By Matt Heinz, President, Heinz Marketing

“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.

After featuring dozens of executives in our “How I Work” series, this is a first – a husband and wife team, both working deep in the B2B industry.

Keith Burrows – Senior Director of Alliances, Lattice Engines (www.lattice-engines.com)
Michelle Burrows – Vice President of Marketing, Zen Planner (www.zenplanner.com) 

First, in Keith’s own words, how they met:

Michelle and I met each other via a newspaper roommate wanted ad.  Old school, print. Really.  We were roommates for a year, I had the basement, she had the main floor – just roommates.   We went our separate ways.   She ended up in Europe for five+ years and eventually made it back to Denver and rang me up to reconnect.  I almost never called her back.   Well we got together for dinner and that was that.   During our engagement she asked my demand gen agency to evaluate Eloqua as a lead management solution.   Our opinion was that if, what they were promising – delivered, it would change B2B marketing forever.   She bought them for the first of her four engagements, and I went to work with them in 2006.  We have been a house of demand marketing ever since!

Their entries below may be among my favorites in this entire series so far.  Enjoy!

Location:  Both:  Denver, CO

Current computers:
MB:  Mac book
KB:  MacAir and Dell PC

Current mobile devices:
MB and KB:  iphone, iPad

What apps/software/tools can’t you live without?
MB:  Waze (I commute 45 mins. – an hour each way to work), Day one, 5 minute journal, Insight Timer (for meditating and feeling Zen), EverNote, Random WOD for home workouts when my husband travels
KB:  Travel (Kayak, Concur, Priceline, Lyft, Uber, and all things Google), Social (LinkedIn, Facebook, Twitter, BufferApp, ToutApp, HootSuite), Business (SFCD, Adobe, MSOffice, Prezi, GoogleDocs, Evernote, Dropbox, Hipchat, and Yammer).

What’s your workspace like?
MB:  When I leave my office, I’m just as likely to dodge a foot of someone doing walking handstands as a Nerf gun bullet. We’re a fitness software company so the workplace norm is running tights, yoga pants and t-shirts.  Everyone is a fitness fanatic so there’s bikes parked outside, meditation 3 times a week and yoga on-site about once a week. We have tons of 20-something employees so there’s always a lot of buzz and energy. Plus, usually at least 3 folks have music streaming that can be anything from the Beastie Boys to country.
KB:  I have a 50/50 split between travelling and my home office.    When I travel – It’s Quad Devices – PC/MacAir, IPad, IPhone and Kindle, light carry on (seven days is my all-time max) and my Timbuk Bag.    At home, roomy office, comfy chair, two computers on, an old IPhone is plugged into a SkullCandy soundbox and Spotify is playing all the time.   I want to move to a standing desk, and just purchased a very cool standing platform for www.fluidstance.com – very cool company trying to change the way we work (active from inactive).

What’s your best time-saving shortcut or life hack?
MB:  I plan our dinners on Sundays so that we eat relatively healthy all week. Oh, and having my husband do the grocery shopping certainly saves time. I also have meetings while commuting.
KB:  I don’t have my email come to my mobile, only my iPad.  If it’s an emergency, call or text.   Email derails how I work, and it’s an easy detour to not getting anything accomplished.

What everyday thing are you better at than anybody else?
MB:  It takes a lot to rile me up and I stay calm in a crisis. I also am committed to having a daily 10-minute standup with my team. This provides everyone with a level of accountability – “What did I accomplish yesterday? What will I accomplish today? and What roadblocks (if any) do I have?” This lets everyone focus on the most important things each day.
KB:  Metrics and enjoying the grind.   I love what I do, and you have to be consistent.   I take pride in being a grinder.   Also, being able to measure the impact you have is critical, I know my and our team’s progress every day of every week.   Small Steps lead to Large Gains.

What’s your favorite to-do list manager?
MB:  EverNote
KB:  5am Calendar Appointment has all my to do’s for the day, and I compile them the night before, so I can sleep.

What do you listen to while at work?
MB:  Pandora
KB:  Spotify – I am a drummer so –Zeppelin, Police, Foo Fighters, Grohl, Smashing Pumpkins, Dave Mathews Band, and such.

What are you currently reading?
MB:  The Last Days of Dogtown – A Novel by Anita Diamant.  I love anything that is set near Boston where I grew up.
KB:  Essentialism – The Disciplined Pursuit of Less – Greg McKeown and I’m a sucker for the generic Baldacci spy thriller.

What’s your sleep routine like?
MB:  I usually go to bed between 9pm – 10pm and get up at 4.30am to work out if my husband is home. If he’s traveling, I get up later at 5.30 and workout at home.
KB:   Sleep is an under-valued commodity.   I like to go to bed early 9-10pm, get up at 5-6am.

What’s the best advice you’ve ever received?
MB:  An old boss said to me many years ago when I got super upset about a campaign that went completely wrong – “Will this matter in 1 year? Will it matter in 6 months? Will it matter in a month? If the answer is no, let it go now.”
KB:  In our business (software) you are either creating/building/coding or your selling something?   Make sure you understand everyday what your purpose is and never get outworked.

Anything else you want to add?
MB:  I recently spoke to a group of high school women who are at a S.T.E.M. high school. When they asked about my career progression, I told them that for me it was never a ladder – do this, get to this level, etc..  It has been more of a squiggle of up, down and sideways. I’ve chosen roles where I wanted to learn more about a given area like partner marketing and made a lateral move to learn it. I’ve also taken a step back at certain times in my career so I could spend more time with my family. I’ve learned to make choices that work for me and not worry about what others might think.
KB:  I feel blessed to have worked with so many great people over the years.   IMO, you need to continually search out new influencers and I find them everywhere.  I don’t care how you are classified Millennial, GenX, Boomer – everyone has unique talents – it’s up to you to go find, observe, learn, and apply!