“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 excited to feature Ken Krogue, founder and president of InsideSales.com. They’re one of the hottest companies in the B2B sales space right now, combining cutting-edge buyer research and a recent $100M investment round to help lead the fast-growing sales acceleration category. Ken is also one of the nicest people in B2B, and can often be seen at a conference (including last year’s Dreamforce) with one of his kids in tow to learn first-hand how business works.
Ken, suffice it to say, gets stuff done. Here, in his own words, is how he works:
Location: Provo, Utah
Current computers: Mac Book Pro with a ton of memory and I still keep running out, I take it with me everywhere I go.
Current mobile devices: iPhone 5S, Also iPad mini with a clam case which is the coolest thing ever invented.
What apps/software/tools can’t you live without?
LinkedIn is first. My favorite personal organizer is Evernote. I record meetings—probably three or four recordings a day and it imbeds it right in the Evernote itself and saves it out as a file that I can do all kinds of fun things with. I also send them out to have them transcribed quite often. I do a ton of Twitter. I love Buffer. I have about five or six little Twitter tools that are pretty cool.
SalesLoft is something we’ve been doing really well with. Also KiteDesk. This little email platform we just bought called iHance is the coolest thing ever, I play with it almost every day now because whenever I send out my personal emails now I can see when they get opened, so I can time my call back, and I see what they looked at, what links and also what attachments they downloaded. It gives me full relevance and alignment to keep my conversation going in the direction where they seem to be taking it based on their use of my content that I sent them. It’s really cool. That’s probably my favorite thing right now.
What’s your workspace like?
I’m in a little office right in the middle of my people. I manage the business development teams and also all of client services, consulting, and coaching so I like to be right in the middle of the teams. I have two extra monitors for my laptop because I’m constantly throwing things up on the wall; tons of bookshelves and about four or five chairs because I bring people into my office all the time. And then I have a big wall rack where I hang all of my nametags from every event I’ve been to. It’s fun to see if it stacking up. And then tons of whiteboards.
What’s your best time-saving shortcut or lifehack?
My favorite one is what I call a recurring task list. That’s from an article that I wrote for Forbes. I learned this back in working with Stephen Covey and Hiram Smith. So I look at things that need to happen every day or every week and I have a little checklist so that I go through and make sure I do the daily habits that have to happen. That’s so, so powerful.
What everyday thing are you better at than anybody else?
Getting up at 4am and writing. No one else wants to do that. I wasn’t always that way; I had to force myself. The key is just to get to bed earlier and then it works. What I’ve learned is your mind is far more clear. An hour at 4am is worth three hours any other time of the day.
What’s your favorite to-do list manager?
I’m still looking for that. There’s a cool little app called Errands that I like. But, our team uses Asana but I again have developed my own. I call it a master task list and for the different roles that I play I have a master task list for each of them. I’m looking at it right now in fact.
What do you listen to while at work?
When I was at the Naval Academy I trained myself to get into sort of an alpha wave kind of thing by listening to the exact same music so I listened to a lot of Neil Diamond. Oh my gosh, I can focus. And the rest of the time when I’m trying to keep my alignment in place with my heart and my mind I listen to Amy Grant.
What are you currently reading?
Great question. I don’t have as much time so I’ve moved to audible.com. I’m currently reading about six books. I like to read a lot at the same time but I usually do about four of them that are really strong business books. My favorite one recently is called The Effortless Experience by Matt Dixon who wrote the Challenger Sale. I’ve been reading the 22 Immutable Laws of Marketing by Al Ries and Jack Trout. Death by Meeting and Mastering The Rockefeller Habits as well. I love The Fred Factor. The big one is How Will You Measure Your Life, that one I refer back to all the time.
What’s your sleep routine like?
I try to be early to bed, early to rise. I have teenagers so the early to bed doesn’t work as often as I’d like but when I do, it all works out really well.
What’s the best advice you’ve ever received?
The best advice I ever received was to stay at one job for at least five years and sink down roots—don’t be a butterfly. You don’t grow fast enough. That’s in the business world.
Anything else I haven’t’ talked about?
Prayer and meditation. Also I have learned that if I do good in the world it comes back tenfold. So I just do my best to not put a lot of conditions on doing good in the world and it comes back just amazing. That’s probably my core.
Who would you like to see answer these same questions?