“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 and honored to feature Dan McDade, founder and CEO of PointClear, and executive prospect development company based in Atlanta. In addition to running and growing a successful marketing business, he’s constantly on the road evangelizing demand generation best practices, writes a highly-popular blog, and has penned several books on sales & marketing as well.
He’s everywhere, and yet manages to stay incredibly focused and successful. I consider him a mentor to me on many levels.
Dan, suffice it to say, gets stuff done. Here, in his own words, is how he works.
Location: My office is in a suburb of Atlanta called Johns Creek. However, I live full-time in upstate South Carolina and commute to Atlanta 2 – 3 times each month.
Current computers: I have a Samsung laptop. It is really light weight and so far has been indestructible.
Current mobile devices: My mobile device is a Motorola Droid that I don’t like very much. I am overdue for an upgrade. I use my first generation iPad every day.
What apps/software/tools can’t you live without? I am a weather nut and can’t live without the weather.com widget (on my mobile phone). I am in LinkedIn all day every day. I go there first each morning and it stays on all day. I don’t know how we did it in the old days and I am old enough to know about the old days.
What’s your workspace like? I work out of my briefcase so on my desk right now is my laptop, a notepad and a notebook plus my wireless phone with a headset. I need a very clean, uncluttered workspace. Years ago I was taught to never handle any paper (and now email…) more than once. So, I process everything as I come to it. At twenty item active “to do” list is in front of me on my notepad at any given point in time (though right now I am down to eleven items – remarkable since I just got back from an eight day business trip.
What’s your best time-saving shortcut or lifehack? I set up conference calls for my 2.25 hour commute one way from SC to GA. It is efficient and makes the time go by faster.
What everyday thing are you better at than anybody else? Focus and work ethic. I can focus to the point where one year I missed spring. I get more done in fewer hours than most people I know and that is not me bragging on myself – I have been told that by managers for years.
What’s your favorite to-do list manager? My paper notepad. I tried to use the Outlook function one time (and various mobile apps) but keep coming back to my notepad. I am never without my 200 sheet notebook in which I take notes, post articles, used tickets, cartoons… That helps insure that I never touch anything more than once. A piece of paper either gets filed (rarely), pasted into my notebook or tossed.
What do you listen to while at work? I don’t listen to anything (even a car radio) Monday – Friday (5:00 PM). Drive time is calling time or thinking time. I have never listened to anything at my desk as that distracts me from work.
What are you currently reading? I review about one business book per month (recently “Never Be Closing” and “Duct tape Selling”). My favorite fiction author is James Lee Burke. I love the Dave Robicheaux series. I think James Lee Burke is one of the most talented authors ever.
What’s your sleep routine like? Usually about 6 – 7 hours. Up by 6 – 7 AM every day. Can’t start the day without coffee and the print version of the Wall Street Journal.
What’s the best advice you’ve ever received? Don’t ask someone to do something. Make them want to do it and they will find ten ways to do it you never thought of.
Anything else you want to add? “In theory there is no difference between theory and practice. In practice there is.” – Yogi Berra
Fill in the Blank: I’d love to see BLANK answer these questions. Jeffrey Hayzlett, he is incredibly smart – and very funny!