By Matt Heinz, President of Heinz Marketing
“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated as well.
Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “How I Work” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
Chad is a proven sales and marketing executive with 20+ years of experience building successful revenue generating teams. Relentlessly focused on training and coaching to leverage the ValueSelling framework, Chad has a tireless dedication to helping companies focus on the value-creation chain.
He has built global sales and marketing organizations focused on the F500; trained teams and executives on strategies to increase revenue and market-share, and worked on large-scale, enterprise projects in a variety of industries with clients including Verizon, Microsoft, Minnesota Vikings, Ingersoll Rand, and others. His unique style and dedication to the success of people he works with makes Chad a force to be reckoned with and an invaluable asset to companies focused on growth.
Here in his own words is how he does it:
Location: Denver, CO
Number of unread emails right now? 6
First app checked in the morning? Smart News
First thing you do when you come into work? Check calendar and confirm all meetings, handle all unread emails
What is your email management strategy? I use email as a task list – keeping those that are important marked as unread. This allows me to see things I need to take care of quickly and easily. From there I file every email I receive…I’m a bit of an organizational freak show.
Most essential app when traveling? Uber
How do you keep yourself calm and/or focused? Working out or riding my Harley – both relieve stress and help me focus on what’s important
What’s your perspective or approach to work/life balance? I chased this elusive dream of work/life balance for years before I realized the old cliché is true – doing what you love means never working a day in your life. I love what I do and now find it blends with my life. Essentially I don’t worry about the so called balance anymore, I accept what my life is and my ability to control what I do, when and for how long.
Are there any work rituals critical to your success? I’m not sure I have any rituals. I work out, I make sure I respond to everyone and I focus on being authentic and centered.
What apps/software/tools can’t you live without? I can truly live without any of them – but there are some where it would be painful. Email, my calendar and Linkedin are the ones I use the most and that make my work more efficient.
What’s your workspace like? First and foremost – clean and organized. I have a reclaimed wood standup desk and a large, wide format monitor. I’m a minimalist – so I keep the clutter to a minimum, ensure the space is orderly and bright – a lot of natural sunlight.
What’s your best time-saving shortcut or lifehack? I spend 30 minutes every night preparing for the next day…ensuring I am prepared, I have outcomes identified for the day and focusing on how I can ensure each interaction delivers value. Usually this is done in silence, but regardless of where, if I don’t do it, I can’t sleep. It makes sure the next day is never a fire drill and key to staying consistent for me.
What are you currently reading? I usually have two or three books going at a time…right now it’s:
- Principles: Life and Work by Ray Dalio
- Incognito – The Secret Lives of the Brain by David Eagleman
- How Your Unconscious Mind Rules Your Behavior by Leonard Mlodinow
Last thing you do before leaving work? I don’t ever feel like I’m ‘leaving work’…I work from home and wherever I happen to be working with a client. So last thing I do at the end of the day is ensure I’ve achieved the outcomes I set the night before and there is no one waiting on me for something.
Who are some mentors or influencers you wish to thank or acknowledge? Jerry Walters has been an amazing mentor and friend, a Sherpa into the world of B2B enterprise sales and what it means to be a respected leader. Rick McAninch has, for the last 17 years, continued to show me the power of connection using a simple, elegant framework – and taught me how to be a better consultant.
Name some supportive people who help make it possible to do what you do best? Tonja Husak – one of my business partners is a business development ninja and amazing sounding board. She enables me to focus on a different side of the business, keeps me laughing and brings in the new clients.
What’s the best advice you’ve ever received? Time is the only asset you have a finite amount of – use it wisely or wind up with more regrets than memories.
Name a guilty pleasure TV show: The Last Kingdom or Game of Thrones
Fill in the Blank: I’d love to see BLANK answer these questions. Tonja Husak, Rick McAninch, Townsend Wardlaw
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