└► 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.

Arjo

At Arjo, we believe that empowering movement within healthcare environments is essential to quality care. With over 7500 people worldwide and 65 years caring for patients and healthcare professionals, we are committed to driving healthier outcomes for people facing mobility challenges.
Responsible for BAU management, Einstein AI steering committee lead, Agentforce roadmap, feature implementation & development of the Salesforce platform (1500+ users), Sales Cloud, Agentforce, Service Cloud and CPQ, plus 3rd party applications, across 17 business units globally, spanning 40 countries

BAU Responsibilities include:
- Stakeholder management
- Release cycle management
- Change request management
- Security / Compliance management
- End User Support & Training
- Licence Management
- Delegated Administration management

Projects delivered / in-flight:
- MFA implementation & rollout
- Agentforce implementation 
- Security management 
- Audit compliance
- Business Continuity
- Technical & Data debt management
- DevOps platform implementation

Salesforce Application Manager

Shirtforce

Director

Trustee

Made Tech

Made Tech provides Digital, Data and Technology services to the UK public sector, helping technology leaders to modernise legacy applications and working practices, accelerate digital service delivery, drive smarter decisions with data and enable improved technology skills within teams
Responsible for the management and development of the of the Salesforce platform, integrated PSA tooling & 3rd party apps
Salesforce Projects delivered:
- Commercial: Re-engineered sales CRM process to generate enhanced accurate MI + dashboard overhaul
- Commercial: Design & implement Lead Management process (incl. Hubspot)
- Compliance: Design & implement change control process, knowledge base & educational assets

Salesforce & PSA Manager

Methods

Methods is the leading digital transformation partner for the UK public sector, delivering innovation, bespoke development, and service management capability to align UK public services around citizens and safeguard them for future generations.
Here I am responsible for the management and development of the of the Salesforce platform, including appexchange applications. (Certinia (Financialforce), Docusign, JobScience, AutoRABIT Vault) that serves as the internal E2E business operational platform for 350+ users. Additionally responsibility for the system roadmap & technical contribution to; internal business process change management, technical design authority, cybersec practices, audit & data protection compliance.
Full line management, including recruitment, of a small team of Salesforce administrators & consultants and provision of 2nd line service desk function. 
Created & lead internal community supporting the advancement of skills/knowledge of Salesforce & Certinia (FinancialForce) products.
Salesforce Projects delivered:
- Commercial Function - implementation of sales operation to integrate new Lead & Opportunity Management processes, dovetailing Sales, Bid Management and Marketing functions
- Operational - implemented IR35 regulation process, staff onboarding solution, resource management function, transition to Lighting UI
- Support - implementation of service desk ticketing system, sales commission process, mobile app development, data Backup & Restoration solution procurement
- Analytics - creation/refinement of multiple MI dashboard suite, across commercial, HR & operational functions
- Finance - Accounting multi-currency implementation (Certinia Accounting)
- Compliance - developed document library on system processes to meet ISO 27001 audit compliance

Salesforce Business Partner

BW: Workplace Experts

BW is a commercial fit-out and refurbishment expert. Everything BW create is built with personality and precision. 
Responsible for delivering the Salesforce CRM product suite, user adoption and development roadmap. Tasked with the remit to modernise the reach and capability of BW's sales & marketing efforts through seamless digital transformation and mentor a junior admin to assume responsibility by end of contract. A CRM & MA-led engagement, combining process optimisation, implementing cross-function data flow and expanding analytical insights.
Delivered projects (responsible for full project lifecycle):
- Transistioned to Lightning UI incl. Single Sign-on implementation
- Pardot implementation (Campaign & Social Media Marketing)
- Data restoration
- Analytics overhaul

Salesforce CRM Lead (contract)

Les Mills International

Les Mills International are the global leader in Group Exercise Programmes and are on a mission to create a fitter planet. 
I was responsible for supporting a centralised NZ-based team with a global rollout, deployment and cultivating successful adoption of Salesforce CRM (Sales Cloud & Portals) and integrated technology infrastructure (e-commerce & finance systems) globally, primarily responsible for RIEMEA markets (Russia, India, Nordics, Germany, Middle East & Africa) 
- Provided 2nd & 3rd line support (case management), for (multi-lingual) users dispersed across multiple offices & timezones (300+ users).
- Trained & supported 1st line support network of in-market 'super users'.
- Managed full lifecycle for minor change requests
- AdobeSign implementation, training, documentation and rollout
- Data management projects (gap identification, solution analysis, ETL)
- User management / licence provisioning
- Researched requirements & solutions to contribute to CRM & wider technology roadmap up to proposal submission

Salesforce Functional Consultant

KiWi Power

Responsible for Salesforce (Sales Cloud & Pardot) system administration & configuration, development strategy control and user support. Additionally responsible for monitoring and driving data input and accuracy, process compliance, pipeline management, creating & managing MI reporting suite
- Change request management
- MI management
- CRM optimisation & user training
- Maintenance & configuration of Pardot integration with Salesforce
- Assisted & trained Marketing function with CRM campaign setup & delivery
- Data management

Sales and Marketing Technology Co-ordinator

Dikoro Ltd

Responsible for post-implementation system administration and client support, to maximise end user adoption & ROI for Salesforce.com (Sales Cloud) for ESB client base (typically between 5-30 users)
- Quickstart implementations and user set up, configuration & design
- BA / Requirements gathering / Process refining and solution delivery
- App extension research, recommendation and implementation
- Service support maintenance / administration / data management
- End user demonstration & training / refresher workshops
- Process automation & data management

CRM Managed Services Consultant (contract)

Tquila

Situated within the Pre-sales team, I was brought in to optimise the sales operations and implement a sales support function. My responsibilities included:
- Pre-sales solution resource management
- Refined Sales proposal approval process
- Implemented Bid Management resource & response process
- Created Sales collateral document library
- Sales team admin support / MI reporting
- Training asset creation

Achievements:
- Led design & delivery of a root & branch sales cycle overhaul project across all business functions, resulting in improved sales proposal / SOW accuracy to client requirements, reducing project delivery time and costs
- Designed & delivered company’s Bid response process & repository, additionally managing successful responses for several blue-chip prospects worth annualised contracts in excess of £3m, within the initial 3 months

Sales Operations & Support (contract)

Yodel Delivery Network Ltd

Supporting new business and account management (7 teams/75ppl) with account acquisition and retention. Supported sales operation management & various commercial projects, lead sourcing/development, appointment making, CRM re-development and MI (Performance / Activity) reporting
- Mid-Senior level Lead generation
- Bid Management support
- Managed internal business lead gen incentive scheme
- Assisting targeted marketing campaigns & events and managing follow up 
- Commercial stakeholder for internal Salesforce.com redevelopment project
- Assisted internal sales team implementation 
- Commerical market research & analysis, and competitor insight

Achievement:
- Led a cross-function internal business lead gen process refinement project (targetting minor accounts). 
Lead conversion rate increased from 2.13% to 22.4% over 8 month period, a 9-fold increase in new client acquisitions via this channel, worth an annualised £750k.

Commercial Support Executive

Salesforce Application Manager @ Arjo UK Ltd. Trustee @ Shirtforce.org. #standwithukraine

A passionate Salesforce platform, Einstein AI and community evangelist and leader, who is personable, friendly and positive-minded. An avid learner with a fascination for languages, psychology, self-development and coaching. Am proactive, supportive and enthusiastic and enjoy identifying opportunities to be a connector of people & possibilities.
My nirvana lies a combination of maximising digital enablement and Salesforce AI technology. This has enabled me to build a career delivering impactful transformation, including incorporating AI solutions to business operations & processes, improving customer experiences, increasing user adoption and building data-rich Salesforce systems.
Over the past 10 years, I have grown a passion for developing & supporting the Salesforce ecosystem, with a view to helping others gain the same value, personal growth and experience that I've had, since working in this field. This is demonstrated, by the community groups I have led, accolades received and multiple participations in community organised mentorship programs.

Technical Skill/Experience overview: Salesforce CRM & Marketing Automation
Salesforce Administrator: 11yrs+ experience 
Sales/Core 11yrs+
Account Enagagement: 3yrs+ experience
Certinia: 2.5yrs experience (PSA, FFA, SCM, Analytics)
CPQ: 1yr+
Agentforce: 1.5yrs
Docusign, Conga, AutoRABIT Vault, Own/Salesforce backup

Community experience:
Admin group community co-leader (London, UK)
CRM Analytics community leader (London, UK): 6yrs+ 
Director at Shirtforce.org (not-for-profit)
4 x Salesforce community mentor

Not currently represented by any agency

taplio

The Battle

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

☁ Will Turner

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