“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 IannarinoDave 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 Jeff Ogden, president of Find New Customers.  Jeff has been a fixture in the B2B marketing community for several years, and we almost lost him earlier this year when he fell several feet in a warehouse and was in the hospital for 5 ½ months and in a coma for weeks. He was essentially a dead man for a long time with tubes all over his body.  We’re glad he’s back (worth reading his story of recovery and attitude on the Salesforce.com blog here), and reinvesting in the growth of his business from a new home base in Tampa, Florida.  Jeff, suffice it to say, gets stuff done.  Here, in his own words, is how he does it.

Location:  St. Petersburg, Florida – very cool town and quite warm all the time.

Current computers:  Very simple.  Acer laptop I will replace someday, but it’s pretty fast – so it is okay for now.

Current mobile devices: iPad Air and iPhone 5. I love the simplicity and elegance of Apple products.

What apps/software/tools can’t you live without?  ReadNotify.com lets me know (secretly) when people read my email.  I also use social media a lot and believe it is bigger than ever.  I use Twitter and LinkedIn a lot plus Facebook sometimes and I find if you just keep helping people, more and more people connect to you all the time – people connect with me on LinkedIn and Twitter all day and all night and I now have over 2,700 LinkedIn connections and over 6,400 Twitter followers. The more 1st level LinkedIn contacts you have, the more see your updates.

Dashlane is a super tool for keeping track of logins and passwords.

To keep my routines, I read the New York Times and Wall St. Journal on my iPad every day. I also have Presentation Pro on my iPad, for the scripts for my videos, which I now do every month. Presentation Pro is teleprompter software.  I also use WordPress for my blog Fearless Competitor, which I publish often – six days a week.

What’s your workspace like?  Very simple.  A computer desk in a bedroom.  I stand all day because I don’t like to sit. Staying fit is very important to me.

What’s your best time-saving shortcut or lifehack?  I like IDoneThisToday.com.  Yes, it is bad English.  “I did this today” is the right way to say it.  Just hit reply and tell it what you did that day.  It keeps a log for you.  Very, very simple. That idea came from the New York Times best-selling author Daniel Pink, whom I had the pleasure of interviewing. He recommended it.

What everyday thing are you better at than anybody else?  That’s easy. I write an email on the weekend and work on it over and over till it is perfect! Once the wording is perfect, I turn on ReadNotify. Then I wait till a certain time of day (9:30am for the East Coast, 10:30am in Chicago and 1:30pm for the West Coast) before I hit send.  I have never had one not get read right away and I know precisely when they read it.  That process really works and I recommend it highly.

What’s your favorite to-do list manager?  Mostly I set up Tasks in Outlook.  It is very simple. I also use Salesforce, but it’s not as simple and easy as Outlook.

What do you listen to while at work?  I love music, especially rock n roll, but I only do that on the weekends.  Weekdays are for work only, except evenings, because like you I don’t want distractions. Fortunately, my Passat has a kickass sound system and I love to crank the tunes. My guilty pleasure is AC/DC! Dirty Deeds Done Dirt Cheap gets cranked up really loud in my car.

What are you currently reading?  Brainfluence by Roger Dooley.  100 Ways to Influence Consumers with Neuromarketing.  Debunks lots of traditional theories, like fast forwarding through ads.  They are still recognized by most viewers, though most advertisers freak out.

What’s your sleep routine like?  I usually go to bed around 11pm and get up at 6:30am.  My alarm clock is my iPhone. I also go for a run each and every morning.

What’s the best advice you’ve ever received?  Always be helping. That has been my motto since I founded Find New Customers in 2005.

If your attitude is to keep helping people, more and more fans come to you all the time. And your network grows and grows.

Anything else you want to add?  The universe of marketing experts is a small group of really cool people.  I had a typo on a LinkedIn post and marketing expert Ruth Stevens helped me fix it.  I didn’t even ask for her help.  She contacted me.

I never take a chance with a marketing award. If someone contacts me about an award, that’s a priority for me. I get back in touch with them. If I get two questions about the future of marketing, I answer them. “Loved your answers, Jeff.” Marketing awards are the Good Housekeeping seal of marketing, in my mind.

A top priority for me is keynote speaking – I want to do more and more keynote speaking, because that’s a great way to promote your business.

I also have a tag line that I heard from a CMO years ago, but it is good and resonates with people all the time, so I used Henry DeVries ideas of R&D, which is rob and deploy marketing ideas. Find the best marketing ideas and use them yourself. “Marketing looks for Mr. Right.  Sales looks for Mr. Right Nows.” Sales needs Mr. Right Nows to close. That’s a great tagline.

Fill in the blank: I’d love to see __________ answer these questions.  Paul Dunay is a great friend of mine, so maybe he is a person to ask

  • Thanks for this great post. One minor change. My hospital stay was 5 1/2 months and not weeks. But it is still a great article and thanks for sharing it, Matt.