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 Caitlin Fitzgerald, vice president of mid-market sales at Tracx.  Fitzgerald has run sales at organizations such as TrackMaven, Vocus & ADP, plus has helped develop training programs for numerous organizations.

A proud Notre Dame alum, Caitlin is also a frequent attendee, presenter and speaker at B2B conferences nationwide.  Suffice it to say, Caitlin gets stuff done.  Here in her own words is how she does it.

Location: Bethesda MD

Current computers: Dell Touchscreen laptop for work. Mac for home. Just to keep things interesting.

Current mobile devices: iPhone6 plus.

What apps/software/tools can’t you live without? In order of total dependency:

  1. The “notes” app that comes standard on any iPhone. If I try to get too fancy I lose track of everything.
  2. Salesforce – if it’s not in Salesforce it never happened!
  3. GoToMeeting mobile app. I’m constantly joining my reps meetings from my phone on the go or listening to recordings for coaching.

What’s your workspace like? You mean my backpack? It has everything I need (laptop, cell, headphones, pen/paper) and nothing I don’t. My desk serves as a “home base” out on the sales floor but I carry what I need to work since my work space changes often.

What’s your best time-saving shortcut or lifehack? JING! Every sales rep should use something like it to help recap demos immediately after a sales call. It provides the prospect with a 5 minute recap/video they can share easily with their team, my reps a summary in case they lose track of notes and me with a quick 5 minute recap of the high points my team is uncovering on their calls to discuss in 1:1s. Win, win, win!

What everyday thing are you better at than anybody else? Asking the right questions to get to the root of an issue.

What’s your favorite to-do list manager? My moleskin notebook or notes app on my phone.

What do you listen to while at work? Anyone and everyone on the phone! I listen to my reps making calls or their side of the conversation during a demo. When I need to focus I have to move off the sales floor and put on music.

What are you currently reading? Does listening count? I am an audible addict during my commute – currently finishing Multipliers.

What’s your sleep routine like? Terrible. I’m naturally a night owl and desperately want to change to a morning person!

What’s the best advice you’ve ever received? What you focus on expands. So simple. So true.

Anything else you want to add? Shout out to my team at Tracx – reflecting on how I work it’s impossible not to think of why I work.