Paul M Caffrey Keynote Speaking

Helping high-performing teams of Saas AEs Outsell the Competition 🚀

The Work Before the Work is a preparation framework that any sales professional can use to increase attainment.

Sales Keynote Speaker | Hidden Habits Elite Sales Professionals Use to Outperform the Competition

The Work Before the Work Sales Training

Founder

The Work Before the Work Podcast for Sales Professionals

The #1 Sales Podcast for Ambitious Account Executives looking to prospect better, sell more and get promoted faster.

Dive deep into the sales world with the unparalleled expertise of Paul M. Caffrey, acclaimed author of "The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." This is not just another sales podcast; it's your exclusive gateway to upscaling your sales prowess, honing unmatched prospecting skills, and accelerating your journey to the top of the sales ladder.

Each episode serves as a goldmine of actionable insights and proven frameworks, meticulously designed for the forward-thinking Account Executive. Whether it's Paul deconstructing the intricacies of a pivotal sales strategy or engaging in enriching conversations with industry titans, founders, and the crème de la crème of sales professionals, every minute promises a transformative experience.

If you're an Account Executive with a burning ambition to be extraordinary, this podcast isn't just recommended—it's essential. Join us and redefine your sales narrative!

Podcast Host

Page Two

Have you ever wondered why some sales professionals consistently win year after year, while others have peaks and valleys—or simply fail to ever reach their true potential?

Sure, hard work, dedicated effort, product knowledge, and an attractive personality (and even knowing Exactly What to Say) can all help with success in sales. And almost anyone who’s reached elite sales performance status has all of these—but it’s not enough to explain how they do it.

In The Work Before the Work, leading sales professionals Paul M. Caffrey and Phil M. Jones reveal the six hidden habits that set sales superstars apart, and how to unlock them in yourself. But be advised: You will find approximately zero “hacks,” and not a single “trick” in these pages. And at no point will you discover a “hidden secret”.

Instead, you’ll discover the meticulous thinking, questioning and preparation that the best of the best practice unconsciously, and learn how to ritualize your sales preparation so you, too, can join their ranks. Think of it as a roadmap that gives you a fair advantage in almost every selling situation—akin to the ability to start a soccer match with a three-goal advantage, a tennis match already a set up, or a marathon at the eight-mile marker.

Whether you’re prospecting, selling, or looking for your next promotion, you’ll achieve it, and more, when you learn to do The Work Before the Work.

REVIEWS
“Absolutely fantastic and highly, highly, recommended!”

bob burg bestselling author of The Go-Giverseries

“Paul and Phil have done a masterful job creating the ultimate blueprint for sales professionals.”

alan stein jr. bestselling author of Raise Your Game

“A solid framework that will drive results for anyone willing to put in the effort.”

john barrows CEO of JBarrows Sales Training

“Avoids gimmicks and instead gives the steps to follow to get on the same side as your clients and potential clients while achieving remarkable results.”

Author: The Work Before the Work, Discover the 6 hidden habits of elite sales performers

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Business Development Representative

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Research Scientist

SALES | Author 📚 | Speaker 🎤 | Coach Ambitious AEs exceed quota 🏆 & promote 🚀 | Build 🛠 1st scalable sales process for Series A-Seeking Founders 🦄 | Keynote SKOs 💬 | Podcaster 🎙 | Subscribe 👉 Newsletter 🔥

31 great sales podcasts that I have discovered recently 🎙️

1. Paul M. Caffrey - The Work Before the Work Podcast
2. Dom Odoguardi - Get Pitched Podcast
3. Dale Dupree/The Sales Rebellion - Selling Local Podcast
4. Tal Baker-Phillips - Simple the Best Podcast
5. Jonathon Ilett, David Bentham, Frida Ottosson - Redefining Outbound 
6. Richard Washington ✅️ - What Makes You Tick?
7. Amir Reiter - Transform Sales Podcast by CloudTask
8. Claylyn Tirrell - Salespreneur Podcast
9. Brian Montoya 👾 - I'm Not Selling You Anything 
10. William Padilla - The SellthatSaas Podcast
11. Justin Ashby - Great Day in Sales Podcast
12. Tom Boston - No Nonsense Sales
13. Daniel Disney - The Social Selling Podcast
14. Alex Smith - Sell By Being Human
15. John Golden - Sales POP! Expert Interviews
16. David (Ledge) Ledgerwood - Leaders of B2B Podcast
17. Jesse Woodbury & Chase Barmore - Sales Players Podcast
18. Steve Schmidt 🧲 - SDR-ing Podcast by Magnetic 
19. Jordan Abbott (M.ISP) - EPN Podcast
20. Brian Liebel - Coach’s Corner 
21. Ingrid Maynard - The Sales Revolution
22. 💥Janice B Gordon - Customer Growth Expert FISP FPSA - Scale Your Sales Podcast 
23. Mike Lander - The B2B Sales Club 
24. Kelly Riggs - Sales [UN] Training
25. Doug C. Brown - CEO Sales Strategies
26. Vincent Lee - Wings of Sales Podcast
27. Carson V. Heady - Salesman on Fire
28. Tyler Meckes, MS - The 20% Podcast
29. Jed Mahrle - The Practical Prospecting Podcast
30. Jason Hasenberg - The Sour GTM SaaS Takes Podcast
31. Outbound by Proofpoint Marketing host Joseph Lewin

I have also created a master list of active sales podcasts, which you can find below in the article. (links included)

If you’re wondering how I spend my weekend, now you know :)

Enjoy!

P.S. Repost if helpful → help others grow. ♻️

Paul M. Caffrey

Haris Halkic on LinkedIn • 8 min read

Top 173 Sales Podcasts for 2024

I've a lot of agency recruiters in my network so worth putting this out there. Please get in touch if any of the following resonates and you want to see a demo of our solution:

1. Some of our clients can seem like a black hole for CV's and feedback 
2. We have exclusive clients that deserve a better service 
3. I have client(s) that are keen to provide best in class candidate experience

OR

4. If this client could just get out of their own way, we know we'd fill their jobs

There are a bunch of other reasons to chat with our team but if you want to see what we're doing differently here at Wrksense - get in touch.

Tbh, even if you're just curious as to what we are building - drop me a note at andy@wrksense.com or comment/DM.

Have a great week Linkedin.

Ruaidhrí Mc Donnell Rui Serrano Bryan O'Kane Derek Callan K Milne

Here are 50 books to help you sell more in 2024...




Prospecting
1. $100M Leads Alex Hormozi
2. High Profit Prospecting Mark Hunter
3. The Work Before the Work Paul M. Caffrey
4. The Miracle Morning for Salespeople Hal Elrod
5. The Sales Development Playbook Trish Bertuzzi
Sales
6. Go Givers Sell More Bob Burg
7. SIX FIGURE SALES SECRETS Marcus A. Chan
8. The Alter Ego Effect Todd Herman
9. MEDDICC Andy Whyte
10. GAP SELLING Keenan .
11. SAME SIDE SELLING Ian Altman, B2B Growth Advisor
12. Selling from the Heart Larry Levine
13. The Challenger Sale Matt Dixon
14. Selling in a Crisis Jeb Blount
15. The Transparency Sales Todd Caponi
16. New Sales Simplified Mike Weinberg
17. A Mind for Sales Mark Hunter
18. Exactly What to Say Phil M Jones
19. Power Questions Andrew Sobel
20. The Sellers Journey Richard Harris™

Leadership
21. WINNING Tim Grover
22. How to Win Sir Clive Woodward
23. Trailblazer Marc Benioff
24. Buy Back Your Time Dan Martell
25. Hit Refresh Satya Nadella
26. Coaching for Performance Sir John Whitmore
27. The Coaching Habit 📚 Michael Bungay Stanier
28. The 7 Habits of Highly Effective People
29. The Qualified Sales Leader John McMahon
30. Thrive Meridith Elliott Powell, CSP, CPAE
31. Multipliers Liz Wiseman
32. Extreme Ownership Jocko Willink Leif Babin
33. Behind the Cloud Marc Benioff

Founders
34. $100M OFFERS Alex Hormozi
35. Rise of the Youpreneur Chris Ducker
36. FROM START-UP TO GROWN-UP Alisha Cohen
37. PRE-SUASION Dr. Robert Cialdini
38. Amp it Up Frank Slootman
39. FIX THIS NEXT @Mike Michaelowicz 
40. Raise Your Game Alan Stein, Jr.
41. The Transparent Sales Leader Todd Caponi
42. Hooked Nir Eyal
43. Sales Management Simplified Mike Weinberg
44-46. Addicted to Process, More than a Number 🏄‍♂️ Scott Leese
47-49. Oversubscribed, Scorecard Marketing & Key Person of Influence Daniel Priestley
50. How I raised myself from failure to success Frank Bettger

p.s. I'd love to read books written by Justin Welsh, John Barrows, Richard van der Blom & Hanna Larsson some day ✒ 📖 😃

50 Essential Sales Books for People Who Sell

Kicked off my goal of being on 100 Top Sales Podcasts in 2024! 

Many more podcasts are on their way! 

Thanks to John Barrows for having me on Make It Happen last week. 
https://lnkd.in/dKH8FSJg It was a real sales, sales , sales conversation. 

Had a blast with Lou Diamond on Thrive Loud. His interview style is really relaxed & even veered into movies and food!  https://lnkd.in/d9P5PK8N

Really enjoyed talking sales with 🏄‍♂️ Scott Leese and Richard Harris™ on The Surf & Sales Podcast too. https://lnkd.in/d2Sc3M3C

We even veered into League of Ireland and Premier league chat.

_______________________________________________________

p.s. What is your favourite sales podcast? 🎙 


Are you hiding behind being burnt out?

I'm hearing a lot about burnout in Sales these days and it is a real thing but Paul M. Caffrey has a different take on it.  

We explored this and much more, including the non-negotiable habits of top Sales performers, from his book "The Work Before the Work" in this week's episode of Make it Happen Monday. 

Check it out and let us know what you think. https://lnkd.in/dStNj-9d

(and if you like it, it would mean the world to me if you left a 5 star review on whatever platform you listen to your podcast on) 

WHEW!  

I've had trouble keeping up with the PODCAST PALOOZA!

7 of my podcast guest appearances have dropped in the last 2 weeks.  That might be my record to date!

It's been a blast!  A huge thank you to each of my gracious hosts:  
Bernie Borges - Midlife Fulfilled Podcast
Heather Hansen O'Neill - From Fear to Fire Podcast
Kay Miller - Uncopyable Women in Sales Podcast
Collin Stewart - Predictable Revenue Podcast
Paul M. Caffrey - The Work Before the Work Podcast
Anders Boulanger - Engaging Personalities Podcast
Andy Paul - The Win Rate Podcast

Keep an eye out for more to drop in the coming weeks.

You can listen to each of them by clicking the links in the comments below.

#sales #salesleaders #Saas #startuplife #ownyourownshit


I discuss elite sales performance with elite sellers every week. 

I always seek out their #1 Sales Tip.

Below are the tips from my last 7 conversations, 

---

Mor Assouline #1 Tip: UNSELLING

"Help me, don't sell me," is the idea.

---

Kristie Jones #1 Tip: GENEROSITY

Help your prospects meet new prospects

---

Richard Harris™ #1 Tip: FALL IN TRUST

if you can't help, say so. 
"I'll point you to someone who can"

---

Simon Hares A Sales Trainer That Sells 🏳️‍🌈 #1 Tip: UNCONSIDERED NEEDS

"Sales is giving customers exactly what they want, 
and m﻿ore of what they didn't know they needed."

---

Charlie Cowan #1 Tip: PERSPECTIVE

Step into your customers shoes & challenge why they need your product...

---

Rob Halligan #1 Tip: ASK FOR THE DEAL

A w﻿ell-executed sales process grants you this right to ask for the deal.

---

Larry Levine #1 Tip: SELF DISCIPILINE

Top sellers aren’t just disciplined; 
they’re radically disciplined.

---

p.s. you can listen to the full conversations on "THE WORK BEFORE THE WORK" podcast

Its available at paulcaffrey(dot)com or wherever you get your podcasts. 


7 #1 SALES TIPS FROM 7 ELITE SALES PERFORMERS

Preparing to prospect CEOs this April? Today I found 5 Tips & 9 must "scan" posts with great tactics you can use straight away.





Checkout Kyle Asay's approach 

1. Direct to CEO
Cold email that earns a CEO's attention: https://lnkd.in/eZbM-xMY

2. Entry-level Professional to CEO
"Qualify" the value and send validated message to CEO
https://lnkd.in/e8VTnSzr

Alan Ruchtein shares how to get 60% open rates on cold email https://lnkd.in/eAGa6r7G

p.s. he share 5 sentences that are destroying your cold email here: https://lnkd.in/eV94494T

Aaron Reeves made a simple change to his sequences to hit 154% of quota: https://lnkd.in/efd2mkfQ

Before you hit send on that cold email, is it overweight? Keith Weightman highlights this here: https://lnkd.in/ewmx8HRe

But remember cold email isn't enough, its about multiple channels, here is what Monika Grycz 💌 suggests https://lnkd.in/eFm4-3aq

Cold calling today? then checkout Aaron Reeves "PITCH" framework to book more meetings: https://lnkd.in/eUcHz_4A

Got someone to agree to a meeting? Then checkout how Morgan J Ingram achieves a 90% show up rates here: https://lnkd.in/ekQkD_8B

_____

p.s. what would you add? 👇 

5 Tips to Prepare for Prospecting CEOs

🔥 Hot off the press 🔥 

The podcast episode is now live 🥳

Link in the comments 🔗 ⤵️

This episode is for those who want to accelerate their sales career... 🛫 

A big thanks to Paul M. for having me on ➡ 🎙 

Would love to hear any feedback in the comments below 💬 🙏 

Simon Hares A Sales Trainer That Sells 🏳️‍🌈 recommends a book from his sales past, a book for your sales present and one for your sales future! 

Honourable mentions to Larry Levine, Mark Hunter and Jeb Blount to name a few, their books will help you sell. 

Dr. Robert Cialdini Influence (The Original!)

James Clear Atomic Habits 

Rick Denley Reinvent Yourself

_______

p.s. listen to the full podcast at paulcaffrey(dot)com or search "The Work Before the Work" wherever you get your podcasts. 

8x  #1 Sales Tips from 8 Elite Salespeople from 8  Hours of Podcast Recordings...  I really like number 3. 



1. Ashling O'Connor | LOVE THE PROCESS | 

"Focus on the process. Perfect and love and adore the process. Forget the results. Get obsessed with the things that you can control, controlled controllables and start to enjoy the process of tweaking, testing" 

2. Larry Levine | SELF-DISCIPILINE | 

"Here's my simple sales tip. Create self -discipline. Create self -discipline. What do I mean by that?

Do the necessary things. Do the right things right.

And we all know what the right things are. 

At least I hope you, the hope you do. 

And if you don't, then I'd question why are you in sales?"

3. Simon Hares A Sales Trainer That Sells 🏳️‍🌈 | UNCONSIDERED NEEDS | 

"Sales is about giving the customer exactly what they want and more of what they didn't realise they needed."

4. Richard Harris™ | EARN THE RIGHT | 

"keep the conversation conversational, right? You have to earn the right to ask questions even on inbounds."

5. Kristie Jones | GENEROSITY | 

"the best way to win over the heart of a prospect is to introduce them to a prospect for them"

6. Charlie Cowan | PUT YOURSELF IN YOUR CLIENTS SHOES | 

"I was in your shoes and I worked for your company, what would I do? And I use that phrase with customers. If I was in your shoes, I..."

7. Rob Halligan | ASK FOR THE DEAL | 

"do not be afraid to ask for the deal. If you've done your job, if you've put in the effort, the work you've run your sales cadence, you've run the sales process effectively and correctly."

8. Mor Assouline | UNSELLING | 

"help me, don't sell me, the idea is, instead of assuming that you're the right fit for the prospect, assume that you're not the right fit."

Excited for upcoming episodes with Mark Hunter, Haris Halkic, Alice Heiman Rick Denley and Justin Michael to name just a few. 

So many great actionable sales tips to come! 

___

❓ Who should I have on the podcast next???


My #1 Sales Tip is...

"You don't need customers to fall in love with you, you need them to fall in TRUST with you"....but how?

No matter if its inbound or outbound, you've got to earn the right to ask questions.

Sharing that you hope you can help them, and if you can't, you point them in the direction of someone who can.

Richard Harris™ shares the genesis of N.E.A.T. Selling and exposes The Buyers Journey LIE on this weeks podcast!

Listen at paulcaffrey(dot)com/podcast
or search "The Work Before the Work" where ever you get your podcasts!
_________

p.s. Get THE SELLER'S JOURNEY, Your Guidebook to Closing More Deals with N.E.A.T. Selling available for $4!

Only available until Apr 1st (Its not a joke, its actually Richards Birthday!!)

If you define the prospects problem better than them, then they 
automatically credit you with having the solution...

But how do you do that?

I came across this concept a few years ago & it still rings true today. 



What problems does the prospect have?

What happens if the prospect doesn't solve them?



What happens if the prospect delays solving the problem?


Most importantly...

Whats the typical root cause of the problem? 

Ask about the root cause, and dig deep with curiosity. 


This gives you the info you need to define their problem...better than them. 

---

Sales Tips #001 

p.s. save this post for later

Had a great sales conversation with John Barrows. We discussed the non-negotiable habits of top reps & the obvious things they do that most don't! 

If you're looking for a podcast that is sales, sales, sales then you found it. 

We also delve into the 6 hidden habits elite sales professionals use to outperform the competition and how to achieve longevity. 

p.s. search "Make It Happen" wherever you get your podcasts

14 cold call openers to prepare for the best day of the week to cold call...


p.s. don't miss the bonus tip


I've always found Friday's to be great days to cold call. Jc Pollard shared this recently too here https://lnkd.in/gauGf7Fd

There is no silver bullet for cold call openers, but having one definitely outperforms droning through the first thing that comes to mind!!

Here are 14 approaches to freshen up your approach. 

Brendan Dodge "This is a cold call..."
Sheriff Shahen "Assume you've time to chat?"
Thomas W. Theisen "5 I's" (Full script in part 15 of the doc!)
Brian LaManna "out of the blue" (+5 more!!)
Jed Mahrle "Email Follow Up"
Jason Bay "Front Load Relevence"
Sean Gentry "What did I catch you in the middle of right now?"
Gong "2 x Top Openers from their data!"
PodCast-> The Brutal Truth about Sales & Selling PodCast - on all your favorite PodCast Players "I" APPROACH! 

plus a tip from Claudio Meidler! "5 More"
_____________
p.s. Save This Post for Later

14 Cold Call Openers to Try

THE WORK BEFORE THE WORK
Sales expert Paul M. Caffrey shared invaluable insights on how to approach client meetings on 🎙️Thrive LouD with Lou Diamond🎙️

Key Takeaways:
1. Embrace Your Perspective: Even with limited experience, leverage your unique perspective by researching the industry and the solutions you offer. 
2. Understand the Client's Problem: It's crucial to not only focus on how your solution can solve the client's problem but also to ensure that the root cause aligns with what your solution offers. 
3. Align Cause and Solution: Recognize that your solution may indeed solve the problem, but if it doesn't align with the cause of the problem, securing the deal will be challenging. 

Tune in to the full episode to gain further expertise from Paul M. Caffrey and elevate your sales game!
The Pod: https://lnkd.in/gfjytH-4
On YouTube: https://lnkd.in/gh342rYX
#LouDiamond #Podcast #SalesStrategy #ClientMeetings #BusinessInsights Phil M Jones

Thank you John Barrows for always delivering value on Make It Happen Mondays!  Super easy conversations on topics we are all coming across in sales today, as well as great reminders on the importance of the fundamentals.  

To share with my peers- Check out the episodes with: Mark Raffan, Ryan Barretto, Richard Harris™ (Trademarked? Really Richard? Ok. Ok. Ha!), Paul M. Caffrey, Tony Dicks and Becc Holland.
Although ALL the sessions are great and 100% John. 

Keep Doing what you are Doing, my friend!  

podcasts.apple.com • 1 min read

‎Make It Happen Mondays - B2B Sales Talk with John Barrows on Apple Podcasts

Considering adding 5 minute podcasts every Tuesday on key skills for AEs, here is the first one...

Drop me a DM if you have a topic you'd like me to address next week!!

---

In todays episode I delve into how top performers assess the current situation:

When engaging prospects or interacting with existing customers, understanding the current situation is crucial. 

Here’s why:

1. Competition

Are we up against another provider, the status quo, or a newcomer? 

Identifying your main competitor early is key.

2. Relationships

Is this a new prospect we’ve never met? 

Building strong relationships is essential, not just with the prospect but across their organization. Align our teams to reduce friction and avoid potential blockers.

3. Catalyst

What triggered the prospect to consider a change? 

Was it a direct invitation or did we create the opportunity? 

Knowing the catalyst provides a strategic advantage, especially if financial impacts are looming.

Each aspect—competition, relationship, and catalyst—shapes our approach and enhances our strategy.

In sales, dig deeper. Look beyond the surface. Understand not just the obvious pain points but the broader business impacts. 

This understanding not only positions us better but also builds trust, showing we're not just here to sell, but to provide meaningful solutions.

Think about these three lenses in your next sales engagement. It could be the difference between a standard interaction and a successful deal.

#SalesStrategy #CustomerEngagement #BusinessDevelopment

---

p.s. if you like to improve your sales skills with podcasts, then search "THE WORK BEFORE THE WORK" wherever you get your podcasts

or go to paulcaffrey(dot)com 


Success leaves clues...what have you noticed that could help you sell more?

Leads from a certain industry or persona might be increasing...

Testimonials could have similarities...

Maybe a certain vertical is growing or contracting...

Whatever it is, extrapolate what could happen and start testing it. 

It can be as simple as prospecting a new persona, or applying a new approach to your sales process. 

Sales is a combination of art & science. Acknowledge market signals & take action to see if the change means you can help more people.

___________________________________________________________________
p.s. you can watch the full podcast with John Barrows on YouTube https://lnkd.in/dBf26yj9

What is the most powerful way to start a sales conversation?



Here is Larry Levine's approach...THAT HE JUST SHARED on my podcast. 


"Paul, I’m genuinely grateful for our time today. Thank you. I’ve been looking forward to this discussion since we scheduled it."

Pause. Let the sincerity sink in.

This simple act of expressing gratitude sets a powerful tone. 

It’s about more than politeness—it's about connection. 

In that moment of silence, watch the subtle, positive changes in body language—a smile, a lean forward. 

It’s impactful.

Here's the thing: such moments require confidence and a bit of practice. 

It may feel awkward at first, wondering if you can really pull it off. 

But push through! 

The narratives we create in our minds often dictate our reality.

Embrace gratitude in your next meeting. You might be surprised by the depth of the conversation that follows.

#Networking #BusinessEtiquette #ProfessionalGrowth

__________

p.s. listen to the full podcast at paulcaffrey(dot)com or wherever you get you're podcasts

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