Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly training calls, and single-handedly sell 7-figures worth of enterprise level training packages. But I also take my dog on long walks every day. I practice drums each morning for an hour. And my family life is full and fulfilling. It’s true you don’t have time to do it ALL in sales. But if you prioritize your time for maximum productivity like I do, you can still be highly successful in B2B sales while living your best life. Here’s how. 1. Reverse Engineering So much time is wasted on tasks that don’t do a damn thing to help you reach your goals. It’s a problem that comes from having the wrong perspective. Instead of looking forwards to decide what needs to be done to reach your destination, look backwards. Imagine what you want, typically it’s going to be a financial goal. From there, start moving backwards in time. What do you have to do each year that’ll build up to that goal? What about each month? Each day? Say you want to earn an extra $50k this year. Let’s start there. $50k in commissions equals an extra 30 closed deals. For every closed deal, there are 24 discovery calls that don’t work out. Which means you need 750 discovery calls in a year or about 190 per quarter, 63 per month, and around 15 per week. And with those numbers in mind, you’ve got EXACTLY the work you need to do each day to reach your goal. 2. Time Blocking Next up is time blocking. This is one of my favorites. I’ve even talked about it before. Essentially, you need to start scheduling your important tasks. Don’t just have a mental to-do list that you’re crossing off throughout the day. Instead, put all the tasks you need to have done into your calendar. But here’s the most important part—you have to stick to those times. Don’t spend a second more or a second less on the tasks that you schedule. If you waver even just a little from those scheduled times, tasks will start to bleed over into others. And the entire system falls apart. So schedule it. And stick to it like hell. 3. Paper To-Do Keeping a paper list with you at all times makes it easy to add to it and cross things out throughout the day, no matter where you are. Feel free to plug them all into a digital list at the end of the day to keep things organized. I do the same thing with the app Things on iOS. But there’s something so viscerally satisfying about crossing tasks off one by one. 4. Phone Pruning This one’s going to hurt. But trust me, it’s worth it. Get rid of the distractions on your phone. Facebook, WhatsApp, LinkedIn even. If you’re spending non-work time on it, nix it. Now, there are some features out there that make it 10X easier to concentrate while at work. I use the Focus feature on iOS all the time. But eliminating ANY temptation whatsoever is a powerful way to keep your eye on the ball at all times. 5. The Pomodoro Technique This technique is surprisingly effective for how simple it really is. Next time you’ve got a task you don’t want to be doing, say cold calling or updating your CRM, commit yourself to it for 25 minutes. That’s it. And then schedule a five minute break. When you structure your entire day with this technique, something pretty amazing happens—you stop wanting to stop. I’ve found the hardest thing for me is simply getting started on a task. After that part’s over, my momentum usually just keeps me going and going. With this technique, you’re making the biggest barrier (getting started) easier to overcome. After all, it’s just 25 minutes! 6. Parkinson’s Law I like this one a lot because it’s so unintuitive. Parkinson’s Law basically states that the time it takes to finish a task depends on how much time you allot to doing it. So if you’re giving yourself three hours to perform some menial t...