“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 thrilled to feature Jamie Shanks, one of the world’s leading social selling experts. He’s directly trained thousands of sales professionals how to get more pipeline using LinkedIn, Twitter and more. His program is the foundation of the Oracle social selling program, and he’s constantly in demand around the globe (including a stint with GE in China earlier this month). All while growing his Toronto-based training and consulting firm.
Jamie, suffice it to say, gets things done. Here in his own words is how he does it.
Location: Toronto, Canada – also known as “The Great White North”
Current computers: Microsoft Surface 3 for the road, Sony Vaio Touchscreen for the office
Current mobile devices: Samsung Note 3 (I’m an Android guy)
What apps/software/tools can’t you live without? Clearly LinkedIn, also Feed.ly, Hootsuite and Salesforce.com. A little more and more Facebook when I’m travelling to feel connected to people through pictures.
What’s your workspace like? We have an office in mid-town Toronto that’s a little crammed for our growing business, so I share an office with our green screen, lights and camera’s for our YouTube videos.
What’s your best time-saving shortcut or lifehack? Being everywhere socially when I can’t actually be there, using Hootsuite. You can’t take your foot off the gas for a moment socially.
What everyday thing are you better at than anybody else? I used to believe I was a jack-of-all-things business, master of nothing… but I think I’m clearly good at taking everyday sales process and distilling it down to tactics for Social Selling using LinkedIn and Twitter.
What’s your favorite to-do list manager? Evernote and my Samsung Note 3 using the Pen function on the digital notepad.
What do you listen to while at work? Conference calls… no joke when I say that I’m on a GoToMeeting or GoToWebinar for 8-10 hours a day.
What are you currently reading? I don’t read, I listen to Audiobooks with Audibles. I retain information a lot better. I may actually listen to more Audiobooks than anyone I know… I have a new book I’m listening to every 1-2 weeks. Current books are “Leading a Learning Revolution”, “Overcoming the Five Dysfunctions of a Team” and “APE” by Guy Kawasaki as I’m finishing a book and want to learn how to self-publish.
What’s your sleep routine like? At night, I’m in bed at exactly 10 pm every night from Monday to Thursday, watch 15 minutes of the CBC National News, and turn off the bedroom TV for bed. Wake up between 5 am and 6 am, walk to work (3 Miles or so) and listen to about 1/4th of an Audiobook.
What’s the best advice you’ve ever received? There are 99 reasons why most people won’t start a business, and you need to find the 1% reason why you should.
Anything else you want to add? The best advice I could give any entrepreneur (or would be, keen to make the jump) is that I have all kinds of people say “You should be in the Product building business, they sell for WAY better multiples”. My response is “I love education and training – Period. I love personally helping people, and I’m totally comfortable with that”. Don’t start a business for the wrong reasons; start a business to truly help other people.
Fill in the Blank: I’d love to see BLANK answer these questions.
Grant Cardone – every time I think I’m working hard, I watch one of his videos to realize that I have a long ways to go to being extremely self-disciplined about time management.