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 Iannarino, Dave 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 pleased to feature Tim Ohai, founder and president of Growth & Associates, a consulting group that focuses on solving sales sales enablement problems, with an emphasis on changing the behaviors that drive success.
With well over a decade’s worth of experience in developing sales team performance, Tim consistently helps Fortune 500 companies design and implement selling solutions internationally, build sales systems that increase revenue and customer loyalty, and create genuine coaching cultures.
His expertise and enthusiasm has taken him to Latin America, Europe, Africa, Asia, and the Middle East as both consultant and keynote speaker. He is also an author. Here in his own words is how he gets things done:
Location: SF Bay Area (but I travel all over)
Current computers: 2015 Macbook Air
Current mobile devices: iPhone 7Pus, iPad mini
What apps/software/tools can’t you live without? United Airlines App (love this – tells me more than the airline staff even knows), DropBox (cloud-based file sharing and storage makes it easy to access files even when I don’t have my computer or phone), Basecamp (critical for collaborating with my team across a host of projects and topics), Evernote (makes it easy for me to track my frequently referenced information), and LinkedIn (stay connected with all of my business contacts and clients, plus explore the background of prospects and new client contacts before I meet with them)
What’s your workspace like? Very mobile – When I am home, I work in my office (which has everything from African art to framed Old World maps to a Darth Maul 18 inch action figure), but I’ll head off to Starbucks to simply enjoy the vibe. When I’m on the road, not surprisingly, Starbucks becomes my office. Or the United Lounge at whatever airport I am traveling through.
What’s your best time-saving shortcut or lifehack? Since I spend so much of my time traveling through airports, I have stayed loyal to one airline for 1.2 million miles and counting. The benefit of elite status comes with speedy access through airport security, quickly getting on/off the plane, my luggage comes off first (if I actually check luggage), and I get special support during travel delays (which is INCREDIBLY important, especially when I’m flying to meet with a client or get home for family time). The amount of time saved throughout the year can be measured in days, not hours. Then there is the extra benefit of free air flights for family vacations.
What everyday thing are you better at than anybody else? Seeing patterns in complex situations. I am usually the first person to see how seemingly random, complex bits fit together. This is a massive benefit when consulting with my clients. Not so much when reading political news.
What’s your favorite to-do list manager? Calendar (Mac). I will literally book appointments in my calendar to make sure I complete even menial tasks.
What do you listen to while at work? All kinds of music (Reggae, Gospel, Jazz, Classical, Funk, etc.). My favorite work music for a while now has been Black Coffee – one of the top DJs in South Africa. He’s also great to listen to while traveling/driving.
What are you currently reading? I just finished Mark Hunter’s High Profit Prospecting (one of the best prospecting books I have ever read) and am now picking Walter Isaacson’s Steve Jobs biography back up to finish. But my reading pace has been slower than normal lately as I just finished writing a new book with Brian Lambert called The Power of Problems. It defines how to make problem-solving the center of your approach to selling. We will be offering it as a free download at www.AgilitySelling.com/PowerOfProblems soon.
What’s your sleep routine like? Ideally, I will sleep 7 hours a night and take a short afternoon siesta after I finish my East Coast calls before hammering out the day. I think short naps (I call them reboots) are really effective and they help me jump start my creative juices in the afternoon/evening.
What’s the best advice you’ve ever received? This is hard, because so much of it is valuable because of the timing of when it was received. Here are a couple of my most impactful favorites. 1) (As a young college graduate) 30 years from now, what will matter most to you? Invest in that future now or you will never experience it. I’m 45 and still thinking this way. 2) (As a new entrepreneur) What business are you in? You’re in the revenue generating business, because if you’re not generating revenue, you are not in business. Almost a decade into this entrepreneurial life, and I use this as a daily compass point for myself and my clients.
Anything else you want to add? One of the most important lessons I have ever learned came to me recently, as my wife was battling leukemia (which is now in complete remission). It is this: You have two options for dealing with stress – one healthy and the other unhealthy. The healthy response to stress is to serve your way through it (by either influencing or adapting to the situation/person). The unhealthy response is to just try to simply survive it. This will lead to all kinds of self-centered behaviors, which will actually feed your stress and make it worse.
Fill in the Blank: I’d love to see BLANK answer these questions.
– Mike Weinberg
– Mike Kunkle
– Roderick Jefferson, VP of Sales Enablement at Marketo
– Jim Lin, VP of Digital Strategy at Ketchum