/ Resources Turning Preparation Into a Habit in Sales Don’t underestimate the power of preparation. What separates high performers from average salespeople? The answer is preparation. Prospects can tell right away if a salesperson has done the work in your first interaction with them. By demonstrating your knowledge about the client’s needs and industry position, it shows that you’re sincere about helping them solve a problem. Paul M. Caffrey, co-author of The Work Before the Work, joins this episode and shares the right way to prepare for customer meetings and what personalization should look like beyond the superficial. Being consistently prepared is a small habit that will yield dividends in generating good leads and in closing deals. Learn why putting effort into research and personalized outreach helps you can stand out in a sea of generic pitches, the essential role of consistency in outreach efforts and how intentional, active listening and asking the right questions will elevate your sales conversations and make you more memorable & valuable. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions In this Mental Selling episode, you’ll learn: Why you should put in effort to personalize outreach. If you do your research and offer value up front, you can stand out in a sea of generic pitches. The essential role of consistency in outreach efforts. Learn how focusing on a manageable daily outreach plan with personalized touches can lead to long-term success. The power of preparation in sales interactions. Find out how intentional listening and asking the right questions can elevate your sales conversations and make you a memorable and valuable partner for your prospects. What to listen for: [01:19] The Hidden Habits of Elite Salespeople [05:13] Being Intentional in Sales Outreach [10:32] Building a Consistent Sales Pipeline [16:04] The Right Way to Prepare for Customer Meetings [19:09] Listen and Focus on Essential Questions in Meetings [24:02] Maintaining Resilience and Motivation in Sales [27:33] Planning Your Sales Career and Promotion Additional Resources From This Episode: Follow Paul on LinkedIn Paul’s website Paul’s book, The Work Before the Work Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, iHeartRadio, SoundCloud, Amazon, GoodPods or wherever you get your podcasts. Please rate our show or leave a review— we value YOUR feedback! Salesforce, Cognism, FeedSpot and others have all named us as one of the best sales podcasts for your playlist. And Training Industry, Inc. includes us on their Ultimate L&D Podcast Guide. Share This Post: Related Episodes Honoring Women in Sales Month with Donna Horrigan and Patty Gaddis Guests: Donna Horrigan and Patty Gaddis In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 121 October 30, 2025 27:20 The Power of Presence in Sales Leadership with Brad Farris Guest: Brad Farris In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 120 October 16, 2025 29:49 Building Global Sales Teams with Gearoid Cox Guest: Gearoid Cox In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 119 October 2, 2025 32:56 Intentional Sales Strategies with Jacob Hicks Guest: Jacob Hicks In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 118 September 18, 2025 24:08