Speakers: Ed Arcinue, Aaron Stead |



Ryan Tognazzini of SBI recently interviewed two sales leaders working for fast growth companies. The 30 minute podcast “How to Balance Your Time: Achieving Short Term Results and Planning for the Long Term,” can be found here.



Ryan interviewed:


Ed Arcinue, Vice President of Sales for LegalZoom.


Aaron Stead, SVP of Sales for Infusionsoft.  


Ryan believes sales management best practices often originate inside of fast growth companies. His theory is that fast growth acts as a stress test for traditional sales management approaches. And under this stress, traditional approaches often break down. This drives sales leaders to innovate, resulting in new approaches. These new approaches become tomorrow’s best practices. 



By listening to this podcast, you can get access to tomorrow’s best practices, today.


I just listened to the show and took some notes.  Here they are:


“Stop doing things you should not be doing before you start doing new things,“ says Ed.


“You can have results, or excuses, but you cannot have both,“ says Aaron.


“If your CEO gave you an unlimited budget, what would you spend it on?“ tells Ed when asked about setting priorities.


“End each week by asking two questions: 1- Will this work at 10x the scale?, and 2- What did I do to cause this?” says Aaron when asked about personal accountability.


If you enjoy listening to the perspectives of your peers, go here, and subscribe to our weekly podcast.  Previous shows include perspective from Pfizer, Jive Software, Ryder, On Semiconductor, etc.  Each week we will bring you the views from outstanding sales leaders.




Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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