└► 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.

Kristie Jones

Kristie K. Jones

Sales may be an individual sport, but within an organization, sales success comes from winning teams.

As the Founder and Principal of Sales Acceleration Group, I help small to midsize companies clarify what success means for them and create a detailed road map of how to get there.

Founders are often lost in the weeds and too close to the day-to-day challenges to see the big picture. A fresh perspective is often a game changer in understanding if goals and strategy are in alignment.

For most of our clients, the ultimate goal is growth and REVENUE 💲

But each company is unique, with different goals and a different path to get there. For over 8 years, my team and I have been working with startups and SaaS companies to achieve their version of success through:

🔸 Sales Process and Strategy Development and Improvement

🔸 Finding Top Talent and Onboarding

🔸 Sales Team Training and Coaching

🔸 Client Retention and Upselling

🔸 Executive Coaching

Sales Acceleration Group provides sales expertise, strategy, and the processes to drive sales, which allows leadership to focus on product pivots, financial decisions, and client retention 💥

One frequent challenge to a company’s inability to increase revenue is a lack of Documentation and DISCIPLINE around sales processes. Creating and adhering to formal prospecting, negotiating, pipeline management, and hiring practices creates a culture of accountability, which truly turns a company around.

My clients know that I have a very direct style of communication. Not every company is a fit for us. If that’s the case, I’ll tell you exactly why. It doesn’t mean we’ll never be able to work together, but there may be things that need to happen internally before you’re ready for our help.

I’d love to learn about your company’s challenges and discuss how we can work together to put you on the road to increased revenue and success.

Sales is my passion. Always has been and always will be.

kjones@salesaccelerationgroup.com

Founder and Principal

Helping startup Founders create, improve, formalize, and document their sales processes to ensure revenue success and scalability.

Sales Process Improvement Strategist 

Helping Founders, Owners, and Sales Leaders reduce hiring mistakes and improve time to hire by project managing and leading the entire hiring process from writing the job description to the offer letter.

Hiring Consultant

Kansas Lottery

Helping the Kansas Lottery increase revenue by formalizing processes, documenting expectations, and creating an accountability culture.

Sales Consultant and Trainer

Kangarootime

Building out all the sales processes into a sales playbook and ensuring the Hubspot CRM system is built out to align with the new sales process strategies with the goal of increasing top-of-the-funnel and driving additional revenue.

Fractional Sales Leader

Environmental Health & Engineering

Helping EH&E acquire new clients and grow existing clients through more aggressive prospecting strategies.

Executive Coach

Top Sales World

I'm honored to be a contributing writer for Top Sales World. 
You can subscribe at: https://topsalesmagazine.com/sign-up/

Contributing Writer

Udemy

Sales Prospecting Fundamentals: A Complete Guide to Success
Click here to take this course: https://bit.ly/3kFuC7m

40% of sales reps cite prospecting as the most challenging part of the sales process. If you are new to sales, struggling to hit quota, or just want to earn more than you’re earning now, this course is where you should start.

Prospecting is the lifeblood of sales. Without a pipeline full of prospects that can benefit from your product or service you will constantly be worried about if you’ll hit quota, be able to take that vacation you want to take, or worse yet—keep your job. A sound and formal prospecting strategy will reduce your stress and make your life easier.

In this course you’ll develop a deeper understanding about:
•	Determining your ICP (Ideal Customer Profile) and how best to reach them
•	Developing a formal prospecting strategy customized to your target market
•	Creating impactful email templates, voicemail scripts, and video messages
•	Determining if your prospect is a good fit for your product or service
•	Mastering how to handle objections and gain more information all at the same time
•	Executing a strategy for holding your prospects accountable

Udemy e-Learning Instructor

Modern Sales Pros

Modern Sales Pros is the world's largest community for leaders in sales, operations, enablement and related disciplines. Our mission is to help our community learn how to solve the biggest challenges they face (and would otherwise bang their head against the wall trying to solve). Our 13,000 members learn from each other through our online message board and through amazing in-person events.

Member

BizLibrary

Helping Bizlibrary increase top of the funnel by improving lead quality from the SDRs and increasing self-sourced pipeline by the Account Executives.

Sales Process Improvement Consultant

Legal Back Office

Helping Legal Back Office formalize and document all sales processes and tie to Hubspot.

GrowthX

Startup Coach

Panic causes bad decisions 😨 So true, right?

Whether you’re an individual or an organization, when panic strikes for whatever reason, bad decisions inevitably start happening—and then it’s all downhill from there 👎

For over 20 years in sales leadership, consulting, and executive coaching, I’ve seen the effects of panic and bad decisions time and again. And it’s why I love what I do because I’m able to help companies come back from these challenges or – even better – avoid them in the first place!

I grew up in the Midwest in an entrepreneurial family – my parents both worked and never shielded my brother and me from the reality of what it takes to earn a living and the results of hard work. Just from family conversations and shadowing my parents as they worked, I like to say I got a “Kitchen Table MBA.”  My favorite job was waitressing, because every tip is like a review – you know whether you did a great job or not - no waiting for Yelp!

When an organization is struggling with lack of revenue and/or pipeline, or client retention issues, it’s tough for executive leadership to see through to the root of the problem and the right solution. They are just too close to it.

❓ Is it a lack of refined and repeatable processes?

❓ The wrong type of outreach?

❓ No discipline?

❓ Bad hires?

This is exactly why I founded Sales Acceleration Specialists: to help small and mid-size companies in the SaaS space overcome and learn how to avoid these crises.

As a Sales Consultant and Coach, I bring a unique toolkit of knowledge, experience, and services to the table, including:

 	🔸 Sales Process and Strategy 

 	🔸 Sales Effectiveness Training

 	🔸 Talent Recruitment and Training

 	🔸 Executive Sales Coaching

 	🔸 Speaking Engagements

One of my favorite truths, or “Kristieisms” as they’ve been called, is “Do the right things and the right things will happen.” My clients tell me all the time that working with me has brought that to light for them. If you trust the process and follow through, you’ll get the results you seek. Check out what else my clients are saying on The Proof page of my website:

https://www.salesaccelerationgroup.com/the-proof

When I’m not helping my clients, I can be found on the tennis court, running, hiking or relaxing on a boat at the nearest lake.

Ready to do the work and discover how to get your team driving great results? Great! Reach out to me at kjones@salesaccelerationgroup.com

Sales Strategy | Sales Coaching | Process Improvement | Revenue Growth | Executive Coach

Helping BOS Identify, interview, and onboard their 1st Enterprise Account Executive:
We’re seeking a competitive, hard-working, and goal-oriented Enterprise Account Executive to be our 1st Sales Professional. 
As an EAE, you’ll be responsible for prospecting, qualifying, and closing new customer relationships and expanding existing customer relationships. You will contribute and help impact the company at a pivotal stage.
The ideal candidate will be a self-starter with exceptional hunting skills, a risk-taking personality, and a desire to make an impact at a company positioned for significant growth in the next year.
Experience selling IT Network Services or Cyber Security services required.

The discovery call is dead.

Your buyers aren't interested in jumping through your discovery hoop so they can pass go and collect a demo.
They're doing their own discovery, without you.

Before they ever talk to a rep, they've already compared you to three alternatives. Read customer reviews from thousands of data points. Simulated outcomes.

AI-powered search gives them everything. Competitive comparisons. Pricing intel. Integration specs.

All of it.

By the time they reach the sales team, they're not in discovery mode.
They're in decision mode.

The earliest stages of your pipeline, the ones traditionally owned by SDRs and AEs, are disappearing.

Buyers are qualifying themselves based on what they find online.

The website, not the rep, has become the new front door.

If your website doesn't have educational content, 3-5 min. product videos, and detailed documents about use cases, you're losing deals before you even know they exist.

The question isn't whether this shift is happening.

It's whether you're ready for it.

What got you to $1M won’t get you to $5M. Helping B2B SaaS Founders move from Founder-led Selling to building your first sales team. Process Expert | Hiring | Author | Speaker

Hire Willows, Not Oaks

Your first sales hire will make or break your ability to scale.

Most founders screw up the first sales hires. They chase big company pedigree, killer closing numbers, and those who talk a big game.

They hire Oaks when they need Willows.

Here's the difference:
🌳 Oaks need structure and polish. They rely on proven methodologies. They want complete playbooks on Day 1. They're executors.

🌴  Willows thrive in ambiguity. They experiment and iterate quickly. They ask, "What can we learn?" They're builders.

In early-stage SaaS, everything is fluid. Your ICP shifts. Your pricing evolves. Your messaging gets refined every quarter.

🌳 Oaks snap under that pressure when the wind speeds reach 90 mph.
🌴 Willows bend with the wind.

Your first hire isn't just there to sell, they're there to build alongside you. They'll pressure-test your process, catch what you missed, and help evolve what works.
- Hire for traits, not titles:
- Curiosity over ego
- Accountability over charm
- Grit and adaptability over perfect experience
- Process-minded over purely relational

And remember: even a great Willow needs a trellis to grow on.
Your process is that trellis.

Process before people. Always.

Your startup won’t scale until you fire your best sales rep - YOU!
Founder advantage is killing your growth.

When you're the founder, prospects don't buy your product; they buy you.

You bring credibility, deep product knowledge, and unshakable belief. 
Your name on the door creates instant trust.

That's "Founder Advantage" in action.

But here's what nobody tells you: those same strengths become constraints as you grow.

➡️ You can't scale yourself. 
➡️ Every deal still depends on your presence.
➡️ Your process lives in your head. Others can't replicate what isn't written down.
➡️ Your buyers trust you, not your team. When you step out of the sale, momentum drops. 

The data backs it up. Most SaaS companies plateau between $1-3M ARR before establishing a repeatable sales motion. 
Without a defined process, ramp times double.

That's when I hear from founders. Tired, confused, and frustrated. 
They've proven people will buy, but they can't understand why growth has stalled.

Here's the truth: What got you here won't get you there.

"Founder Advantage" got you started. But to grow beyond $1M ARR, you need more than hustle and instinct.

You need process, people, and clarity.

And you need to fire yourself from sales.

AI isn’t ruining sales. It’s just making lazy reps easier to spot.

Lazy reps are trusting a tool more than themselves. 

AI isn’t supposed to do the job for you. You still need to understand how your buyer prefers to communicate, customize follow-ups, and double-check what your notetaker puts in the CRM. 

Top Ten Percent reps stay curious and utilize AI in a completely different way. 
They’re reviewing calls quickly, digging deeper into patterns, learning the product faster, and walking into meetings more informed than they’ve ever been.

AI is giving great reps an edge and giving lazy reps a false sense of security. 
And that sense of security won’t last.

Because when you rely on AI to think for you, it shows. You miss details. You miss objections. You miss opportunities. And you can’t explain your own deals when your sales leader asks.

If you want to keep your seat, stop letting the tool do the parts you need to own.

To survive in this new future of sales, don’t check your brain at the door. 

Use AI to support your work, not replace it.
#SellingYourWayIN

Your marketing team just inherited half the sales cycle.
And most of them don't know it yet.

Here's what changed: Buyers expect to self-educate before they ever talk to a rep.

That means marketing isn't just responsible for attracting interest anymore.
They're responsible for advancing intent.

They need to deliver everything a buyer needs to make a confident decision before the first sales call.

➡️ Product videos that actually show the features. 
➡️ ROI calculators that are specific to their industry. 
➡️ Implementation checklists that tell them what the first 90 days look like. 
➡️ Security certifications and API documentation that technical buyers can review on their own.

In other words, marketing now has to replicate what a great AE used to do in discovery and demo.
But at scale. Online. Without a human in the loop.

If your marketing team is still focused on MQLs and top-of-funnel vanity metrics, you're playing the wrong game.

The modern marketing function operates deeper in the funnel.

They're not just filling the pipeline. They're moving buyers through it.

Sales and marketing aren't separate functions anymore.
They're co-pilots in a buyer-controlled world.

And if you're not reorganizing around that reality, you're already behind.

Companies keep pretending they’re in control of the sales cycle. 

👆Reality Check: Buyers are running the show now.

Your pipeline is shrinking for one reason. Buyers have changed, and your process has not.

We can debate whether to call it buyer-led growth or product-led growth, but the buyer is now the one calling the shots. They decide what they want to see, when they want to see it, and how far they will go before they ever talk to a human.

Most companies are still acting like they get to set the pace. YOU DON’T.

If your buyer can’t find pricing, social proof, product videos, use cases, or security info. on your website, they will move on. They are not waiting for your discovery call. They are not waiting to be qualified. They are moving with or without you.

This is not about removing sales. It is about understanding the new order. You are invited into the conversation only if the buyer believes you deserve to be there.

Your website is your first seller.
Your content is your second.
Your people are the third touch, not the first.

The companies that win will understand this:
You need to meet your buyer where they are…and sometimes that is way ahead of you, the seller.

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

Kristie K. Jones

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The Battle

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

Kristie K. Jones

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Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Kristie K. Jones's LinkedIn Performance

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