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Elite sales professionals know that experience can stall a career. If you rely on experience when prospecting for leads, moving prospects through the sales cycle, and seeking a job promotion, you may be missing important information that could help you close more deals and send your success soaring.
To get a fair advantage over their competition, the most successful sales professionals do the work before the work: strategic preparation for the key activities related to prospecting (and keeping that lead pipeline flowing), sales, and career progression.
In The Work Before the Work, leading sales professionals Phil M. Jones and Paul M. Caffrey introduce you to the six critical questions you need to ask yourself to delve deeper into what you and those you work for and with are looking to achieve from your interactions.
They are questions that prepare you for the encounters, activities, and in-depth planning that make up your working day, presented in a format that is easy to incorporate into the habits you already have. Knowing what to ask yourself to prepare for the big and little moments that matter to your career will give you the fair advantage that sets elite sales professionals apart from the average
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Founder
It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more.
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Design Director
It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more.
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Sustainability Director
It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more.
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A master of sales preparation. Highly educated in the fields of science and business, Paul has spent the past fourteen years mastering his chosen craft—sales. An elite sales professional, Paul is trusted by some of the world’s biggest brands and most innovative scale-up tech companies.
Meet the Authors
Last year Paul and Phil were discussing elite sales professionals, Paul's Lense being 14 years in Tech with some of the best sales organizations on the planet and Phil having trained over two million sales professionals from solopreneurs to some of the world's biggest brands. That conversation spawned “THE WORK BEFORE THE WORK“!
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A master of influence and persuasion. He is the author of the bestselling Exactly book series, with over a million copies sold; the producer of the “most listened to” non-fiction audiobook of all time (Exactly What to Say); a trusted advisor for some of the world’s biggest brands; and an entrepreneur since the age of fourteen.
“Nothing says you will listen to someone better than sharing insights on something they didn’t know you knew about them.”
— Paul M. Caffrey
A Fair Advantage
Find out how elite sales professionals outperform the competition when
Prospecting, Selling and Getting Promoted.
It’s easy to overlook the power of preparation with the trends to dehumanize the sales process
From cold outreach when prospecting, to face to face meetings in the sales cycle or going for promotion, preparation is a critical skill that is often overlooked.
Being prepared might just be the tiny difference between success or failure in any given moment….
How R.E.A.D.Y. are you for the opportunities coming your way?
