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 Josh Wagner, head of enterprise sales and partnerships at LeadMD.  Josh is a mainstay on the B2B event circuit, and if you haven’t seen them yet check out his video series on LinkedIn.  I wish more successful sales professionals would share as honestly and eloquently as Josh does on a regular basis.

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

Location: Phoenix, AZ

Number of unread emails right now? 2

First app checked in the morning? Trainheroic (my workout app)

First thing you do when you come into work? quick email scan for anything urgent

What is your email management strategy? I tackle urgent stuff first thing, then dive into “work” by 9am, then check back before lunch for urgent stuff again. I typically get back to inbox to get through anything that was not urgent after 4pm.

Most essential app when traveling? Slack

How do you keep yourself calm and/or focused? Calm = focus on one thing at a time. If I have to I will shut down apps/windows

What’s your perspective or approach to work/life balance? No such thing. I had a coach who preached the stress bucket. What that means is that the bucket can only fill so high before it overflows so you have to be aware of where you are to optimize results where you need them at the time. Assume the baseline fill of the bucket is ½ full. My baseline is family time (wife and kids), work, wife time, training and me time. They cannot all get the same amount of attention all the time. So what proportionally fills the bucket constantly ebbs and flows.

Are there any work rituals critical to your success? Consistency. I like to be in the office early because I am most productive in the morning. So I try not to mess with the morning routine. After that it’s free game.

What apps/software/tools can’t you live without? I really like slack for interoffice communication. The other is LinkedIn, it has been a game changer for me in terms of accelerating sales pipeline.

What’s your workspace like? Like me, somewhat unorganized

What’s your best time-saving shortcut or lifehack? Use the commute to extend your day. Extra call to a customer or prospect before they start or are winding down their day. Easier to get their attention sometimes.

What are you currently reading? Just finished Never Split the Difference by Chris Voss. Highly recommend.

Last thing you do before leaving work? Grab my lunch container

Who are some mentors or influencers you wish to thank or acknowledge? Steve Haws and Justin Gray

Name some supportive people who help make it possible to do what you do best? Meghan Wagner (wife) she handles home life work so I can handle work at work. Not possible without her having three kids. Reed Clarke, Paul Chadwick and Andrea Lechner-Becker. Make my work day fun.

What’s the best advice you’ve ever received? Fuck your weaknesses, Amplify your strengths.

Name a guilty pleasure TV show – Bachelor with my wife. I like to blame her for me watching it, but I can get into it for sure.

Anything else you want to add? Love the sales and marketing community. It really is a supportive group given the highly competitive nature of the business.

Fill in the Blank: I’d love to see BLANK answer these questions. Reed Clarke


Nominate someone here