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After delivering 291 one-on-one sales coaching sessions in just six months, Paul M. Caffrey has seen the same three mistakes holding salespeople back again and again.

In this episode, Paul breaks down each mistake, why it matters, and the exact steps to fix it — so you can improve your forecasting, increase your close rate, and sell with more confidence.

Whether you’re an Account Executive, a Sales Leader, or preparing for your next SKO, these three fixes will help you move deals faster and close more business.

Timestamps

00:00 – Intro: 291 coaching sessions in six months

00:18 – Podcast credits

00:33 – Why you’re losing deals (and it’s not what you think)

01:15 – About Paul M. Caffrey and The Work Before the Work

02:05 – Mistake #1: Skipping Mutual Success Plans

03:20 – How to make Mutual Success Plans a habit

04:02 – Mistake #2: Not Confirming the Agenda

05:05 – How to make agenda confirmation a habit

05:40 – Mistake #3: Avoiding Video Prospecting

06:42 – How to make video prospecting a habit

07:30 – Closing thoughts: Fix one, fix all three