Shows
The Prepared SellerYou Don’t Have a Pipeline Problem, You Have a Momentum Problem | Ep 64👤 Connect with Paul
💼 LinkedIn: https://www.linkedin.com/in/paulcaffrey/
🎤 Planning your sales kickoff? Click here.
🔗 Quick Summary
Most salespeople think their deals stall because of ghosting or a weak pipeline — but that’s not the real issue. In this solo episode, Paul Caffrey reveals the hidden reason deals slow down: lost momentum.
You’ll learn how to regain control of your deals, keep energy high between meetings, and move faster in Q4 using four simple, practical steps that top-performing sellers use every day.
🕒 Timestamps
00:00 — “They didn’t...
2025-10-2807 minThe Prepared SellerDiscovery Calls Must Die w/Lee Salz | Ep 63
👤 Connect with Paul
💼 LinkedIn: https://www.linkedin.com/in/paulcaffrey/
🎤 Planning your sales kickoff? Click here.
👤 Connect with Lee
🌐 Website: https://salesarchitects.com
📘 Book hub: https://firstmeetingbook.com
🔗 Quick Links (mentioned in the episode)
📘 Free chapter + bonuses for The First Meeting Differentiator: https://firstmeetingbook.com
🧠 Tip sheet — “Providing Meaningful Value in First Meetings”: https://meaningfulvalue.com
🏗️ Lee’s site (Sales Architects): https://salesarchitects.com
📚 Book recommendations: Selling from the Heart (Larry Levine), A Mind for Sales (Mark Hunter)
Episode Summary...
2025-10-2535 minThe Prepared SellerBrands that lead the future won't say LOOK AT ME.They'll say COME WITH ME w/Claire Dowdall | EP 62Connect with Claire Dowdall here.
Summary
In this episode of the Prepared Seller podcast, Paul M. Caffrey interviews Claire Dowdall, a brand strategist and speaker, who shares insights on brand strategy, the importance of capturing real-time feedback, and the power of storytelling in personal branding. Claire emphasizes the need for effective communication skills in leadership and sales, and discusses the findings from the Conversational Edge study, highlighting the crisis of poor communication in the workplace. She also provides practical tips for sales professionals, including the importance of preparation and staying curious during conversations.
...
2025-10-1143 minThe Prepared Seller3 biggest mistakes I’ve seen after 291 one-on-one sales coaching sessions | Ep 61Assess Yourself or your sales team vs Top Performers Here for FREE!
or
Free Sales Preparation Course to help you outperform the competition in 19 minutes.
After delivering 291 one-on-one sales coaching sessions in just six months, Paul M. Caffrey has seen the same three mistakes holding salespeople back again and again.
In this episode, Paul breaks down each mistake, why it matters, and the exact steps to fix it — so you can improve your forecasting, increase your close rate, and sell with more confidence.
Whether you’re an Account Executive, a Sal...
2025-08-1608 minThe Prepared Seller6 Places Top Sellers Use Video to Win More Deals | Ep 60Assess Yourself or your sales team vs Top Performers Here for FREE!
or
Free Sales Preparation Course to help you outperform the competition in 19 minutes.
All salespeople send emails. Some send videos. But top performers? They send video at six key moments in their sales process—and it’s changing the game.
In this episode, Paul breaks down what he learned from Shari Levitin (one of the world’s leading sales trainers) about how elite sellers are using video to build trust, increase open rates, and close more deals—without needing a big fol...
2025-08-0307 minThe Prepared SellerAEs don't need to prospect w/ Datarails CRO Aviv Canaani | Ep 59Connect with Datarails CRO Aviv Canaani on LinkedIn
THE PREPARED SELLING COURSE | A free 29-minute course that shows Account Executives how top performers prepare for demos, discovery, and referrals — and win more deals, faster. GET FREE ACCESS
The Elite Sales Professional Assessment: Answer 15 Questions to Benchmark your ability to sell vs elite sales professionals. GET YOUR SALES BENCHMARK HERE
Summary
In this conversation, Aviv Canaani, the CRO of DataRails, shares insights on building a successful go-to-market strategy focused on driving inbound leads, optimizing sales processes, and fostering a high-performing sales team. He empha...
2025-07-2545 min
Pocket Sergeant PodcastJoanne Caffrey | Former Cop | Fighting Injustice | Exposing Failures | Pocket Sergeant Podcast Ep 03In this episode of the Pocket Sergeant podcast, Paul Cooper sits down with Joanne Caffrey, a nationally respected expert witness in police custody and safer detention.Joanne shares her compelling journey from her early years as a frontline officer to becoming a sought-after authority in police procedures. She opens up about facing bullying and discrimination within the police service, and how those experiences shaped her mission to improve policing from the outside in.From discussing the PIP Level 1 evolution, to explaining the often-misunderstood intoxilizer process, Joanne gives a deep dive into the real-world impact of...
2025-07-131h 00The Prepared SellerTop 5 Sales Tips w/#1 Sales Nav Expert Perry van Beek | Ep 058"Don't be afraid to give out your knowledge, to share your knowledge freely." Perry van Beek (Connect on LinkedIn)
Want to prepare your sales team to become top performers in 2025?
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Ambitious Account Executives: Coaching with Paul FULL: Join Waitlist
Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition" here or listen free on Spotify pr...
2025-02-2213 minThe Prepared SellerTop 5 Sales Tips w/POINTER Founder Ricky Pearl | Ep 057"Sell to people who want your product, not who need your product." Pointer Founder Ricky Pearl
Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Ambitious Account Executives: Coaching with Paul: Apply Here
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition" here or listen free on Spotify premium
Connect...
2025-02-1404 minThe Prepared SellerHow Tech Salespeople become millionaires w/BAMillionaire Founder Sjoerd Bak | Ep 056"Become a millionaire using my simple tracking template" Sjoerd Bak | GET YOUR FREE TRACKER HERE
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here.
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Get the Book: "The Work before the Work, The Hidden Habits Elite Sale...
2025-02-0127 min
The Digital Diaries Hosted by Peter Woods#2 - Paul Caffrey | The Work Before the WorkSummaryIn this episode of Digital Diaries, host Peter Woods interviews Paul Caffrey, an experienced sales professional and author of 'The Work Before the Work.' Paul shares his journey from a scientific background to a successful career in sales, emphasizing the importance of preparation, leadership, and coaching in achieving high performance. He discusses the motivation behind writing his book, the significance of multi-threading in sales, and the future of sales in the context of AI and human connection.Takeaways Paul transitioned from a scientific...
2025-01-2926 minThe Prepared SellerTop 5 Sales Tips w/ BaMillionaire.com Founder Sjoerd Bak | Ep 055"The best salespeople are the ones that know why they do it. If you know what you're earning all that money for, then it becomes easier to stick with the prospecting." Sjoerd Bak - Connect on LinkedIn HERE
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here.
Founder Sellers: Prepared Selling OS for AI Founde...
2025-01-2507 minThe Prepared SellerTop 5 Sales Tips w/Salesman.com Founder Will Barron | Ep 054"Make as much money as quick as possible." Will Barron - Connect on LinkedIn HERE
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here.
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Get the Book: "The Work before the Work, The Hidden Habits Elite Sales P...
2025-01-1809 minThe Prepared SellerSolving High Velocity Sales w/ A.J. Mahar | Ep 053"Listening is more important than talking." A.J. Mahar - Connect on LinkedIn HERE
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here.
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Prof...
2025-01-0925 minThe Prepared SellerTop 5 Sales Tips w/Gary Fox | Ep 052"Check your assumptions and test." Gary Fox. The Entrepreneur Experiment Podcast here
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here.
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Professionals Use to Outpe...
2025-01-0812 min
The Daily Author#145: Paul M. Caffrey — The Work Before The WorkIn this episode of “The Daily Author”, our guest Paul M. Caffrey is a renowned sales expert and founder of Ambitious Account Executives. He is also an international keynote speaker and co-author of The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition.
We discussed how sales professionals can enhance their communication skills by utilizing resources like Exactly What to Say and Crucial Conversations, which help navigate challenging conversations with confidence.
We cover listeners to visit workbeforethework.com for a free assessment to gauge their sales performance, providing a tool...
2025-01-0626 minThe Prepared SellerHow to share pricing early w/Todd Caponi | Prepared Seller Moment | Ep 051"Transparency sells better than perfection" Todd Caponi.
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here.
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition" here or lis...
2025-01-0406 minThe Prepared SellerSales secrets from world-class founders w/ Gary Fox from The Entrepreneur Experiment Podcast | Ep 050"Be consistently good, not occasionally great." Gary Fox.
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Executives: Custom Sales Coaching: Book a 1:1 Strategy session here.
Founder Sellers: Prepared Selling OS for AI Founders: Learn how to build your first sales team here.
Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Compet...
2025-01-0231 minThe Prepared SellerSEASON 2 ANNOUNCEMENT!! Introducing "The Prepared Seller" | Ep 049Welcome to Season 2 of The Prepared Seller Podcast! In this exciting season opener, Paul M. Caffrey kicks things off with a preview of what’s to come in 2025. The focus is on helping individuals level up their sales game by building pipelines, outperforming the competition, and tackling the key challenges of the year.
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Prepare yourself & your sales team to become top sales performers in 2025.
Event Organisers: Paul M. Caffrey | Sales Keynote Speaker: Check Paul's availability to speak at your event.
Sales Leaders: Sales Preparation Masterclasses: Book LIVE! Virtual Sales Team Masterclass Here.
Ambitious Account Execut...
2025-01-0103 min
Sales PlayersThe Work Before the Work, Learning the Habits of Elite Sellers with Paul M. CaffreyPaul M. Caffrey is a Dublin-based Author, Speaker & Sales Performance Coach. He joins the Sales Players to share insights from his work as an AE coach and author of the book: The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition.
SPONSORS:
• Leadfeeder (Turn Page Views into Pipeline) - https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial
• Salesblazers (Free Sales Networking Community) - https://www.salesforce.com/blog/sales/salesblazer-community-sign-up/?utm_campaign=amer_sfpartners&utm_medium=offline_promo&utm_source=podcast&utm_content=salesblazer_thesa...
2024-11-1551 min
The Prepared SellerMy Top 5 Tips for Salespeople w/Devon Henning author "The Sr Compensation Bible" | Ep 048Connect with Devon Hennig on LinkedIn, mention this podcast & he'll meet you!
Checkout Boardroom Confidential
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Summary
In this episode of the Work Before the Work podcast, host Paul M. Caffrey speaks with Devon Henig, a seasoned marketing professional and author of the Senior Compensation Bible. They discuss effective prospecting and sales strategies, the importance of preparation in negotiations, and tips for career advanceme...
2024-10-0409 min
The Prepared SellerDiscover your customers problems w/ Cait Kennedy, Founder & CEO of Spoons | Ep 047Connect with Cait Kennedy on LinkedIn,
Visit Get Spoons.io
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Summary
In this conversation, Kate Kennedy discusses the topic of account-based sales and the importance of research in the sales process. She explains that account-based sales is most effective for companies with larger deal sizes and longer sales cycles. Kate provides insights on how to build a list of target accounts, emphasizing the nee...
2024-10-0224 minThe Prepared SellerTop Performing AEs are R.E.A.D.Y. to say NO 3x more! | Ep 046Connect with Paul M. Caffrey on LinkedIn. AND Shoot Paul a DM about what you liked about the episode. He responds to every message personally.
Summary
In this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the strategies that elite account executives are employing in 2024 to achieve higher success rates in sales. He emphasizes the importance of preparation, effective prospect qualification, and the need for a structured approach to sales processes. Caffrey outlines key strategies that top performers use to close deals, including engaging with CXOs early, following a sales pr...
2024-09-3012 min
The Prepared SellerMy Top 5 Sales Tips for Salespeople are..w/Guy Rubin, Founder & CEO ebsta | "Qualify, Qualify, Qualify." Ep 045Connect with Guy Rubin on LinkedIn, mention this podcast & he'll meet you!
Get the ebsta 2024 B2B Sales Benchmarks Report here
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
summary
In this conversation, Paul Caffrey interviews Guy Rubin, the founder and CEO of EBSDA. They discuss various topics related to sales and career growth. Guy shares his number one prospecting tip, which is to know your Ideal Customer Profile (ICP) and bu...
2024-09-2708 min
The Prepared SellerThe Future of Tech Sales W/Shantanu Shekhar | Data, AI, and the Death of the Traditional Funnel | Ep 044Connect with Shantanu Shekhar on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
"Data itself is an asset, but you need to identify the signal within the noise."
Summary
Shantanu Shekhar, Senior Director of Go-To-Market at Gong, shares insights on revenue operations and the growth of LinkedIn. He emphasizes the importance of focusing on customer value and aligning strategy and operations. Shantanu discusses the role of data in decision-making and hi...
2024-09-2526 minThe Prepared Seller3 essential demo slides that actually get prospects to say, 'Let’s move forward.' | Ep 043Connect with Paul M. Caffrey on LinkedIn. AND Shoot Paul a DM about what you liked about the episode. He responds to every message personally.
Summary
In this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the critical role of demos and discovery sessions in sales. He emphasizes the importance of clear communication and structured approaches to ensure successful outcomes. Caffrey shares insights on how top performers excel by gathering essential information early in the process and highlights the need for account executives to clarify the decisions they are asking pr...
2024-09-2315 minThe Prepared SellerThe 4 Steps to Becoming a Founder w/ Fyxer.ai co-founder Archie Hollingsworth | Ep 042Free Trial: Fyxer.ai - Save 1 Hour Per Day on Email!
Connect with Archie Hollingsworth on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Summary
Archie Hollingsworth, co-founder of Fixer.ai, shares his journey as an entrepreneur and provides insights on how to become a founder. He outlines a four-step process for wealth creation, starting with time-for-money jobs, moving to service businesses, then productized services, and finally selling products. He emph...
2024-09-1929 min
The Prepared SellerHow to prevent 1st impression bias in sales | Ep 041
"Your first impression sets up your subsequent beliefs."
Summary
In this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the importance of preparation in sales meetings and how to make a great first impression. He highlights upcoming guests and their contributions to the sales process, emphasizing the need for sales professionals to engage effectively with prospects. Caffrey shares practical tips for preparing for meetings, including researching the prospect's business and industry, to ensure a productive conversation that leads to successful outcomes.
Takeaways
Preparation is key t...
2024-09-1616 minThe Prepared SellerBook Launch Special: Selling Your Way In w/Kristie Jones [Republished Episode]Connect with Kristie Jones on LinkedIn & let he know what your favourite part of the episode was.
Get the new book: "Selling Your Way In, The Playbook for Setting Your Income and Owning Your Life" by Kristie K Jones.
________________________
Connect with Paul M. Caffrey on LinkedIn.
Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Key Lessons for Sales Professionals & Founders:
Choose the right sales role by understa...
2024-08-2037 min
The Prepared SellerMy Top 5 Tips for Salespeople are... w/ spoons Founder Cait Kennedy | Ep 040Check out Spoons here
Connect with Cait Kennedy on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Summary
In this conversation, Cait Kennedy shares valuable tips for sellers to improve their prospecting, sales techniques, career advancement, and preparation. She emphasizes the importance of understanding and addressing prospects' problems, doing thorough research before sales calls, making the boss's job easier to increase promotion chances, and reading the book 'Problem Prospecting' by Richar...
2024-08-0907 min
The Prepared SellerMy Top 5 Tips for Salespeople are... w/ Fyxer.ai Founder Archie Hollingsworth | Ep 039Are you an Account Executive based in Dublin? Good News!
The waitlist is now open for the next 1 Day Elite Account Executive Accelerator. Join & be in with a chance to win a ticket & get access to "Opportunities by Outbound" for free! Join the Waitlist here.
Check out Fyxer.ai here
Connect with Archie Hollingsworth on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Summary
The conversatio...
2024-07-2606 min
Sales Leadership PodcastEpisode 288: Paul M. Caffrey, Sales Preparation Expert: 6 Habits of ELITE PerformancePaul M. Caffrey is leading a worldwide charge in helping develop ELITE salespeople…all through doubling down on Prepared Selling. Paul is a bestselling author, a wildly successful podcaster, an international speaker, and a coach to elite salespeople worldwide. He helps salespeople unlock the hidden habits of Elite salespeople that help them prospect better, win more business, and advance faster in their careers. His book, the Work Before the Work is a blueprint for career changing success in sales…and today Paul joins us to share 6 “Hidden Habits” that are part of the DNA of an Elite Salesperson.
You ca...
2024-07-241h 04
The Prepared SellerMy Top 5 Tips for Salespeople are... w/2x Founder Rob Dumbleton | Ep 038Are you an Account Executive based in Dublin? Good News!
The waitlist is now open for the next 1 Day Elite Account Executive Accelerator. Join & be in with a chance to win a ticket & get access to "Opportunities by Outbound" for free! Join the Waitlist here.
Check out FOUR/FOUR AI here
Connect with Rob Dumbleton on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking f...
2024-07-1910 min
The Prepared SellerHow to find hidden feedback from prospect and customer calls w/ Rob Dumbleton | Ep 037Check out FOUR/FOUR AI here
Connect with Rob Dumbleton on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 3 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
Summary
Rob Dumbleton, co-founder of FOUR/FOUR.AI, discusses the importance of preparing for sales meetings and the need for sales and product te...
2024-07-1330 min
The Prepared SellerMake Friends | 5 Rapid-Fire Sales Questions w/ Tara Rule | 036I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
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Get Tara's New Book Now! STOP APOLOGISING. Click Here
Connect with Tara Rule on LinkedIn.
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Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
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Summary
In this conversation, Tara Rule shares her top tips for sales prospecting and selling. She emphasizes the importance of making genuine f...
2024-06-2209 min
The Interview ExpertSelling Yourself To Success : Mastering The Art Of Self Promotion - Paul M Caffrey lead author of “The Work Before the Work“Today we focus on how to sell yourself effectively at interview to get the result you want!Today's guest is Paul M. Caffrey, the lead author of “The Work Before the Work“, the critically acclaimed book that explores the hidden habits that elite sales professionals use to outperform the competition. Paul’s work focuses on professional preparation to help salespeople prospect better, sell more and get promoted faster.Paul is highly educated in the fields of science and business, and has spent the past 16 years mastering his chosen craft—sales. He is an elite sales professi...
2024-06-2035 min
The Prepared SellerBOOK LAUNCH SPECIAL! Stop Apologising w/ Tara Rule | Ep 035Get Tara's New Book Now! STOP APOLOGISING. Click Here
Connect with Tara Rule on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
Summary
Tara Rule discusses her book 'Stop Apologizing' and the importance of silencing your inner critic, finding confidence, and reframing a...
2024-06-1832 min
The Prepared SellerHow to Unstick Deals & Apply The Perfect Close w/ James Muir | Ep 034Get James New Book Now! UNSTICKING DEALS. Click Here
Connect with James Muir on LinkedIn.
#1 best-selling book: The Perfect Close | Find Out More
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn.
Summary
James Muir, author of 'The Perfect Close' and 'Unsticking Deals', shares ins...
2024-06-1540 min
Breaking BeliefsEpisode 144: Being Good To Becoming Elite In Selling Takes Practice And A Process With Paul CaffreyBeing good at selling may be great, but becoming elite in selling is much better! Like many entrepreneurs, you also wanted to achieve an elite status in your field. In today's episode, Paul M. Caffrey, Co-Author of The Work Before The Work, shares his journey from being a scientist to a top salesperson. We learn how to use the scientific process during research and experiments to go from good to great in selling to your prospects. Paul reveals the elite sellers' proven preparation techniques, habits, and routines. Whether you're a seasoned salesperson looking to take your skills to the...
2024-06-1151 min
The Prepared SellerMaster Body Language to Sell More w/ Allan Langer | Ep 033I'm looking for 5 Account Executive and 5 Founder Seller serious about exceeding their sales target in 2024.
If thats you, then Message me on LinkedIn Paul M. Caffrey on LinkedIn.
Connect with Allan Langer on LinkedIn]
Find out more about The 7 Secrets Sales
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Summary
In this conversation, sales consultant Allan Langer discusses the importance of body language in sales and how it can be a game changer. He shares tips on how to interpret and respond to different body language cues during sales meetings, both in person and...
2024-06-0839 min
The Prepared Seller12 Unicorns, 11 Exits. Can your GTM advisor say that? w/ Scott Leese | 032Get a FREE COPY of Scott Leese's bestselling book "From Rep to Manager" by simply sending Scott a message on LinkedIn saying you heard him on "The Work Before the Work" podcast with Paul M. Caffrey!!!
"Scott, I heard you on The Work Before the Work Podcast with Paul...send me a free copy of From Rep to Manager!!" CLICK HERE to send 🏄♂️ Scott Leese a message on LinkedIn.
12 Unicorns, 11 Exits, Find out more about Scott's GTM advisory here.
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Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Befo...
2024-06-0138 min
The Prepared SellerIs YOUR CEO Preventing Sales? w/ Alice Heiman | Ep 031Connect with Alice Heiman on LinkedIn AND LET HER KNOW YOU HEARD HER ON THIS PODCAST!!
Alice Heiman's website
Do you have the makings of an Elite Sales Professional?
Measure your ability to sell vs elite sellers.
Take the Elite Seller Assessment Now!
The best part, you get a Personalised Score, and Specific tips on how to improve your exact current situation.
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Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your co...
2024-05-2534 min
The Prepared SellerThe secret leadership aren't telling you | Ep 030I'm looking for 5x AEs planning to Exceed Quota & Get Promoted in 2024. If that's you, send me a DM and I'll message you the details.
Connect with Paul M. Caffrey on LinkedIn & shoot me a DM saying "coaching" & I'll share the details.
Summary
Successful people, including sales leaders, seek coaching and guidance to improve their performance and achieve higher levels of success. Even those who appear to know what they're doing still benefit from coaching to stay accountable and learn new ways of doing things.
CEOs and sales leaders alike receive coac...
2024-05-2106 min
The Prepared SellerShould You Become a People Leader? w/ Teddy Peck | Ep 029***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 23rd, 2024
Click Here for the Details
________________________________________________
Follow Teddy Peck on LinkedIn
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Summary
In this conversation, Teddy Peck, a sales leader, shares his journey into sales management and the importance of coaching and training in helping salespeople improve. He emphasizes the need for sales leaders to identify missing skills in their team m...
2024-05-1839 min
Fermentation Speaker SeriesExploring microbial metagenomes: A conversation with Paul CotterOne way to characterize fermented foods is based on where the fermentation microbes come from: either spontaneously acquired from the environment (also known as wild fermentation), from a previous ferment (back-slopping), or from a commercial starter community. But how do we identify which microbes are involved in this process in the first place?Paul Cotter, an Adjunct Professor at University College Cork and Head of Food Biosciences, as well as a Senior Principal Research Officer at Teagasc Food Research Centre, has spent his career addressing this question through tool development, collaborating with a global team...
2024-05-171h 04
The Prepared SellerThe Future of the SDR Model...| Ep 028***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 23rd, 2024
Click Here for the Details
________________________________________________
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Sales is a crucial aspect of revenue operations and plays a vital role in growing scalable businesses.
Preparation is key for sal...
2024-05-1636 min
The Prepared SellerThe Top 5 Key Behaviours of Elite Salespeople w/ Rick Denley | Ep 027Generative AI & Sales Tips from Rick Denley Here
***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 23rd, 2024
Click Here for the Details
________________________________________________
Follow Rick Denley on LinkedIn
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Change is a constant in sales, a...
2024-05-1140 min
The Prepared SellerBoosting Authority and Confidence | Ep 027***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 23rd, 2024
Click Here for the Details
________________________________________________
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Preparation is key in sales, and elite performers focus on improving their preparation to outperform the competition.
Understanding the current situati...
2024-05-0942 min
The Prepared SellerHow Can You Make This Better? | Ep 026***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 23rd, 2024
Click Here for the Details
________________________________________________
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Having conversations is essential for building pipelines and achieving success in sales.
Pipeline is crucial for enterprise sales, people leadership, and tech entrep...
2024-05-0708 min
The Prepared SellerExploding Your Pipeline w/Justin Michael Method 3.0 | Ep 025Get Justin Michael's New Book Attraction Selling Exclusive Bonus's HERE ONLY!!
***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 23rd, 2024
Click Here for the Details
________________________________________________
Follow Justin Michael on LinkedIn
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Attraction selling combines...
2024-05-0429 min
The Prepared SellerUnderstanding Others: The Key to Effective Preparation | Ep 024***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 22nd, 2024
Click Here for the Details
________________________________________________
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Preparation is essential for achieving success in sales and other areas of life.
Understanding the goals and perspectives of others is crucial for ef...
2024-05-0228 min
The Prepared Seller4x Marginal Gains that Increase Sales by 21% | Ep 023***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 22nd, 2024
Click Here for the Details
________________________________________________
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
-------
"Four tiny incremental improvements that can bring you more than 20 to 40% in revenue."
Takeaways
Know your nu...
2024-04-3009 min
The Prepared SellerHow to Turn Prospects into Profits w/"The Sales Hunter" Mark Hunter | Ep 022***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 22nd, 2024
Click Here for the Details
________________________________________________
Follow Mark Hunter on LinkedIn
Checkout The Sales Hunter Website
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Create critical mass by staying focused on your target...
2024-04-2741 min
The Prepared SellerThe Power of Professional Preparation in Sales | Ep 021***Don't Miss This In-Person Event***
1 Day Elite Account Executive Accelerator
Dublin, Ireland on May 22nd, 2024
Click Here for the Details
_________________________________
Takeaways
Professional preparation is key to achieving better sales results.
Being prepared and ready for sales conversations and prospecting can give you an edge over competitors.
Consider the importance of each sales interaction and what you want to achieve.
Tailor your preparation and approach based on the specific needs and situation of each prospect or customer.
Combining personal passions with professional pursuits can bring fulfillment and enjoyment to y...
2024-04-2538 min
The Prepared Seller3 Steps to Get Promoted | Ep 020Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Highlights
"The promotion you want typically isn't that far away."
"Unpack how they got into the role. What was key for them to be successful? How did they get past the interview process?"
Takeaways
To increase your chances of getting a promotion, be proactive and tell people about the role...
2024-04-2408 min
The Prepared SellerHow to Land Your Dream Job Offer in 30 Days w/Ashling O'Connor | Ep 019 Connect with Ashling O'Connor on LinkedIn!
Checkout SkillTribe.io
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Perform well in your current role before seeking a promotion or a new job opportunity.
Find your niche within the software sales industry and focus on areas where you have positive momentum and passion.
Tailor your CV to highlight relevant...
2024-04-2040 min
The Prepared SellerThe Habits of Elite Sales Professionals | Ep 018Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Summary
In this conversation, Paul Caffrey discusses the habits and characteristics of top sales professionals and how they achieve longevity in their careers.
He emphasizes the importance of working smart and not just hard, and the need to balance quality and quantity in sales activities. Paul also highlights the value of having mean...
2024-04-1843 min
The Prepared SellerHidden Habit #2, What is the Current Situation? | Ep 017Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Summary
The current situation is crucial to understand when meeting prospects or existing customers. Three important factors to consider are the competition, relationships, and the catalyst.
Identifying the biggest nemesis among competitors is key. Building relationships with prospects and other stakeholders is essential. Understanding the catalyst that brought the prospect to the tabl...
2024-04-1605 min
The Prepared SellerSelling in a Post Trust World w/ Larry Levine | Ep 016
Larry's new book, Selling in a Post-Trust World, will be released in August 2024.
Get your copy of Selling in a Post Trust World BEFORE IT LAUNCHES NOW!
Connect with Larry Levine on LinkedIn!
_______________________
Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
______________________________________________________________________________________
Takeaways
Building trust and credibility is essential in sales.
Authen...
2024-04-1337 min
Mike Fallat's Time Hacker Podcast#213 - Paul M Caffrey (The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition)Mike interviews Paul M Caffrey. Welcome to our podcast, where we delve into the world of elite sales professionals and uncover the hidden habits that set them apart. Join us as we explore "The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition " by Paul M Caffrey, a groundbreaking book that offers invaluable insights into the strategies and practices of top-performing sales professionals.In this captivating book, Caffrey takes readers on a journey into the minds of elite sales professionals, revealing the secret habits and routines that contribute to t...
2024-04-1241 min
The Prepared SellerHow A Sales Trainer That Sells..Prospects! w/ Simon Hares | Ep 015
Connect with Simon Hares on LinkedIn!
Learn more about Simon's exceptional Sales Coaching & Training company, SerialTrainer7 here!
________________________
Connect with Paul M. Caffrey on LinkedIn.
Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Takeaways
Asking direct and thought-provoking questions can engage customers and uncover their needs.
Active listening and responding to customer needs are crucial skills in sales.
Avoid self-centered presentations and focus on building...
2024-04-0647 minThe Prepared SellerDeconstructing THE SELLER'S JOURNEY to close more deals w/Richard Harris | Ep 014*** Get THE SELLER'S JOURNEY for just $4 on Kindle until April 1st, 2024. ***
Why April 1st? Because that's Richard's Birthday! (for real)
Connect with Richard Harris on LinkedIn!
Learn more about the HARRIS consulting group
________________________
Connect with Paul M. Caffrey on LinkedIn.
Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Episode Summary
In this conversation, Paul Caffrey interviews Richard Harris, the author of The...
2024-03-3033 min
Thrive LouD with Lou DiamondPaul M. CaffreyPaul M. Caffrey is a master of the sales craft. An elite sales professional that focuses on preparation to help sales people prospect better, sell more and get promoted faster. He is the lead author of “The Work Before the Work” - which shares the hidden habits that elite sales professionals use to outperform the competition. Paul and Lou talk shop and break down all of the preparation you need to think about before the real work happens. ***CONNECT WITH LOU DIAMOND & THRIVE LOUD***
2024-03-2629 min
Make It Happen Mondays - B2B Sales Talk with John BarrowsPaul M. Caffrey: Unpacking Elite Sales Habits for Superior PerformanceJohn is joined by Paul M. Caffrey, a seasoned sales professional and author of "The Work Before the Work". Paul's extensive expertise includes helping early stage founders establish sales processes and guiding salespeople to excel in their careers. The episode delves into practical advice for sales preparation, the power of role-playing, and the significance of handling objections adeptly. Listeners can anticipate learning non-negotiable habits of top sales pros, strategies for longevity in sales, and insights into effective sales training.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit ww...
2024-03-2550 min
The Prepared SellerHow to Be a Connected Leader w/Michelle Tillis Lederman & Lou Diamond | Ep 13Connect with Michelle Tillis Lederman & Lou Diamond on LinkedIn!
Find out more about The Connected Leader Club & The Connected Leader Course here (full disclosure: this is an affiliate link)
________________________
Connect with Paul M. Caffrey on LinkedIn.
Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Episode Summary
In this conversation, Michelle Tillis Lederman and Lou Diamond discuss the importance of building relationships and networking. They share...
2024-03-2332 min
The Prepared SellerSelling Your Way In w/ Kristie Jones | Ep 012Connect with Kristie Jones on LinkedIn & let he know what your favourite part of the episode was.
Join the waitlist for the new book: "Selling Your Way In, The Playbook for Setting Your Income and Owning Your Life" by Kristie K Jones.
________________________
Connect with Paul M. Caffrey on LinkedIn.
Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Key Lessons for Sales Professionals & Founders:
Choose the rig...
2024-03-1637 min
The Prepared SellerHow founders can build a predictable revenue engine w/ revops charlie | Ep 011Summary
Charlie Cowan, also known as RevOpsCharlie, joins Paul M. Caffrey to discuss revenue operations and its impact on sales. Charlie emphasizes the importance of keeping revenue at the core of sales operations and adapting to the changing buyer-seller dynamic.
He explains the concept of revenue operations and how it aligns marketing, sales, and customer success into a single team. Charlie also shares insights on the challenges of the SDR model and the role of founders in revenue alignment.
He provides tips for prospecting and nurturing young talent in organizations. Finally, Charlie recommends...
2024-03-0935 min
The Prepared SellerHow Salespeople Can Invest like the 1% w/ Pitchedit co-founder Rob Halligan | Ep 010Episode Companion Download:
Get Early Access to PitchedIt & Invest like the 1% Here
Subscribe to The Unsophisticated Investor Here
Connect with Rob Halligan on LinkedIn
___
5 SaaS Scripts Account Executives can use today to 5X PIPELINE with Highly Qualified Prospects | Free Download | FOR Account Executives
First 50 Clients | Join the Waitlist | For Founders that Sell
The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition | GET THE BOOK HERE
Connect with Paul M. Caffrey on Lin...
2024-03-0241 min
The Prepared SellerHow to Achieve a 50% Demo to Close Rate w/Mor Assouline | Ep 009Episode Companion Download:
UNLOCK 24 OF THE GREATEST DISCOVERY QUESTIONS TO QUANTIFY PAIN | Free Download
Connect with Mor Assouline on LinkedIn
Visit Demotoclose.com (Startups)
Visit FDTC University (Salespeople)
___
5 SaaS Scripts Account Executives can use today to 5X PIPELINE with Highly Qualified Prospects | Free Download | FOR Account Executives
First 50 Clients | Join the Waitlist | For Founders that Sell
The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition | GET THE BOOK HERE
Connect with Paul M. Caffrey on...
2024-02-2433 minThe Prepared Seller008 | The Importance of Sales Preparation, Larry Levine & Darrell Amy interview Paul M. Caffrey.Looking to build 5x Pipeline?
Get your FREE copy of "5 Sales Scripts to 5x Pipeline here!"
Summary
In this episode of the Selling From the Heart podcast, Larry Levine and Daryl Amy interview Paul Caffrey, co-author of the book 'The Work Before the Work: The Hidden Habits of Elite Sales Professionals.' The conversation focuses on the importance of preparation in sales and how it contributes to building trust and authenticity. Paul shares his insights on what it means to sell from the heart and emphasizes the need for sales professionals to genuinely...
2024-01-0522 minThe Prepared Seller007 | Sales preparation and improving your close rate, Dan Englander interviews Paul M Caffrey.Looking to build 5x Pipeline?
Get your FREE copy of "5 Sales Scripts to 5x Pipeline here!"
Summary
In this conversation, Paul M. Caffrey discusses the importance of preparation in sales and shares insights from his book, 'The Work Before The Work.'
He emphasizes the need for sales professionals to bring preparation into their approach to achieve better results.
Caffrey provides a framework for effective preparation, including understanding the individual, identifying the cause of pain, and creating urgency in offers.
He also highlights the significance of involving...
2023-12-2946 minThe Prepared Seller006 | How to Best Prepare to Prospect, Mark Hunter interviews Paul M. CaffreyLooking to build 5x Pipeline?
Get your FREE copy of "5 Sales Scripts to 5x Pipeline here!"
Summary
In this episode, Mark Hunter interviews Paul M. Caffrey about the concept of 'work before the work' in sales.
They discuss the importance of being prepared and doing research before engaging with prospects, as well as the need to qualify leads early to avoid wasting time on unqualified opportunities.
They also explore strategies for preparing for chance encounters and networking events, as well as the allocation of time for prospecting.
...
2023-12-2220 min
The Prepared Seller005 | Sell with an Olympic Mindset | US Olympian & NFL Footballer Johnny QuinnLooking to build 5x Pipeline?
Get your FREE copy of "5 Sales Scripts to 5x Pipeline here!"
Resources Mentioned:
Johnny Quinn Website
Push: Breaking through Barrier (Book)
The Work Before the Work (Book)
Connect:
Johnny's LinkedIn Profile
Rate and Review:
If you enjoyed this episode, please consider leaving a rating and review on your preferred podcast platform. It helps us get better guests for you!!
Subscribe:
Don’t forget to subscribe to The Work Before the Work Podcast to receive automatic updates when new episodes are releas...
2023-12-1645 min
The Prepared Seller004 | From transactional to TRANSFORMATIONAL Selling with Finka JerkovicLooking to build 5x Pipeline?
Get your FREE copy of "5 Sales Scripts to 5x Pipeline here!"
Resources Mentioned:
Finka Inc
Sell From Love (Book)
Transformational Selling (Book)
The Work Before the Work (Book)
Connect with Finka:
Finka's LinkedIn Profile
Rate and Review:
If you enjoyed this episode, please consider leaving a rating and review on your preferred podcast platform. It helps us get better guests for you!!
Subscribe:
Don’t forget to subscribe to The Work Before the Work Podcast to receive automatic updates when new epi...
2023-12-0141 min
The Prepared Seller003 | How AEs Build Relationships..AT SCALE!?!?... | Dan Englander, Best Selling author of "Relationship Sales at Scale" & Founder CEO of Sales SchemaLooking to build 5x Pipeline?
Account Executives live and die by their ability to generate pipeline, want a bespoke plan to hit 5x Pipeline?
Then let's have a 1:1 brainstorming call to achieve this for you! Book a 1:1 Brainstorming call here
Resources Mentioned:
Sales Schema
Relationship Sales at Scale (Book)
The Work Before the Work (Book)
Connect with Dan:
Dan Englander's LinkedIn Profile
Rate and Review:
If you enjoyed this episode, please consider leaving a rating and review on your preferred podcast platform. It helps us get better guests...
2023-11-2234 min
The Prepared Seller002 | Sales Mistakes to Avoid from 28 Years of Tech Sales Experience | Kevin "KG" Gaither, Author of "It Happened on the Sales Floor" & 8X Start Up Sales LeaderLooking to build 5x Pipeline?
Account Executives live and die by their ability to generate pipeline, want a bespoke plan to hit 5x Pipeline?
Then let's have a 1:1 brainstorming call to achieve this for you! Book a 1:1 Brainstorming call here
Resources Mentioned:
Inside Sales Expert - Kevins Website
It Happened on the Sales Floor (Book)
The Work Before the Work (Book)
Connect with Kevin Gaither:
Kevin Gaither's LinkedIn Profile
Rate and Review:
If you enjoyed this episode, please consider leaving a rating and review on your preferred podca...
2023-11-1554 min
The Prepared Seller001 | How Transparency Helps Account Executives Sell More w/ Todd Caponi, The Work Before the Work Podcast001 | How Transparency Helps Account Executives Sell More with Todd Caponi
In this episode of The Work Before the Work Podcast, Paul M. Caffrey is thrilled to welcome Todd Caponi to discuss how transparency helps Account Executives sell more.
Todd Caponi is a 7x Sales Leader, 2x Best selling author of "The Transparency Sale" and "The Transparent Sales Leader", a keynote speaker & esteemed member of the National Speakers Association.
Tune in as we dive deep into:
How transparency sells better than perfection
How to make cold outreach standout
Pricing framework & presenting pricing
Achieving for...
2023-11-1052 min
The Prepared Seller000 | For Sales Professionals looking to Prospect Better, Sell More and Get Promoted Faster | The Work Before the Work PODCAST!000 | Is this Podcast for you?
In each episode of The Work Before the Work Podcast, Paul M. Caffrey deconstructs the hidden habits elite sales professionals use to outperform the competition.
The show covers three areas:
How to prospect better
How to sell more
How to get promoted faster
Looking to build 5x Pipeline?
Account Executives live and die by their ability to generate pipeline, want a bespoke plan to hit 5x Pipeline?
Then let's have a 1:1 brainstorming call to achieve this for you! Book a 1:1 Brainstorming call here
Resource...
2023-11-0903 min
The Digital Agency Growth PodcastPaul M. Caffrey on Sales Preparation and Improving Your Close RateThere’s a stark difference between a top-performing salesperson and an elite salesperson. The difference? Thorough, professional preparation to separate your sales pitch and discovery call from the others your prospective client is likely hearing. Paul M. Caffrey, the Sales Preparation Expert, is here to talk about how you can position yourself as an elite salesperson. This week, episode 200 of The Digital Agency Growth Podcast is about sales preparation and improving your close rate!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with bu...
2023-10-0446 minThe Digital Agency Growth PodcastPaul M. Caffrey on Sales Preparation and Improving Your Close RateThere’s a stark difference between a top-performing salesperson and an elite salesperson. The difference? Thorough, professional preparation to separate your sales pitch and discovery call from the others your prospective client is likely hearing. Paul M. Caffrey, the Sales Preparation Expert, is here to talk about how you can position yourself as an elite salesperson. This week, episode 200 of The Digital Agency Growth Podcast is about sales preparation and improving your close rate!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with bu...
2023-10-0446 min
Selling From the Heart PodcastPaul Caffrey - The Importance of Sales PreparationIn this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Paul Caffrey, the co-author of the book "Work Before The Work: The Hidden Habits of Elite Sales Professionals That They Use to Outperform the Competition." Paul has spent the past 14 years mastering the sales profession and is trusted by some of the world's biggest brands and most innovative scale-up tech companies.Paul shares his insights on sales preparation and how it can help sales professionals outperform their competition. He discusses the importance of developing a growth mindset, setting goals, and...
2023-06-1733 min
Growing Pains | Where Business Owners Come to Plan Maternity LeavePaul and Miranda Fair [Partner Summer Series 01]Paul and Miranda Fair are co-founders of StoriePress, a writing agency dedicated to helping authors share their expertise with their audiences. They specialize in finding the intersection of creative storytelling and analytical frameworks to communicate author ideas to audiences clearly, and in a digestible – and often entertaining – format. Paul is a ghostwriter, co-author, and editor who has worked on over 40 titles with Big Five publishing houses and independent presses such as Scribe Media and ForbesBooks. Titles range from Better Great Than Never by Olympic-gold medalist Lindsay Dare Shoop to the Wall Street Journal bestseller Buy Back Your Time...
2023-05-3146 min
Your Brilliant Difference Podcast with Finka Jerkovic: Personal Branding for Career AdvancementThe Work Before the Work with Paul M CaffreyWelcome to episode 80. In today's episode, I have Paul M Caffrey joining me. Paul M. Caffrey is the lead author of "The Work Before the Work", the critically acclaimed book explores the hidden habits elite sales professionals use to outperform the competition. Paul's work focuses on professional preparation to help salespeople prospect better, sell more and get promoted faster. Paul is highly educated in the fields of science and business, and has spent the past fourteen years mastering his chosen craft—sales. He is an elite sales professional, trusted by some of the world's biggest bra...
2022-10-1850 min
Full Audiobooks in Self-Improvement, Career DevelopmentThe Work Before The Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition by Paul M Caffrey, Phil M JonesPlease visit https://thebookvoice.com/podcasts/1/audiobook/622892 to listen full audiobooks. Title: The Work Before The Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition Author: Paul M Caffrey, Phil M Jones Narrator: Paul M Caffrey, Phil M Jones Format: Unabridged Audiobook Length: 4 hours 56 minutes Release date: September 6, 2022 Genres: Career Development Publisher's Summary: Discover the 6 hidden habits of elite sales performers. Have you ever wondered why some sales professionals consistently win year after year, while others have peaks and valleys—or simply fail to ever reach their true potential? Sure, hard work, dedicated effort, product knowledge, and an...
2022-09-0605 min
North American Irish Coaches ShowPaul Caffrey "Sports Performance"Caffrey joined the club in 2015. The Dublin, Ireland native holds experience in MLS and with the United States national team program. Caffrey spent 2014 at Chivas USA as the first assistant coach under Wilmer Cabrera. He served as an assistant coach and fitness coach with the Colorado Rapids on Oscar Pareja’s staff from 2012-13.
Caffrey also was the first assistant coach under Cabrera with the United States under-17 national team from 2007-11 and oversaw the physical preparation and fitness training of the team.
Caffrey played four seasons with the Long Island Rough Riders after a fou...
2020-08-131h 10
City of SoccerPaul Caffrey & Bridgette AndrzejewskiJen talks to the newest draft pick of the Dash, Bridgette Andrzejewski about turning pro and what she learned while at UNC. Dynamo Head of Performance Paul Caffrey talks about adjusting training for COVID-19 and the work analytics plays in managing players.
2020-05-1454 min
The Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 71: High Performance BloggingHigh Performance Blogging is the topic for episode 71 of the Content Academy Podcast. As time is a problem for bloggers, Paul share his performance engine to blog smarter and get better results with your blogging.
https://www.90dayyear.com/p/?p=PaulCaffrey&w=90dyv2 (Get the strategy underpinning it here!)
Our 90 Day Blogging process for high performance is shared from planning to execution. Paul even discusses how he structures his day, weeks and bi monthly reviews.
Unfortunately Phil is unable to make the show, but fear not! The main man will be back for episode 72!
IN THIS EPISODE...
2017-06-0927 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 070: How to get backlinks to your blogOn the podcast this week, we’re talking backlinks. Not just any old back links but ones we have some control over and that we can actively go and get.
Quite often we are reliant on other people to link back to our content and blogs and there’s nothing we can do about that, but did you know that there are other backlinks that we can actually go out and get ourselves?
IN THIS EPISODE WE TALK ABOUT
Why you need backlinks
The Different types of links
How answering questions can get us links
How the la...
2017-06-0129 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 069: 13 THINGS TO DO BEFORE YOU PUBLISHPaul and Phil are back behind the mics once again this week and as has been the trend in recent weeks the lads are flying solo. Today Phil looks at his pre=publishing checklist as he talks about the http://content.academy/blog/before-i-publish-blog-post/ (13 things) he does before he publishes any blog post.
So many bloggers will write, edit, proofread and then publish. Phil, on the other hand, another 13 steps he follows to make sure that his content packs a punch and really has the best chance of making an impact with his audience.
IN THIS EPISODE WE...
2017-05-2530 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 68: How to Capture Blogging Ideas Anywhere!Following on from last week, Paul and Phil do another “duo” show! This time looking at how to capture blogging ideas anywhere!
Capturing ideas is often overlooked by bloggers, but there can be nothing more frustrating than forgetting a golden idea!! With a smartphone in your pocket, you have no excuse!
“Bloggers don’t have enough time”
Phil McGrath, http://content.academy/blog/irish-bloggers-2017/ (Irish Bloggers Survey 2017)
IN THIS EPISODE WE TALK ABOUT
Understanding the value capturing ideas anywhere
Discuss our Blogging Process
Share the technology needed to get set up
And much more……
...
2017-05-1929 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 067: How to Create Blog Content People Actually WantThe podcast is back and this week it’s just Paul and Phil in the hot seat. There’s no guest this week as the lads take a closer look at exactly how you can create content people actually want to read.
After a string of awesome guest since the start of 2017, Paul and Phil go back to where it all began with just the two of them and a microphone.
Creating content is a tough task at the best of time, but there can be nothing more soul destroying than pouring your heart into an article only...
2017-05-0432 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 66: Building A Personal Brand With Chris DuckerFinally, it happened….we interviewed Chris Ducker on the Content Academy Podcast! Episode 66 to be precise. Chris Ducker teaches entrepreneurs how to build a Personality Brand business. The online business space is evolving fast and Chris Ducker is no stranger to moving with the times.
On his personal website http://www.chrisducker.com/about/ (ChrisDucker.com), he explains “the new way” to do business.Chris himself runs multiple successful businesses and decided to transition from being the “Virtual Assistant” (VA) guy to the “Personality Brand Entrepreneur” guy over the last few years.
In this show, Chris Ducker talks t...
2017-04-2149 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 065: What it takes to Vlog Like A Boss with Amy SchmittauerAmy Schmittauer
For more than 10 years Amy Schmittauer has been wowing people with video…yes it was a shock to us too! Amy is enjoying great success with her new book “Vlog like a Boss” and took the time to chat with Paul and Phil about all things video.
This is an awesome episode of the Content Academy Podcast because we really get meta with video and Amy holds nothing back.
She shares how to create video content your audience actually wants!
IN THIS EPISODE WE TALK ABOUT
How to Record Great Video
Linking Your Co...
2017-03-011h 01The Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 064: Simple Strategies for Online Success With Morgan SuttonFollowing the amazing http://content.academy/episode63/ (Sue B. Zimmerman episode) last week is none other than Morgan Sutton, Sue’s Head of Operations who is critical to her thriving online Business.
Behind the success of Sue B’s course “http://suebzimmerman.com/rsg (Ready Set Gram)” is Morgan’s Sales and Marketing automation strategies.
This is a fantastic episode of the Content Academy Podcast because we really get the behind the scenes secrets from Morgan. She shares how they “Prime” their audience, how they plan campaigns and how Sue B manages to release so much great engaging content e...
2017-02-2352 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 059: Influencers & Social Media With Ian ClearyWe are delighted to have Ian Cleary from http://www.razorsocial.com/ (Razor Social) on the Content Academy Podcast. Ian Cleary hails from the same town as Paul Caffrey and Philip McGrath in Dublin, Ireland.
The proud Irishman is a globally recognised influencer and cited as a top Social Media Expert by the likes of Chris Ducker of http://www.youpreneur.com/ (youpreneur) and Darren Rowse of http://www.problogger.net/ (Problogger) to name but two.
Ian Cleary has built a tribe of over 20,000 subscribers in less than two years achieving over 1 million visitors on RazorSocial in 2014 alone. Ian...
2017-01-1137 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 044: The Do’s and Don’ts of Content UpgradesThis episode of the Content Academy Podcast is focused on Content Upgrades. Myself and Phil talk about some of our best tips to help you create content upgrades to increase your subscriber base.
It is also an exciting week as we (Content Academy) prepare for the Irish Blog Awards, we are finalists in the best Marketing & Communications Blog category.
Paul battled a thunderstorm and Phil left the gym to make the podcast recording! It was a real clash of chaos and calm that produced an excellent mix of content upgrade tips!
Show Notes
We are at the...
2016-09-1544 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 40: The Dynamic Duo Return…..Breaking Barriers, Dropping Knowledge (UTT Principle) & Having Fun!In this session of The Content Academy Podcast, we are delighted to go back to our roots and record a podcast with just myself (Paul Caffrey) and Phil McGrath.
This is the first podcast we have recorded as a duo since 2010! Six Whole Years Ago!
https://www.facebook.com/ContentAcademyPodcast/ (BEFORE YOU LISTEN, JOIN OUR FACEBOOK MASTERMIND!!!)
Welcome to our New Show, you’ll hear about EVERYTHING CONENT on a WEEKLY BASIS!!
We Break Down the following articles
http://www.chiefmarketer.com/erasing-the-line-between-content-creation-and-engagement/ (Erasing the Line between Content Creation & Engagement)
http://www.emarketer.com/Article/How...
2016-08-3151 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 039: The Dublin Web Festivalhttp://content.academy/wp-content/uploads/2016/08/mikael-Theirry.jpg ()Today’s podcast episode is a break from the norm and one we were very excited about. We had the pleasure of chatting with Mikael Thiery, the director of the http://dublinwebfest.com/ (Dublin Web Festival). Mikael is a French Filmmaker and Producer based in Dublin. His short film “https://vimeo.com/35768672 (Joe Drummer)” was selected for the Chicago Irish Film Festival in 2011 and for the 2011 Dingle Film Festival.
Since then Mikael moved towards the web series format. He has directed the first episodes of a comedy web series titled ”Ash Airways” which were...
2016-08-1122 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 007: Making Membership Site Content With Mike MorrisonMike Morrison from http://www.membersiteacademy.com/ (Members Site Academy) was our guest on today’s podcast and while Paul was off tending to a dental emergency Phil and Mike got to the “root” of all evil, creating content for a membership site.
Mike has been in online business for over 12 years and together with his partner Calli Willows they have been leading the way when it comes to Membership Sites. Mike and Calli have been guiding clients through every stage of membership site set up, from tech to content and beyond and over the years have seen it all.
&n...
2016-02-2356 minThe Content Academy Podcast: Content Creation for Online Business | Creating Raving Fans |Selling High Value Paid Content |Episode 000 – Welcome to the Content Academy Podcast!Welcome to the Content Academy Podcast, in this the first broadcast from Paul Caffrey and Phil Mc Grath the guys give you in a insight into what you can expect every week from the Content Academy Podcast and a little taste of some of the guests to come.
2016-01-3009 min