THE PREPARED SELLER.
Discover the hidden habits
elite sales professionals use to
Prospect Better & Sell More.
"In 2025, top sellers won't automate selling with AI—they'll use AI
to have better prepared human interactions."
Paul M. Caffrey
WATCH PAUL IN ACTION
Even in an era dominated by AI, the impact of habitual preparation for sales communications remains unparalleled.
From face to face meetings, to virtual calls and even emails, showing preparation increases trust and drives people to take action.
Preparation says you listen, care, understand and want them to succeed. It signals that you are someone they should work with.
How prepared are you to make the most of the opportunities in your world?
Paul M. Caffrey has dedicated his career to unlocking the habits of elite sales professionals.
He is driven by a desire to help people reach and exceed their potential faster.
Every person in every business can perform at a higher level when they understand how to prepare habitually.
Paul has distilled down the habits of elite sales performers to a memorable question framework.
Known as "The Work Before the Work", it gives everyone, in every situation, the ability to prepare and make the most of their work.
Anyone who see's Paul speak, can apply "The hidden habits elite sales professionals use to outperform the competition"...immediately!
Paul M. Caffrey speaks internationally and is committed to adding massive value to your event.
Learn more about Paul M Caffrey's Keynote SpeakingTHE WORK
BEFORE THE WORK
The Hidden Habits
Elite Sales Professionals Use to
Outperform the Competition
Framework for elite sales performance thoughtfully co-authored by Paul M. Caffrey & Phil M. Jones over 3 years.
Co-author & bestseller Phil M. Jones previous books sold over 1 million copies & author of the most listened book on Audible.
Translations coming soon starting with Greek.
SALES LEADERS PRAISE FOR "THE WORK BEFORE THE WORK"
JONATHAN HILL
Regional Vice President
Salesforce
"This book outlines a framework to ensure that you leave no stone unturned and deliver the results that make this job so rewarding.”
NATASHA DARCY SOUZA
Sales Leadership Development
“This holistic, definitive, and practical book is a powerful ‘how-to prepare’ guide for any sales professional and leader."
JOE FORGY
Manager, Business Dev Reps
Salesforce
“If you’re working in sales or business development at a tech like Salesforce, Google, Oracle, or Microsoft its a must-read!"
CONOR O'MALLEY
Area Vice President
Slack
"...for sales professionals to be able to offer indispensable insight and innovation in sales conversations again and again.”
SALES EXPERTS PRAISE FOR "THE WORK BEFORE THE WORK"
TODD CAPONI
Best Selling Author
The Transparency Sale
“What I appreciate is that the focus is on the discipline of customer and prospect outcomes, not on the seller’s own activities"
JOHN BARROWS
CEO
JB Sales Training
"Instead of quick tips or shortcuts, Paul & Phil provide a solid framework that will drive results for anyone willing to put in the effort."
MARCUS A. CHAN
Founder
Venli Consulting Group
“The Work Before the Work breaks down exactly what it takes to consistently perform at the top 1 percent level every single year."
IAN ALTMAN
Best Selling Author
Same Side Selling
"...the steps you can follow to get on the same side as your clients and potential clients while achieving remarkable results.”
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