└► 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.

TheyDo - Journey Management

For the CX, Design, Product, Research and UX teams of customer-centric companies, TheyDo is the most collaborative Journey Management platform ever made.

Unlike mapping tools, TheyDo is designed to manage journeys across teams, products and geographies, and everything takes place in one unified journey-centric framework.

Used by some of the world's biggest brands including Atlassian, Cisco, Ford, Home Depot, Johnson & Johnson, and Randstad, the end goal for TheyDo is to give businesses the ability to spot previously unforeseen opportunities and prioritize work, ultimately putting the customer at the forefront of everything they do.

As a Senior Account Executive at TheyDo, I specialize in guiding organizations to enhance their customer journey management through our innovative platform. By collaborating closely with clients, I identify their unique needs and deliver tailored solutions that drive customer-centric growth. My role involves building and nurturing long-term partnerships, ensuring clients maximize the value of TheyDo's offerings for improved customer experiences and business outcomes.

Leveraging my expertise in strategic prospecting, active listening, and effective communication, I assist companies in aligning their strategies, planning, and delivery around customer journeys. This approach enables businesses to uncover high-impact opportunities, streamline processes, and accelerate time-to-market, ultimately achieving their desired business outcomes. By fostering a customer-centric culture, organizations can drive true change and realize measurable success.

Senior Account Executive - EMEA

Sastrify

🚀 Sastrify supports finance, IT, and procurement teams in fast-growing companies in buying and renewing their SaaS licenses.

💰 You can focus on what matters while we save you time and money by applying best practices in SaaS buying and using a dedicated procurement team that benefits from a large database of benchmarks.

✌️ We already work with leading digital-first companies such as Gorillas, Runtastic (Adidas), Westwing, Chronext, Usercentrics and bring our clients 3-4x ROI with only 30 min work on their end.

➡️ ✉️ If you're currently in negotiations for new SaaS tools/renewals or simply want to clean up your stack, feel free to shoot me a message.

Senior Account Executive - UKI, Nordics, and CEE

HubSpot

HubSpot is the world's leading inbound marketing, sales and CRM software platform. We help companies of all sizes grow better, by transforming the way they attract, engage and delight customers. 

As a Senior Account Executive, I identified, sourced, closed, and oversaw key customer relationships. while promoting the full Hubspot suite of products to businesses. Using selling and relationship-building skills, I maintained and expanded our customer base.

▪ Educated and guided prospects through the buying process.
▪ Managed a pipeline of qualified leads to build relationships with potential customers.
▪ Worked with existing key accounts to retain and grow their business.
▪ Secured deals with new and existing customers at or above quota.
▪ Annual attainment 2021: 115% (Annual Target 936K Net New ARR) 
▪ Promoted February 2022
▪ Closed multiple high value Enterprise clients in 2021-2022
▪ Annual attainment 2022: 105% 
▪ July 2022:  11K MRR (Top Sales Rep in all CEE + ROE)
▪ Closed largest deal in the region (July 2022)

Senior Account Executive - Central & Eastern Europe (CEE)

Payfirma

Progressive sales leadership roles culminating in VP role. Managed all strategic partnerships including 1 Canadian Schedule A Bank, 5 Canadian Credit Unions and multiple integrated software vendors. Grew and developed the sales team, corporate sales culture, and corporate CRM. Acquired new strategic partnerships and acted as account executive to high value relationships. Project managed the integration of all software partner platforms. Reported to CEO and later the EVP of Sales and led a team of 10 Sales Professionals. Oversaw the day to day operational management including hiring, sales coaching and performance management.

▪Contributed to planning, executing and growing business volumes from startup to $1B annually in sales volumes.
▪2019: $3.6 million New ARR
▪2018: $3.2 million New ARR
▪Developed and launched leading edge sales and pipeline management processes, collaborating with the corporate executive team, to plan, budget, strategize and map the sales process and effectively use resources within the sales department including the implementation of Salesforce, Marketo, Pardot, and Salesloft. This streamlined the sales and lead flow process and maximized efficient business growth.
▪Pioneered the development of multiple sales tools that improved branch leadership acumen and identified business and coaching opportunities to improve results.
▪Worked closely with the Marketing Team to create a lead generation and marketing strategy that today generates 500+ leads per month with a 30% average lead to close rate across all channels.
▪Developed and implemented a number of outbound sales strategies for the sales team who proactively reached out to prospects, increasing lead flow by >20%.

Vice President of Sales

As a Senior Account Executive, I consulted with business owners and offered them fresh, new and innovative ways to expand and grow their business. My goal was to help our clients increase revenue streams by making payments simpler and faster by offering Payfirma's full payment solutions in a single unified platform.

▪Managed US/Canadian Market.
▪Worked on opportunities across a variety of different verticals with a focus on SaaS target accounts.
▪Worked with Payfirma's numerous financial service and integrated software partners to maximize revenue.
▪Top performing Sales Person of the year by deal account and actual revenue for 2016 and 2017.
▪Built a portfolio of over 900+ merchants with $150m in annual processing.

Senior Account Executive/Sales Team Lead

As a Financial Services Representative, I am an integral part of the branch sales and service team. My focus is to provide the right banking solutions that meet the diverse financial needs of both established and new customers by opening new accounts, offering basic & advanced credit and investment counselling, as well as promoting the sale of all personal and business banking products and services.

▪	Responsible for understanding customers’ banking needs and providing appropriate financial investment solutions, including all new accounts, credit products, investment advice, and promoting all banking products and services to create TD’s legendary customer experience
▪	In 2014 had over $2.6 million in Mutual Fund sales
▪	As of Dec 2014, ranked 1st overall in Vancouver Core region with 400% Money-In sales pace (1st overall in BC)
▪	Contributes to the growth of business by developing and deepening the new and existing customer relationships and responsible for meeting and exceeding specific, individual and team based business goals 
▪	2014 fiscal year achieved a 123% overall sales pace and volume pace of 124%
▪	Periodically fulfill the manager of customer service role, managing a team of service employees promoting a legendary customer and employee experience.
▪	Leads, coaches and develops employees toward achieving business, professional and personal development objectives

Financial Services Representative

▪	Personal customer experience index score of 66.7%, 5th ranking in Vancouver Core district
▪	Provided exceptional customer service and personalized advice through a tailored mix of day-to-day and basic credit products and services
▪	Consistently exceeded quarterly sales targets, ended 2012 sales pace at 138%
▪	Responsible for opening and closing duties, secured cash desk operations, coached and developed new CSR staff 

Key Accomplishments:
• Consistently met and exceeded Sales Revenue Target in each quarter, pacing over 130% year-to-date.
• Assisted branch to win “Green Chair” awards two consecutive months in 2012.
• Active participant in numerous TD Canada Trust campaigns: Branch Lead for the Friends of the Environment Campaign in April 2012 and the Ride For Cure Campaign for Juvenile Diabetes Research Foundation Canada (JDRF).

Customer Service Representative

Public Edge Solutions Co.

▪	Distributed promotional material and implemented marketing strategies through the use of social media for Vancouver’s industry leaders in hospitality and nightlife

Marketing Event Coordinator

Best Western Hotels

▪	Provided excellent customer service while cross selling various menu items
▪	Responsible for providing first class dining experiences, which involved: extensive knowledge of menu items and mixology, wine pairings, high degree of multi-tasking, and inventory management.

Server, Bartender, and Doorman

Steve Nash Fitness World and Sports Club

▪	Increased sales numbers by >15% every month

Fitness Sales Consultant

Experienced SaaS Account Executive - I Sell Software

Throughout my sales career, I have been very fortunate to have the opportunity to work for different multinational companies on two continents. I've worked in both individual contributor and sales leadership roles which gave me the practice and exposure of working with multicultural environments, where I have lead business development, direct sales and partner management sales roles. 

I hold strong experience in sales and relationship building, both experiences which have greatly helped me in driving new business and to improve the engagement and performance with prospects, customers and partners.

taplio

The Battle

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

Emil Dzikowski

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