└► 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

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

Hiring Consultant

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.

Excited to share the insights and research I've been gathering to help sales leaders thrive in today's evolving landscape. It's crucial for leaders to adapt and change to avoid falling behind.

Join me on Tuesday for a webinar I'm co-hosting with Consensus titled "The New Sales Leader: The Skills You'll Need to Lead Humans and Agents in the AI Age." 

Registration link will be in the comments.

Kristie K. Jones

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

It’s 2026, and here is your annual reminder: Hunters still aren’t Helpers.

They’re not volunteering to mentor the newbies.
They’re not signing up for the company picnic committee.
They’re not jumping in to organize the offsite or keep the Slack channel lively.

I learned this the hard way.

I hired a Super-Lone Wolf Hunter. He didn't want to come to sales meetings (waste of his time). He didn't want to follow the playbook (didn't need it). He argued with me in front of the team (he knew more).

So what did I do? I told him if he wanted to do it his way, he could go 100% commission and work from home (back when we all worked in the office).

That's right. I punished him for being a PITA rep who HIT quota.

Hunters aren’t scanning the room for ways to contribute internally. They’re scanning for the next opportunity. When conversations drift, they’re thinking about the deal that needs to move forward or the account that needs attention.

That focus and drive are the reason they win, not a personality flaw that needs fixing or punishing.

Where leaders get it wrong is trying to turn that wiring into something else. More pressure to participate. More feedback about being “a team player,” More expectations that have nothing to do with why they were hired in the first place.

Hunters bring value by closing business.
Period!

New year. Same reminder.
#SellingYourWayIN

The 2016 throwback trend is everywhere.
All that nostalgia? It's a stress response.

Research confirms it: nostalgia lowers cortisol, increases belonging, and restores meaning during uncertainty.

2026 is full of uncertainty.

In 2016, sales and marketing ran on inbound, gated ebooks, SDRs chasing downloads, and funnels built for patient, compliant buyers. Buyers wanted guidance. They traded emails for information. They expected you to lead them to the promised land.

That buyer is gone, like the jeans I was wearing.

Today's buyers want autonomy, speed, and clarity. They research without you, ask AI and peers for perspective, skip steps, and show up late with opinions already formed. They don't want to be walked through a process designed for your convenience.

Yet founders keep investing in motions that feel familiar, then act surprised when engagement drops and momentum stalls.

The issue isn't effort or intelligence. It's that the underlying assumptions are from a different time.

That realization is what led me to write the “2026 Founder Readiness Report.” It helps founders see where their go-to-market is still anchored to an earlier era and rethink how to meet buyers where they actually are.

Throwbacks are fun.
2026 doesn't have to be scary. Stop regulating stress with nostalgia and start building for what's actually here.
#2016

Readiness Report in the comments.

This is a great company and a great manager to work for! The company just went IPO and is headed for great things!

We’re hiring a Sales Development Representative (SDR) at Netskope in St. Louis!

This is a great growth opportunity for someone looking to build a strong foundation in tech sales while working with a collaborative team and a supportive culture.

As an SDR at Netskope, you’ll play a key role in driving pipeline and developing skills that can take your career to the next level.

If you’re motivated, curious, and excited to grow in a team-first environment, let's connect.

#Hiring #SDR #SalesDevelopment #TechSales #Cybersecurity #Netskope #SalesCareers

St Louis, Missouri, United States (Remote)

My AI plan, if I approached it the way B2B SaaS teams who haven't done their research would:
➡️  Let an agent handle all inbound calls because it “feels close enough.”
➡️  Let automation fix every broken handoff we never defined.
➡️  Let AI qualify leads even though we’re still not disciplined about our ICP.
➡️  Let a forecasting tool predict the quarter while reps update CRM whenever they feel like it.
➡️  Let a bot rewrite all messaging for a product we still explain differently every time.
➡️  Let AI analyze calls so no one has to do real coaching anymore.

And then expect revenue to magically improve.

At some point you still have to think. 

AI won’t save you from the work you’ve been avoiding.

Every January, Founders come into their executive coaching sessions with me with serious goals. 

They want to grow faster, think more clearly, get healthier, and stop feeling like everything runs through them. 

Five minutes into the conversation, the issue is usually obvious. 
The goals are ambitious, but the days look exactly the same.

This is the question I ask them, "What are you going to say NO to, so you can say YES to your 2026 goals?"

What actually moves people forward isn’t a new framework or a perfectly designed plan. 
It’s the discipline and commitment to make small, slightly uncomfortable changes and stop hiding behind familiar excuses. 
Something as simple as taking a meeting while walking instead of sitting at a desk forces a different kind of thinking. 
You’re less reactive, less performative, and far more honest with yourself.



Executive coaching doesn’t work because someone tells you what to do. It works because it exposes the gap between what you say you want and what you’re willing to change. 

Those small decisions add up over time, and by the end of the year they matter more than the goals you wrote down in January.

If you want a different year, it’s not about wanting it harder. It’s about changing how your days actually operate.
#SellingYourWayIN

Don't put your job at risk because you don't know how to figure out what you should know!
I'm going to be dropping some truth bombs tomorrow! 
Register NOW!

Sales leadership has a new job description.
It’s no longer just managing people.
It’s managing people + AI systems.

On January 13, Kristie K. Jones explains how modern sales leaders need to evolve…and why AI is forcing the change faster than most teams are ready for.

No hype. No tool worship. Just the skills that actually matter now.

Save your seat: https://lnkd.in/eD_HhWfB

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The Battle

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

Kristie Jones

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taplio

The Battle

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

Kristie Jones

Followers

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 Jones's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreKristie Jones's LinkedIn Performance