“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 Lori Richardson
Lori is CEO of Score More Sales. She is a mid-market sales effectiveness consultant, trainer, and coach who also writes a lot about sales. Lori’s new book, “Sales Gems- How to Attract Buyers, Shine, and Score More Sales” will be available early 2015. Reach her on Twitter at @scoremoresales
Lori, suffice it to say, gets stuff done. Here, in her own words, is how she works.
Location: Portsmouth, NH and Avon, CT
Current computers: 3 HP PC laptops with big monitors
Current mobile devices: iPhone 6 Plus, iPad
What apps/software/tools can’t you live without? We switched the company over to Google calendar and Google apps several years ago before it was “fashionable” to be off of Outlook. I love the flexibility of cloud tools. I also could not live without Evernote or Hubspot which even holds our CRM now. The combo of WordPress, LinkedIn, and Twitter is our prospecting machine.
What’s your workspace like? Sometimes it is mobile as I travel every month to clients. We have home offices – mine has a lot of light and overlooks a big field in rural NH. Last winter we had snow on the ground consistently for 3.5 months. Indoors, I have the goal of no paper outside of one rolling hanging file container and am working on that now. I have several hundred books on sales, sales effectiveness, psychology, communication, marketing, and business.
What’s your best time-saving shortcut or lifehack? On Monday I go through the major goals with our team, and on Friday we review. It helps keep us in focus so we don’t waste time working on the wrong things.
What everyday thing are you better at than anybody else? Picking up the phone and calling someone. It seems to be a lost art. One of my current projects is contacting each of my LinkedIn contacts directly – many via phone.
What’s your favorite to-do list manager? Evernote keeps it together for me.
What do you listen to while at work? I love Broadway show tunes, jazz, and an eclectic mix of artists. I learned as a fundraising auctioneer the importance of “up tempo” music when you want to pick up the pace.
What are you currently reading? I always have a pile of books to read / review – right now it’s Ardath Albee’s new “Digital Relevance”, Daniel Newman’s “New Rules of Customer Engagement” and Stone / Heen “Thanks for the Feedback”. Just finished Andy Paul’s new book also.
What’s your sleep routine like? I often work until midnight and get up between 5 and 6 every day.
What’s the best advice you’ve ever received? Probably from the 80’s when I was young and impressionable I remember seeing Tony Robbins in person talking about how “success leaves clues” and how “everything you need is in you.”.
Anything else you want to add? Yes, it is almost NEVER too late to thank someone. I’d love to see more people write handwritten notes of appreciation because they are so rare these days.
Fill in the Blank: I’d love to see Colleen Francis answer these questions.