By Matt Heinz, President of 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.

This week I’m excited to feature Ralph Barsi.  Is Ralph Barsi the nicest guy in B2B sales?  He’s certainly one of the busiest and most humble.  But don’t let the humility fool you – Ralph has exceeded quota and managed growing teams at UPS, InsideView, Achievers and more.  He’s a frequent contributor and speaker across the B2B circuit, and also manages to find time to serve on the board of the Gable Heart Beats Foundation.

Ralph, suffice it to say, gets stuff done.  Here in his own words is how he does it.

Location: San Francisco, CA

Current computers: Lenovo ThinkPad X240

Current mobile devices: Samsung Galaxy S4

What apps/software/tools can’t you live without? Google Drive, Google Chrome, Google Maps, Spotify, LinkedIn, and Twitter

What’s your workspace like? Bruce Lee once said, “It’s not the daily increase, but the daily decrease. Hack away at the unessential.” Inspired by that approach, my workspace is simple (a docking station, a 22” ViewSonic LED 1080p monitor, onyx mesh desk organizers, and a small filing cabinet).

I also work from wherever I am (commuting on the train, at coffee shops, on the road, and throughout my home), so don’t have one set workspace.

What’s your best time-saving shortcut or lifehack? Several years ago, a video from Brendon Burchard helped me recalibrate how I manage time.

In the video, Brendon introduced his 1-Page Productivity Planner, which emphasizes focusing on a) no more than 3 main projects at a time, b) the people I need to reach out to and hear from in a given day, and c) the priorities that need my attention, like right-freaking-now.

What everyday thing are you better at than anybody else? I’ve got an attitude of gratitude that rivals the best. Each day, I take stock and say thanks for everything and everyone in my life.

I’ve lost people very dear to me over the years – some right out of the blue – which has given me immense perspective on what matters most. I don’t take a moment for granted, and am here to serve others. Period.

What’s your favorite to-do list manager? Gmail and my mobile phone. I get more emails (and texts) from myself than from anyone else.

It’s one way to channel my self-talk, stay motivated (notice I didn’t say “get” motivated), and get things done.

I’ll email myself a few to-do items, for example, but will close with something like “You’ve got this,” “It’s all good, brother,” “Lead by example,” “Knock this out and you’re good to go,” or “It pays to be a winner.” Works every time.

What’s your favorite to-do list manager? My calendar (both Google and Outlook). I “schedule” things that need to get done and set reminders. I’ll hit snooze if I’m not yet done, but will make sure I have no more than 5 or 6 open tasks at one time.

What do you listen to while at work? I’m rarely sitting at my desk for long periods of time, so don’t listen to much. When I do, it depends on where my head’s at.

I’d like to think my taste is eclectic, but I usually default to old school hip-hop, dub reggae, bebop jazz, blues, nature sounds, the Grateful Dead, hardcore punk, or James Brown.

What are you currently reading? I’m reading Resilience: Hard-Won Wisdom for Living a Better Life by Eric Greitens. I also subscribe to a few blogs that I read every day on the train – Seth Godin, HubSpot (Sales and Marketing), the funnelholic, and Sales Caffeine, to name a few.

What’s your sleep routine like? My wife is a night owl, and my three boys are very active and growing up fast (currently 15, 12, and 10). That means it’s family time until I’m asleep at 11pm. I’m wide awake at 5am.

What’s the best advice you’ve ever received? “A man that doesn’t spend time with his family can never be a real man” is a quote from The Godfather. My father (a full-blooded Italian-American from San Francisco) introduced that film, that line, and that example to me at a very young age. As long as I can remember, he and my mother set the tone that family is precious and first.

Anything else you want to add? Maintain a repository of meaningful quotes. Mine is a Google Doc, appropriately titled “Favorite Quotes.” I refer to it several times a week, to stay centered.

These five are for you:

Student says, “I’m very discouraged. What should I do?” Master says, “Encourage others.” – Zen proverb

The #1 reason people fail is also the #1 reason people win: Attitude. – Brad Lea

The cyclone derives its power from a calm center. So does a person. – Norman Vincent Peale

Life’s most persistent and urgent question is, ‘What are you doing to help others?’ – Martin Luther King, Jr.

I’ve got friends and family that I respect; when I think I’m too good, they put me in check. -Beastie Boys

Fill in the Blank: I’d love to see Max Altschuler, Amanda Holmes, or Kyle Porter answer these questions.