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.
This week I’m thrilled to feature Samuel Sunderaraj, vice president of growth operations at LiveStories. Samuel is a veteran sales leader who also advises numerous start-ups up and down the West Coast. He somehow manages to balance his day job with advisory work and a family. Here in his own words is how he does it.
Location: Seattle, Washington.
Current computers: PC at home, Mac for work.
Mobile devices: iPhone 7
What apps, software or tools can’t you live without? What’s part of your daily routine? My daily routine is Weather.com, LinkedIn and Salesforce, mobile and desktop. Those are the apps I would say I can’t live without.
What’s your work place like? We’re in transition. I’m sitting in a closet right now working. There’s a stack of business cards. There’s no windows. I have a diverse set of books, everything from business to history to a little mysticism.
What’s your best time saving shortcut or life hack? Obviously working off of a mobile device has been a shortcut where I don’t have to login and check into wifi. For me, that’s been a huge life hack. That’s why I got the large iPhone 7.
What everyday thing are you better at than anybody else? I can remember basically referenceable customers. I don’t have to login or look into the system. I know exactly all the customers in the database that are referenceable that are strong customer advocates. I also know their use case and also know which part of the country they’re at. I review. So I go to QBRs. I review the list. I also look at what case studies have been written. I look up the blog and getting on the phone and talking to them. I can also gauge excitement about using the platform, who gets it and who doesn’t.
What do you use for your to do list? Notepad. I just begin the day creating a list and then as I go through the day I start checking things off. I sometimes do use Word.
What do you listen to at work? I don’t listen to anything at work. I just listen to sales calls and on hold music before the conference call starts. The same music every day.
What are you currently reading? The one that I’m reading right now is The American Kingpin by Nick Bilton. It’s the guy behind Silk Road, the dark web. I love the whole investigative journalism. Nick Bilton is with the New York Times, kind of hunted this guy down. It’s pretty fascinating.
What’s your sleep routine like? I try to get to bed by 10:15 and get up at 4:45.
What’s your morning routine look like? I wake up, check my e-mail and Slack and then I get ready, fix lunch for my daughter and get her ready to go to school and off we go. We’re out of the house by 6:30.
Best advice you ever received? It’s a marathon, not a sprint. I think having that mindset has worked well for me because just when I’m all depressed and things may not be going the way you want them to go and you’ve done everything you can but sit back, analyze, pace yourself.
What do you wish college graduate Samuel would have known or would have done? I always think about that question, by the way. Every time I’m driving. I would have sat down and built out my road map or at least what I wanted it to be. What it was built on, what I was passionate about, done a little more research on trends, where things are going and built my road map in terms of career, in terms of where to live. So really having a better plan than just kind of saying “Hey let me go get whatever job’s out there.”
Do you think that would have put you in a different place or different path? I don’t know if it would have necessary put me in a different path. I think it would have definitely put me in contact with different types of people and maybe internationally, domestic, potentially. I don’t know if a different type of path. I’d have landed in the same place but via a different route probably.
Fill in the blank. I would love to see ____ answer these questions? Steve Jobs, Manny Medina from Outreach and Adnan Mahmud, my CEO at LiveStories.