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 very excited to feature Aaron Ross, author of the best-selling “Predictable Revenue” and the recent “From Impossible to Inevitable”.  I honestly have no idea how Aaron gets everything done – books, managing growth for his sales automation business, father of 12 (seriously)….   Amidst all of that, he’s generous with his time and ideas honed from years of sales leadership experience.

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

Location:  Home @ Los Angeles (Pacific Palisades)

Current computers:  MacBook 12″

Current mobile devices: iPhone 6s

What apps/software/tools can’t you live without?  Gmail, Evernote, post-it notes/index cards.  I keep it simple.

What’s your workspace like?  We have 9 kids at home (going-on 12), and I gave up any chance at office space at home a long time ago.  I usually work at home or coffee shops in Santa Monica.  At home, it’s usually a crapshoot as to where I can find some space, where also the internet and my phone work (they don’t work in much of the house, which is large). I took pictures of two recent spots, a hall closet and my 4-year old’s vanity.

aaron office 2 aaron office 1









What’s your best time-saving shortcut or lifehack?  Setting a limit of working ~25 hours a week, starting back in 2007.  Some weeks I do work more – like when traveling, or with serious deadlines.  But there’s been no better way to force myself to prioritize, and be “productive, not just busy.”

What everyday thing are you better at than anybody else?   Hmm – either A.) Doing things that feel important, whether they make sense to other people yet or not.  Call it working by intuition, feelings, inner guidance, whatever.   B.) Taking the leap into committing to doing new things regularly, in life or work, even when I have no idea how they’ll work out – but they feel important.  Like adopting so many kids, or publicly announcing books (ex: or programs ( before they are written, planned or titled.

What’s your favorite to-do list manager?   Evernote or a post-it.  Funny enough, I don’t use to-do lists that much, I usually just know what I need to do.

What do you listen to while at work? Either classical or heavy metal / EDM-ish.  Celldweller is a favorite.

What are you currently reading?   The Mortal Instruments (fiction).  My wife gave me the first book at Xmas, and I was surprised at how good it is.  I’m not reading any non-fiction right now.

What’s your sleep routine like?   I fall asleep between 10p-11pm, after putting little kids to bed, saying good night to big kids, and doing some reading.  I’m wakened between 6-6:30 by an alarm, my wife or our baby.   I’m out cold for those 7 hours.

What’s the best advice you’ve ever received?   Don’t take things so seriously – laughter cures an amazing number of problems!

Fill in the Blank: “I’d love to see ‘BLANK’ answer these questions”:  Wim Hof