“How I Work” is one of my favorite features in Inc Magazine (similar to Lifehacker’s This Is How I Work Series).  When we started this series of our own a few years ago we were lucky enough to start off with a bang with several top sales experts (including  Anthony IannarinoDave Brock and Trish Bertuzzi) and more.

Weekly, we feature great B2B sales, marketing or business leaders 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 Paul Teshima, one of the most influential people in B2B marketing technology. A co-founder of Eloqua and co-inventor of the marketing automation category, he’s now co-founder of Nudge, one of our most important sales technology solutions. He’s active in the Toronto start-up community and a constant presence on the event circuit.

Here in his own words is how he gets stuff done.

Number of unread emails right now? 8

First app checked in the morning? Email, Nudge, Linkedin, Instagram (my new-ish guilty pleasure).

First thing you do when you come into work? “Forecast” my day, how is it going to go, and what are the hard parts.  Make sure I am prioritizing any interruptions based on the flow today.

What is your email management strategy? Reply now, or never.

Most essential app when traveling? Messenger, I find texting on the go is critical to quickly connect with someone in a timely manner, at events, for sales meetings, etc.

How do you keep yourself calm and/or focused? I run almost everyday, and have been since I started working.  It is the best way for me to clear my mind, ideate, and relieve stress.  The physical fitness is a secondary benefit.

What’s your perspective or approach to work/life balance? I learned this the hard way at Eloqua.  You can work hard, and work long hours, but when you are off, you have to be present.  I still struggle with this, but am much better at it the second time around, and it makes a huge difference with achieving better balance.

Are there any work rituals critical to your success?

  1. Forecast your week every Sunday. Forecast your next day every night. Visualizing your work week not only let’s you plan for success, but mentally be prepared for the hard spots.
  2. Your Network is Your Networth.  Make sure you save some time every week to give back, help others, or just reach out and engage.  It will change your life.

What apps/software/tools can’t you live without? Aside from Nudge, Powerpoint, Excel, Zoom.us, Intercom (user system of record), Slack “be not less busy” but still a great communications tool, 1Password

What’s your workspace like? Our workspace is tight, we work in a large collaboration space, but our own office within it is packed.  I like it that way.  Learn through osmosis, and no room to hide from difficult conversations that need to be had.

What’s your best time-saving shortcut or lifehack? I think for me, specifically as a CEO, it is just being decisive.  Not everything needs to be done with full buy-in or consensus.  Sometimes you just need to make the best decision you can quickly, with the information you have – this will save you more time, and help you move faster, more than any other tip or trick.

What are you currently reading? I actually not reading a business book right now, I am reading The Outsider by Stephen King, one of the best authors (not just horror) of all time IMHO.

Last thing you do before leaving work? Say bye to whomever is still here.

Who are some mentors or influencers you wish to thank or acknowledge? Joe Payne, ex-CEO at Eloqua, current CEO at Code42 – truly taught me the value of putting your best people first, and how that can drive everything at your business.  Jill Rowley, ex-colleague, friend and current advisor/investor.  I learned from her that when you really believe something, and are authentically passionate about it, it becomes infectious with those around you – that is what is takes to transform a market.

Name some supportive people who help make it possible to do what you do best? Absolutely my wife first – because even as a super busy executive and mom, she takes the time to always support me, and also to challenge me to be better. Steve Woods my co-founder, who can literally see the future.

What’s the best advice you’ve ever received? If you put your best people first, even sometimes ahead of customers, everything else will work out.

Name a guilty pleasure TV show: The Good Wife / The Good Fight – just a well written show, with the right amount of satire/cheese.

Anything else you want to add? Matt thanks for having me on your blog (and show previously).  I got to know you first through work, but to be honest really started to like you after seeing your love for all things smoked, BBQ’d and chicken cooped.  Shared personal interests matter in life and in business.  All the A.I. in the world won’t be able to change that.

Fill in the Blank: I’d love to see BLANK answer these questions. I would like to see Patrick Flanigan, VP Marketing and Sales Enablement at ADP.


Who would YOU nominate?  Let us know!