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 Tom Cates, founder and CEO of salesEQUITY.  Tom is a highly-decorated sales & marketing veteran, has contributed to four books on customer-based strategies for driving greater operational effectiveness, and holds a US Patent to a customer-implemented system for partner loyalty measurement.

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

Location:  Acton Ma, Boston Ma, the World J

Current computers:  Surface Pro, ThinkPad P40 Yoga

Current mobile devices:  iPhone and iPad

What apps/software/tools can’t you live without?  Rack-2-Filer, Basecamp, Pandora, Pinnacle Studio (for movie making)

What’s your workspace like? Big desk (actually a Frank Lloyd Wright replica dining table) – typically covered, a Big whiteboard, lots of colored index cards and sharpie markers

What’s your best time-saving shortcut or life hack?  Giving up on trying for an empty email inbox; currently using sanebox to help filter/prioritize

What everyday thing are you better at than anybody else? Finding the simple story in a complex problem

What’s your favorite to-do list manager? Pen and paper

What do you listen to while at work?  Pandora – from Genesis to Mark Knopfler to Tim McGraw to Jay-Z

What are you currently reading?  Just finished “The Circle”

What’s your sleep routine like?   11pm – 6am, despite all the coffee

What’s the best advice you’ve ever received? “Your job is to make your quota…if it takes you 20 hours a week, God love ya, if it takes you 80 hours a week God help ya!  Make your quota” – From my very first sales manager when I was a Sales Rep for IBM

Anything else you want to add? I just returned from an incredible trip to Australia!

Fill in the Blank: I’d love to see BLANK answer these questions: Tim Barrett of Barrett Distribution