“How I Work”: Andy Paul, Sales Acceleration Expert | Sales Strategist | Sales Keynote Speaker


“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 thrilled to feature Andy Paul, one of the nation’s leading sales experts and author of the new book Amp Up Your SalesHis new book is fantastic, if you want a free chapter click here to get one.  Andy is a regular on the B2B sales conference circuit and is a high-demand speaker & sales coach.

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

Location:  When I’m not with clients, I split my time between offices in Manhattan & San Diego.

Current computers:  Mac Air

Current mobile devices:  I have an iPhone 6. I also have iPad Air (with Logitech keyboard.) The iPad is my travel computer. The Logitech keyboard has full-sized keys and it definitely helps keep me productive on a plane (especially where the rows are so tightly packed that I can’t open my laptop…)

What apps/software/tools can’t you live without?

  • Evernote: It’s my notepad for everything.
  • Trello: Assists me on my perpetual quest to get organized.
  • TripIt: Easiest way to organize and access travel information.
  • Dropbox: I sync everything in real-time and it’s been a lifesaver on more than one occasion.
  • Scrivener: This is great organizational and creative tool for writing books.
  • Kindle Reader: I read everything on my iPad.
  • Bose Noise-Cancelling Headphones: Filters out the unhappy baby in the row behind me.

What’s your workspace like?  I have 3 small workspaces. One in each office for day-to-day business. They also double as video and audio production studios. And I belong to The Writer’s Room in NYC. It’s a quiet space in Manhattan where I sit in a carrel and shut out distractions and the clamor of the city and get some serious writing done.

What’s your best time-saving shortcut or lifehack?  Registering for TSA Pre-Check. It’s an easy way to reduce some of the stress for the frequent traveler.

What everyday thing are you better at than anybody else?  I’m quite sure there are others who are as good, if not better, than I am in this. But, I am very skilled at diagnosing the root causes of ineffective sales processes and showing sales teams how to accelerate their sales.

What’s your favorite to-do list manager?  Trello

What do you listen to while at work?  Instrumental music only. One of my favorite pieces I like to listen to when I write is Keith Jarrett’s Koln Concert. I’ve listened to this piece so often that just hearing the first few notes of Part 1 triggers a certain Pavlovian response in me and my fingers involuntarily start typing and the thoughts start flowing. Charlie Haden and Hawaiian Slack Key guitar music are favorites as well.

What are you currently reading?  The Checklist Manifesto: Atul Gawande; Mindfulness for Beginners: Jon Kabat-Zinn

What’s your sleep routine like?  6-7 hours per night. (At least that is what my New Year’s resolution says…)

What’s the best advice you’ve ever received?  Live and work with integrity. You’ll never have any regrets.

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