└► Sales Teams Don’t Underperform. They Underprepare. Let’s Fix That. | Author 📚 "The Work Before the Work" | SKO Speaker 🎤 (NSA & PSA) | Keynotes & Workshops | Aiming to turn 1m salespeople into Prepared Sellers.

"All I can say is thank you, and I owe you a lot of commission!"
Jodie Vard | Account Executive | Navan

"For individual contributors aspiring to take the leadership route, Paul's training is the go-to resource."
Kirby Rabalais MBA | Enterprise Sales Manager | Truce Software


Paul M. Caffrey reveals the hidden habits elite sales professionals use to prospect better, sell more and get promoted faster. 

This unlocks the potential of salespeople & sales teams to outperform the competition.

He shared the framework in "THE WORK BEFORE THE WORK", co-authored with Phil M Jones (author of Exactly What to Say which has sold 3 million copies).


"If you’re a sales manager or leader, be sure that every member of your sales team owns, reads, and uses this book. It’s that important, and it’s that good!”
Bob Burg, 3x Best Selling Author | The Go Giver Series

“What I appreciate is that the focus is on the discipline of customer and prospect outcomes, not on the seller’s own activities"
Todd Caponi | 2x Best Selling Author | The Transparency Sale & Transparent Sales Leader

"a solid framework that will drive results for anyone willing to put in the effort."
John Barrows | CEO JB Sales Training & 400k LinkedIn Followers

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When your ready, Paul can help you in 3 ways


1. Sales Keynote Speaking 🎤

Paul delivers electric keynotes on sales preparation that change the game for sellers. They are entertaining, memorable & actionable immediately! 

"wow, he is incredible. I see very few speakers talk about preparation and if you want to get your sales team motivated, he not only has amazing content, but his energy, spectacular"
Meredith Elliott Powell, Award-winning Speaker, Best selling author  of Thrive

"when it comes to preparation & sales training...I couldn't think of a better speaker than Paul. His takes everyones sales to the next level"
Johnny Quinn, U.S Olympian & ex-NFL Footballer

2. Sales Masterclasses 🚀 

Help Your Team Discover the Hidden Habits Elite Sales Professionals Use to Outperform the Competition.

Topics include: Prospecting, Discovery, Demo's & Negotiation

"Simple, easy to implement takeaways that our entire team can utilize. The masterclass will help us achieve higher close rates and better agreements & communication with clients. The masterclass is great for entrepreneurs who have a sales team."
Mike Fallat | CEO & FOUNDER

3. Group Coaching 🚀

 - The Ambitious Account Executive Group Coaching Program

Everything an AE needs to exceed quota & get promoted faster

- The Elite Founder Sellers Mastermind

SEND PAUL A DM TO FIND OUT MORE!!

Paul M. Caffrey BSc(Hons), MIM, MPSA.

Lyfegen

Supporting Lyfegen's mission to make healthcare more efficient and affordable by providing access, pricing, and rebate solutions.  Lyfegen exists to improve the life of every patient by driving the world's transition to value and data driven health care.

Key Responsibilities:

- Driving revenue growth and market expansion for Lyfegen’s pricing and rebate management solutions
- Working with cross functional teams focusing on new business acquisition, upselling, cross-selling, and customer retention
- Developing and executing go-to-market strategies aligned with corporate objectives
- Developing key sales strategies to exceed annual sales targets and provide accurate forecast management 
- Building on client relationships and managing key strategic partnerships 
- Representing the company at annual global events, presenting the value of solutions to businesses (Payers, Providers and Pharma) and engaging with key customers

Vice President of Sales | Life Sciences & Healthcare

Model N

Model N enables life sciences and high tech companies to drive growth and market share, minimizing revenue leakage throughout the revenue lifecycle. With deep industry expertise and solutions purpose-built for these industries, Model N delivers comprehensive visibility, insight and control over the complexities of commercial operations and compliance. 

Our integrated cloud solution is proven to automate pricing, incentive and contract decisions to scale business profitably and grow revenue. Model N is trusted across more than 120 countries by the world’s leading pharmaceutical, medical technology, semiconductor and high tech companies.

Responsibilities:

- Manage relationships within assigned European geographic territory.
- Act as a business leader, manage own book of business/territory, run business meetings remotely and in person when needed, and close complex deals.
- Demonstrate product and industry knowledge and understanding of Model N’s unique Value Proposition.
- Manage complex sales-cycles and presenting to key business executives the value of our enterprise suite of applications, via web channels and in person.
- Leverage various resources within Model N (Solutions Consultants, Partners, Support, Professional Services) in every phase of the sales cycle to drive discovery and deliver compelling business value propositions.
- Maintain Contacts and accurate Account/opportunity data in Salesforce for assigned territory.
- Achieve/exceed an annual sales quota for SaaS revenues and services.
- Achieve/exceed an annual and quarterly funnel targets.

Regional Sales Manager | Life Sciences | EMEA

Veeva Systems

The Industry Cloud for Life Sciences

Our industry cloud solutions provide data, software, services and an extensive ecosystem of partners to support your most critical functions from R&D through commercial. Veeva helps companies of all sizes bring products to market faster and more efficiently, and maintain compliance.

Responsibilities:

- Contribute to Team Quarterly and Annual Sales Goals
- Meet and exceed assigned revenue quota 
- Expand existing accounts and increase new business
- Develop and execute territory/account/opportunity sales strategy
- Manage the entire sales process from lead generation through contract negotiation/execution to delivery handoff
- Analyze and relate customer’s transition vision to Veeva’s value propositions/solutions
- Work both independently and cohesively in a team environment
- Represent the Company at Industry Associations and Events
- Report and maintain timely and thorough notes pertaining to opportunities via Veeva’s CRM
- Engagement with Partner channel to ensure we chose the right implementation vendors
- Commercial Strategy across Regulatory, Clinical and Quality to promote the Veeva vision for a single unified platform.

Enterprise Sales | EMEA | MedTech

Salesforce

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win.

Roles & responsibilities:

- Grow and develop targeted accounts in both Media and Communications through strategic forecasting
- Work in partnership with the Business Developers, Pre-sales and marketers for all sales leads and sales opportunities
- Drive a high volume of sales by managing the complete sales process
- Up-selling and leveraging business from new and established customer relationships
- Strengthen client relationships through regular engagement and face-to-face meetings
- Managing industry events and user groups to generate market interest
- Be on the forefront of evangelizing new Products/Clouds

Senior Account Executive | UK

Madinks.ie

Madinks.ie is a new innovative website that makes shopping for Printer Ink as easy as possible for the end user. Our goal is to provide customers with a high quality, competitively priced product, and make the shopping online experience as much fun as possible!  We have developed an award winning website that has simplified the process of buying printer ink, while offering customers the best prices on printer ink on the web. 

Responsible for the day-to day running of the business with a particular emphasis on sales and business strategy. Making sure that the business continues to grow by way of developing new clients whilst maintaining its existing customer base.

Roles & Responsibilities:
•	Identifying, developing and directing the implementation of business strategy using Six Sigma metrics and KPI analysis.  Clearly defined three year company roadmap and setting a definable milestone plan.  Integrated metrics into Company Roadmap and used ISO to spearhead management review.  
•	Developing the Sales Strategy/ using strategic email marketing with cold calling to achieve sales objective.  Applying Sandler sales techniques.   
•	Responsible for reporting and forecasting monthly, quarterly and yearly Sales plan to achieve forecasted results for Shareholders.  
•	Liaising directly with high potential customers and identifying sales opportunities to partner with clients and incentivise mutual business co-operation i.e state tenders.  
•	Brand development and online strategic marketing using social media platforms.  Brand creation and integration with online marketing strategy to promote company image and awareness.  
•	E-commerce Website development and deployment/ Partnering with web development team to deliver on milestone objectives within project timeframe and to ensure all deliverables are achieved.  
•	SEO strategy and deployment/ Development of monthly strategic plan and setting long term objectives to achieve page 1 website optimisation in search results.

Managing Director

Johnson & Johnson

Responsible for operations, regulatory affairs, ISO and project management.

Duties:
•	Managing cross functional teams in Customer Services, Supply Chain, Regulatory and project management – responsible for team of ten people
•	Six sigma Black Belt – responsible for leading projects in operations and training employees on process excellence.  Assessed and graded green belt projects.
•	External Auditor Team for European Continuous Improvement & Assessment – Audited several European Johnson & Johnson companies contributing to Process Excellence regional improvements.
•	ISO co-ordinator – achieved migration to the new standards and integrated six sigma principles into the ISO standard for the company.
•	Managed both Customer Service and Supply Chain teams.
•	Deployed Dashboards and Roadmaps throughout the company.
•	Company representative for multiple European distribution projects.
•	Implemented training course for new graduate recruits.

Process Excellence/ Continuous Improvements:
•	Process Excellence representative at European level.
•	Trained and Qualified as a PE internal auditor.  Audited a number of J&J companies across different countries.
•	Submitted the Irish business assessment application on behalf of J&J Medical,  and facilitated the external audit as well as leading all the project teams.
•	Completed black belt six sigma project on Customer Service and Accounts Receivables effectiveness.
•	Developed Six Sigma White Belt/ Green Belt training courses for all employees

Operations Director

Purchasing, logistics and customer services responsibilities.  ISO coordinator.

Regulatory Affairs:
•	Responsible for coordinating all activity with the IMB including vigilance reporting across all parts of the business.
•	Managed WEEE directive implementation.
•	Deployed metrics around regulatory which improved vigilance reporting for product complaints by 50% over two years.
•	Achieved benchmark in timeliness of closures for Product Recalls and number of Product Complaints (Adverse Events) reported within FDA guidelines.
•	Monitor and provide training to Sales Force on product complaint awareness and reporting.  Ensure adherence to FDA guidelines. 
•	Report to Management Board on quarterly basis on regulatory review and performance.
•	Ensure new products meet with EU packaging requirements (CE marked) and carry certificates of conformity.
•	Develop compliance contracts for customers using Hazardous goods.
•	Analyse all Medical Study & product trial contracts.

ISO:
•	Achieved the migration from the old standard to the new ISO 9001:2000 for Johnson & Johnson Medical in 2003.
•	Integrated Credo into ISO Quality Statement.
•	Introduced process mapping for all operational procedures for new ISO standard (SIPOC’s).
•	No non conformities identified in external BSI audit over last five years.
•	Qualified as an ISO Auditor through the NSAI, and headed up the company audit team.

Supply Chain
•	Acted as facilitator to the last business assessment for Medical managing multiple project    team leaders across all parts of the business.
•	Identified key operations metrics and achieved consistent success in maintaining the highest line fill rates (97%) in Europe, and the lowest level of backorders verses NTS (less then 3%). 
•	Devise Consignment contracts tailored for individual customers.
•	Worked with both Customer Service and Supply Chain teams.

Supply Chain & Regulatory Affairs Manager

Logistics and supply chain project team leader.
- Team lead for logistics planning on European project
- Migrated systems from old AS400 to new JDE system through Project Solas
- Super User for JDE system, trained employees and developed reporting tools
- Responsible for demand planning and warehouse management
- Co-ordinated activity between Irish and UK forecast planning teams
- Worked with sales teams to manage inventory levels/ safety stock and reduce SLOB
- Presented on change management to different departments during transition phase to new European warehousing infrastructure.

Project Team Leader

Purchasing and Supply Chain graduate trainee programme
- Worked in purchasing and supply chain reporting to Purchasing Manager
- Trained in J&J project management skills
- Trained with ISO team and work in process excellence
- Trained with Sales Team to understand stocking requirements and logistics
- Trained with IM/IT Team to understand internal CRM system

Graduate Trainee Programme

At Lyfegen, we are committed to transforming healthcare economics by optimizing pricing and rebate management, which serves as the cornerstone of my role as Vice President of Sales. Spearheading strategic initiatives, my team and I drive revenue growth and expand market presence through innovative go-to-market strategies and robust client partnerships. Our focus on new business acquisition, coupled with a steadfast commitment to customer retention, has been pivotal in supporting Lyfegen’s mission to enhance healthcare affordability and efficiency.

My recent tenure at Model N honed my expertise in managing complex sales cycles and developing high-impact sales strategies across the EMEA region. This experience has been instrumental in my current role, where I leverage a customer-centric approach to exceed sales targets and provide accurate forecast management. My dedication to delivering tangible value to clients and patients alike echoes through our collaborative efforts to facilitate the world’s shift to value-based and data-driven healthcare solutions.

taplio

The Battle

Paul M. Caffrey BSc(Hons), MIM, MPSA.

Donal Ryan

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