“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 Richard Young.  Richard is a CRM & Sales expert who has implemented 1000’s of systems, sold most of them and consulted around them. He also speaks at events on best practice and on where the market is going.  He currently heads up the UK & Ireland geographic of Pipeliner CRM serving as Managing Director. He’s responsible for revenue generation, influencer engagement, working with analysts, and building the UK & Ireland company.  He previously helped start the UK CRM marketplace with GoldMine,  founded several companies (one listed on the London FTSE, and the other acquired).

Suffice it to say, Richard gets stuff done.  Here, in his own words, is how he works.

Location:  Wraysbury, UK (That’s near London and has a tree that’s around 2500 years old).

Current computers:  Dell XPS Windows 8 – it’s a lightweight 14” screen with a big kick.  Works very well for my needs.

Current mobile devices:  Samsung Galaxy S5

What apps/software/tools can’t you live without?

  • Pipeliner CRM – I use my CRM daily on both PC and mobile devices.  Seriously, a good CRM can’t be overlooked for helping you keep track of everyone and everything.
  • Gmail – great email system and I love that the contacts sync to my phone and my CRM system.
  • Skype – essential business tool for global & local operators.
  • Social Platforms – Twitter, G+, Facebook, and LinkedIn.
  • Flipboard – Great way of staying up to date and it’s very quick — so great in a taxi, train or just waiting for that meeting.  There are so many magazines on Flipboard and many with information you simply wouldn’t find on regular news channels.
  • Dropbox – My stuff when I want it, where I want it.
  • Evernote – it’s my walking knowledgebase.  I have notes going back years on this.
  • BufferApp – great for scheduling social messages.  I use this to ensure that I send consistent messages and can interact, as well.

What’s your workspace like?  Most of the time I work from home, so it’s my dining room table.  I find that more comfortable than my desk. Although that’s mostly because my larger-than-life dog insists on being with me.

What’s your best time-saving shortcut or lifehack?  First thing, list out everything you’re supposed to do that day.  Even if you already have it on an electronic calendar, it helps you to focus on what has to be done.

What everyday thing are you better at than anybody else?  CRM – it’s what I’ve specialized in since, well, before it was CRM. I helped introduce it to the UK market and have seen it grow from a small market to an industry worth billions.

What’s your favorite to-do list manager?  Pen and Paper – I find writing things down reinforces them in my head.  From there I put it into Google Calendar as that syncs to all my


What do you listen to while at work?  I often have the news running in the background and alternate between the different international broadcasters.

What are you currently reading?  I’m currently reading Rethinking Sales Management: A Strategic Guide for Practitioners by Beth Rogers of Portsmouth University.

What’s your sleep routine like?  Bed at 11pm up at 6.30am.  

Anything else you want to add?  For those who need to know, the dog is a Black Russian Terrier called Ivan.