extract how a business actually makes decisions, then feed that context into their AI agents to get outputs generic prompts cannot match. Get Sarah's read on where the retainer money moves next as AI creates a wave of "vibe coded" messes, plus the governance and platform cohesion work partners can charge for when customers realize they need one person to own the whole stack. You have spent years getting deep on the platform, and now AI can do a slice of that build work in minutes, so a quiet question sits at the back of your mind: what is a partner actually for now? In this episode, I talk with Sarah McDevitt, a HubSpot leader and first-time author of The Round Table, about relational intelligence, which she defines as the ability to build, sustain, and grow trust-based relationships that AI cannot replicate. We get into why the skills AI makes less scarce do not make you less useful, and why so many partners have their identity wrapped up in the exact technical work that is now being handed to agents. Sarah has spent years watching what separates the partners who stay in the room from the ones who get swapped out, and almost none of it is technical. If your value has always lived in the build, and you can feel that ground shifting under you, this conversation is about where your value goes next. About Sarah McDevitt Sarah McDevitt is the Senior Director of Partner Strategy at HubSpot, where she leads a global community of more than 7,000 partners through AI transformation. A native of Sligo and now based in Dublin, Sarah is the creator of the Relational Intelligence framework and the author of her first book, The Round Table: How Relational Intelligence Will Become Your Human Advantage in the AI Age. Her core thesis, "RI + AI = Trust," argues that the smartest organizations use AI to strengthen human relationships rather than replace them. A TEDx speaker and advocate whose work spans hybrid team leadership and responsible AI adoption, Sarah helps partners see that as technical skills become less scarce, the ability to build trust becomes their most valuable and defensible asset. Resources and Links Sarah McDevitt on The Paul Higgins Podcast: Episode 642 - Stop Being a Platform Expert - Why Business Growth Advisors Win in the AI Era with Sarah McDevitt Hubspot.com Sarah McDevitt on LinkedIn 20VC podcast Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 694 - The 60% Shift Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#700
August 24 · 8 min
700 - Free content kept me poor
You subscribe to the newsletters, listen to the podcasts, watch the videos, sit in the partner events, and every quarter your revenue still falls behind the target you set for yourself. The smartest SaaS partners I know are usually the most stuck, and it is not because they are missing information, it is because they have too much of it. In this episode I tell the truth about my own trap: after I sold my business I decided I had all the frameworks and could coach myself, and that lasted about a month before I was back to 60-hour weeks spinning my wheels. I share the two decisions I made when I finally re-engaged my own coach, one about who I serve and one about what I sell, and how those same two moves reshaped my clients' businesses too. If your target is not moving no matter how much you consume, this one is for you, because you cannot read the label from inside the jar. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 699 - AI will expose you Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#699
August 10 · 6 min
699 - AI will expose you
Look at your last ten projects and ask an uncomfortable question: how many could the platform's own AI agent do most of within the next two years? For a lot of SaaS partners, the honest answer is most of them, and that is exactly the implementation, configuration, and migration work paying the bills right now. In this episode, I break down why AI is not going to replace you, it is going to expose you, and what actually gets exposed once the repetitive setup work starts to shrink. I share the call Chris, a Salesforce partner, made when he picked one industry and said no to everything else: revenue dipped for three to six months, then came back at a higher margin with less rework because he stopped learning every client's business from scratch. If you are spread across five verticals, known well enough to configure but not well enough to advise, this is the one decision that determines whether AI multiplies you or exposes you. Resources and Links Chris Widmayer on The Paul Higgins Podcast: Episode 691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris Widmayer Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 698 - SaaS is Dead Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#698
August 3 · 6 min
698 - SaaS is Dead
Every podcast in our space is telling you AI has killed SaaS, and not one of them can name a client who has actually walked away from their platform. In this episode, I show you why the "AI replaces the platform" story does not hold up right now, and where your attention actually belongs instead. Here is the test I run before I believe any of it: not what a guest or a host predicts, but what a client has actually done. The gap between "AI can build software" and "I will rebuild and maintain the tool I depend on daily" is enormous, and almost nobody's clients have closed it. So before you rip up your ICP over a threat that never shows up, ask what is actually costing you clients today: weak lead flow and conversions, not a version of your business AI might take in three years. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 697 - Five Verticals Feels Safe. It's the Riskiest Thing You Do. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#697
July 27 · 7 min
697 - Five Verticals Feels Safe. It's the Riskiest Thing You Do.
The decision that scares you most is the one keeping you stuck, and the fear talking you out of it has a name: eggs in one basket. In this episode, I break down why that fear is a lie for SaaS partners spread thin across five verticals, and the two tests that kill it in under a week. I share how one client I work with crossed $100,000 a month for the first time with zero dollars spent on marketing, after finally committing to the one vertical he had avoided for years. You will hear why counting the real size of a market beats trusting the nerves, and why a niche you can reverse in 90 days is a test, not a bet. If you are tired of rewriting your pitch for every call and being shallow in five places while AI eats shallow for breakfast, this one is for you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 696 - Wrong Problem Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#696
July 20 · 7 min
696 - Wrong Problem
You are about to spend months solving a problem you have never actually counted, and the real cost is not the wasted build, it is every move you do not make while you are stuck in it. In this episode, I break down three Slack conversations I had with SaaS partners in two weeks, each one convinced the complex solution was the answer: a platform migration, a staged AI email sequence, a full LinkedIn outreach system. In each case, one question flipped it, like the partner ready to switch platforms until he counted that the platform cost him $11,000 in lost deals while spreadsheets and homegrown builds cost him $140,000. I show you why AI can build the plan but can never tell you whether the problem is even yours, and the three simple moves that test the real constraint before you commit. If you are a SaaS partner staring down a major build, this is the glass of ice water, and the question is whether you will drop the O-ring in first. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 695 - Stop Doing the Delivery Yourself: A Smarter Way to Add Capacity with Jim Marascio Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#695
July 16 · 32 min
695 - Stop Doing the Delivery Yourself: A Smarter Way to Add Capacity with Jim Marascio
Why you should listen Jim Marascio runs Equals 11 with roughly 30 direct team members, yet delivers Salesforce work with on-demand access to more than 600 certified engineers. He breaks down the exact staffing partnerships in LATAM and Europe that let a lean business play far larger than its headcount. Learn how to move up the value chain from tactical delivery to consultative "what if" conversations: the shift that raises deal value, creates more interesting work for your engineers, and turns you into the trusted advisor a client cannot swap out. Get Jim's front-end planning approach (milestones, definition of done, clear ownership, agreed success metrics) that keeps projects out of the 40% of implementations that stall on activity without results. You want to take on bigger Salesforce work, but every larger project means hiring people you cannot afford to keep on the bench, so you stay stuck delivering most of it yourself. In this episode, I talk with Jim Marascio from Equals 11, who spent 25 years as a CIO and CTO of SaaS companies before building a delivery business that runs on a lean core team and plays far larger than its size. We get into the moment he stopped being the tactical fix-it vendor waiting for clients to define the problem, and started becoming the strategic partner clients build their roadmap around. Jim also puts a number on it: roughly 40% of implementations break, and the difference between the ones that deliver and the ones that stall comes down to what you do in the first week. If you are the owner doing too much of the delivery and you want to grow capacity without betting the business on payroll, this conversation is your blueprint. About Jim Marascio Jim Marascio is the founder and CEO of Equals 11, a certified Salesforce consulting partner that helps mid-market companies get real value from Salesforce long after go-live. With more than 25 years as a CEO, CIO, and CTO, he has built his career managing distributed teams, and today Equals 11 pairs a lean core team with a network of 600+ certified Salesforce engineers across the US, Latin America, and Europe. Guided by the belief in its name, 1 + 1 = 11, Jim has grown the firm from tactical delivery into strategic, consultative work for direct clients and system integrators alike. Resources and Links Equals 11 Jim Marascio on LinkedIn Salesforce Agentforce Claude Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 694 - The 60% Shift Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#694
July 13 · 8 min
694 - The 60% Shift
You did not get into this business to sell configuration hours, but at some point that became the model anyway. In this episode, I break down the one number from Forrester's Microsoft modern work partner study that every SaaS partner should sit with: 60 percent of last year's partner revenue growth came from AI, and the fastest growing slice was not deployment, it was advisory, up 63 percent in a single year. Your vendor is making the technical work easier on purpose, which means if your value lives in the setup, you are the friction they are designed to remove. I walk through why the partners who moved to advisory a year ago already own the relationships, the reputation, and the recurring revenue, and what that head start really costs everyone still waiting to feel the pressure. If you want to know whether the WHO, the WHAT, or the HOW is the actual constraint holding your business on the runway, this one is for you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 693 - The AI Revenue Play Sitting in Your Closed Lost Pipeline. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#693
July 6 · 5 min
693 - The AI Revenue Play Sitting in Your Closed Lost Pipeline.
Still treating your closed lost pipeline as a graveyard, chasing new leads while old quotes gather dust in your CRM? In this episode, I break down two AI revenue plays most SaaS and platform partners are missing completely: winning back business you already quoted and lost, and turning your best internal systems into a new revenue stream. I share how a Zoho partner turned a hundred and fifty thousand dollar job into a twenty five thousand dollar job, same client, same margin, because AI changed what the work actually costs to deliver. I also cover the pricing decision you have to make first, or AI will shrink your invoice instead of growing your margin. If you have quotes sitting there that clients wanted but could not afford, this one shows you exactly where that revenue is hiding. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 692 - He liked being the one everyone called. That was the problem. Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#692
June 29 · 4 min
692 - He liked being the one everyone called. That was the problem.
If your business is fully booked and still can't grow, the problem is not capacity and it is not systems. It is that everything still runs through you. In this episode, I share the question I ask every SaaS partner I work with: what would have to be true for you not to be needed in delivery tomorrow? Not next year, tomorrow. I walk through how a Zoho partner who was doing delivery on nearly every job himself made one structural decision, brought in a strategic partner for funding and leads, and doubled revenue without changing what he was good at. The hardest part was not the restructure. It was the moment he stopped being the indispensable person in the room. If you know your business has grown around you rather than beyond you, this episode is where that changes. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris Widmayer Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#691
June 25 · 41 min
691 - Why Going All-In on One Vertical Beat Staying a Generalist with Chris Widmayer
Why you should listen Chris Widmayer took Penrod from a generalist Salesforce shop to one of the top five healthcare partners at Salesforce, and lifted gross margins by about 15% (now sitting between 47% and 55%) by committing to a single vertical. Learn how he built productized packages and SaaS products on top of his services so the business earns at high margin without him in every delivery, now 20% of revenue. Take away his reframe on measuring AI: stop counting hours saved and start measuring whether your people can do the work of three or four, with concrete examples of where that actually shows up. Taking every client who pays and telling yourself revenue is revenue? That call feels safe and it quietly caps your margins, your hiring, and the level you get to consult at. In this episode, I talk with Chris Widmyer from Penrod, who walked away from a huge slice of his addressable market to go all in on one healthcare vertical and became one of the top five healthcare partners at Salesforce. He is candid about the revenue dip that came first, and what changed once his whole team spoke the customer's language instead of only Salesforce. If you are stuck competing on certifications while clients treat you as a vendor, this is the shift that moves you to trusted advisor. About Chris Widmayer Gideon Shalwick is the founder and CEO of Penrod, a healthcare consulting agency built around great patient experiences. A developer by trade with more than 30 years writing code, he turns complex technical work into strategies healthcare IT leaders can act on, helping enterprise health systems build the data infrastructure, compliance frameworks, and AI-ready foundations they need to grow. Penrod is now one of the top five healthcare partners in the Salesforce ecosystem. Resources and Links Penrod Chris Widmayer on LinkedIn Moonox Claude Snowflake Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 689 - Why Building More Tools Won't Fill Your Pipeline Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources
#690
June 21 · 6 min
690 - You Quote the Commodity and Give Away the Premium
The hardest thing you do, you price at zero. The configuration anyone with a certification can deliver gets quoted down to the hour, then the integration thinking the platform was never built for, the architecture, the judgment, you throw in for free because it doesn't fit on a line item. In this episode, I break down the WHAT decision keeping most SaaS partners billing commodity hours while the platform's own AI eats the work they charge for. I share how an industrial automation partner took the thinking he used to give away, packaged it as something clients pay for monthly, and now runs consistent 30K plus months on the same skill. If you're tired of being the cheapest name on the shortlist, this one's for you. Resources and Links Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 689 - Why Building More Tools Won't Fill Your Pipeline Check out more episodes of the Paul Higgins Podcast Subscribe to our YouTube channel: @PaulHigginsMentoring Join our newsletter Suggested resources

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