I’m Paul Higgins – a business mentor and sales strategist who specializes in building sales systems for consulting businesses.
Sales to me is understanding where people are at, where they want to go and how you can help them get there faster than doing it themselves.
I believe in a blend of deep human connections and technology.
Everyone has a moment in their life that defines them.
What was your moment?
Mine was when I was 18 and I was diagnosed with Polycystic Kidney Disease (PKD). I vividly remember the look on my Mum’s face as the doctor broke the news to us. Her tensed eyebrows furrowed further as a hurricane of emotions settled on her face.
I instantly sensed her devastation and guilt. After all, she knew more than I did about what I was about to go through, as she had seen her father pass away when she was just 13.
As the doctor explained my condition to me, I finally started to understand the magnitude of the situation. However, once the initial shock wore off, I felt a sense of clarity that I had never felt before. I guess it is true what they say; when you hit your lowest point, you are open to the greatest changes.
While inheriting PKD was out of my hands, I realized that the way I deal with the condition is well within my control. I decided, at that instant, I would become high-performing whilst I had the chance.
I embarked on an 18 year-long career at Coca-Cola. Starting as a rep and ending up as a director.
I lead large sales teams, transformed business units and learnt how to be a global citizen.
As much as I loved the challenging culture at Coca-Cola, in 2011, I found myself at a crossroads. I had to choose between extending my career and potentially facing renal failure in 1-2 years, or leaving the company to focus on my health. I took the latter route.
I started as a coach and for the next 5 years, I founded and operated several businesses in the fields of coaching, advisory, outsourcing, and technology. There were periods of triumph as well as periods of despair. Admittedly, my expectations were too grand in the beginning and calibrated down as my health took a turn for the worst.
Surprisingly, having a major health challenge gave me the gift of scaling my business remotely —including 8 weeks in Europe with my family and many nights in a hospital bed.
I built a predictable sales system which gave me the freedom and flexibility to be with my family, whilst managing my condition.
I hit another rough patch in 2018.
Have you ever been sleep-deprived?
At 6% kidney function that was my reality every minute I was awake.
I needed to have my half a soccer ball-sized kidney removed to fit in a new one. The surgery went pear-shaped and it was a very close call.
My surgeon said my tenacity and dedication were what helped me pull through.
I went on dialysis and continued to run my mentoring and technology business.
In February 2019 my best mate of 30 years stuck his hand up at the right moment and gave me the best gift—a successful kidney transplant that restored my health. I will forever be grateful for his generosity.
In July of the same year, my mum passed knowing I was in a great position.
It took 6 months for me to recover,
In November we sold our technology business and I turned my tension to helping consulting business owners build their sales system.
The Accelerate Sales Program was born leveraging my 27 years of experience.
I now joke that I now live in Australia and work in North America.
If you are looking to build a predictable sales system for your consulting businesses to achieve the next 1 million in revenue..