In addition to meeting new people and learning new ideas, one of the things I enjoy the most hosting Channel Journeys is the interesting personal stories I hear from my guests. Today’s guest, Jeff Heilman, has one of those amazing stories. It’s how he was the first employee working for Elon Musk’s first startup, Zip2 Corp. But then the story gets even better.

Jeff, a serial entrepreneur, sales master and host of The Jeff Heilman Project, goes on to share his philosophy on productivity, influenced by concepts such as “maker vs. manager” time and having a side hustle. The meat of his story is when he shares his approach to winning eight-figure sales and building nine-figure sales channels.

Throughout, Jeff’s stories of working with giants like Elon Musk and Larry Ellison, coupled with practical advice on channel management and life balance, make this a valuable listen for all channel professionals.

Here are 6 important tips I learned during my conversation with Jeff:

Distinguish Between Maker and Manager Time

A significant part of Jeff’s productivity comes from separating ‘maker’ time (for creative, uninterrupted work) from ‘manager’ time (for administrative and meeting tasks). Allocating specific times for deep work and separate times for administrative tasks can enhance productivity and creativity.

Importance of Side Hustles

Jeff highlights that having a side hustle can provide not only financial security but also diverse experiences and skills. Side hustles encourage innovation and can act as a safety net, ensuring one remains adaptable and resilient through career uncertainties.

Leverage Channels for Large Deals

Jeff shares how focusing on large deals (eight-figure sales) has been more profitable than multiple smaller deals. By nurturing channel relationships and leveraging partners’ extensive networks, businesses can achieve more substantial and lucrative deals.

Focus on Value Over Volume

In channel sales, it’s more beneficial to aim for meaningful engagement and value creation rather than sheer volume of contacts or superficial interactions. Jeff’s method involves personalizing pitches and proving value, which resonates more effectively with clients.

Support and Empower Channel Partners

Jeff advocates for empowering channel partners by providing them with leads and doing the heavy lifting first. By showing tangible value and support, vendors can build stronger, more productive partnerships where both parties thrive.

Personal Well-being and Family

Despite his professional rigor, Jeff underscores the importance of personal well-being, family, and taking time to disconnect and unwind. This balance is essential to prevent burnout and maintain sustained productivity and creativity.