The Work Before the Work

The Hidden Habits Elite Sales Professionals Use to Outperform the Competition

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The Work Before the Work

The Hidden Habits Elite Sales Professionals Use to Outperform the Competition


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The Authors of The Work Before the Work

Paul M. Caffrey

Paul M. Caffrey is a master of sales preparation. Highly educated in the fields of science and business, Paul has spent the past fourteen years mastering his chosen craft—sales. An elite sales professional, Paul is trusted by some of the world’s biggest brands and most innovative scale-up tech companies.

Phil M. Jones

Phil M. Jones is a master of influence and persuasion. He is the author of the bestselling Exactly book series, with over a million copies sold; the producer of the “most listened to” nonfiction audiobook of all time (Exactly What to Say); and a trusted advisor for some of the world’s biggest brands.

Praise for The Work Before the Work

— Bob Burg, coauthor of The Go-Giver and author of Endless Referrals

“WOW... just WOW! I’ve rarely seen such an important topic as sales preparation explained with such excellence

Marcus A.Chan, Founder of Venli Consulting Group and 6-Figure Sales Academy

“breaks down exactly what it takes to consistently perform at the top 1% level every single year.

Hanna Larsson, Startup Advisor & Investor

“This is a great book to use as a navigation tool throughout your sales career. It’s a must read!

Alan Stein Jr, Author of Raise Your Game

“A masterful job creating the ultimate blueprint for sales professionals.”

John Barrows, CEO JB Sales

“It provides a solid framework driving results for anyone willing to put in the effort.”

— Chris Ducker, author of 'Rise of the Youpreneur'

"It lays it all out for you, get better at selling in a smart, non-tacky manner, it’s a must-have for your bookshelf!"

— Meredith Powell, best-selling author of THRIVE

A great read for every level of sales professional guaranteed to deliver a strong return on investment.

— Ian Altman, bestselling author of Same Side Selling

“Concrete, actionable guidance that will demystify what drives top-performing sales performance