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Paul Ironside

Paul Ironside is the Chief Executive Officer and a board member of CommercialTribe. Paul has more than 20 years of experience in sales, sales management, marketing, operations, and executive management at leading companies such as Gartner, Parature, and Corporate Executive Board (CEB). Most notably, Paul served as EVP Sales and Service and as a member of CEB's Executive Committee during the firm's $100M to $500M growth trajectory.
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Recent Posts

Unlocking a Sales Professional’s Potential by Improving Frontline Sales Manager Effectiveness– Part 2

Posted by Paul Ironside
3/13/17 5:00 AM

 

Developing Frontline Managers: Coaches Need Coaching Too

 

In Part 1 of this “reflection,” I was trying to better understand the pain points of a dissatisfied customer, and I realized that our initial solution — a video practice platform designed to get sellers to watch an “example” of what good looks like, practice, and then submit their “take” for feedback, coaching and certification was too narrow, episodic, and out of seller and manager workflow.

 

 

I revealed a narrative around this customer's Rep A, who after 15-months in the role had plateaued in his development and settled into being a very average middle to low performer, and Frontline Sales Manager A who needed to coach the seller but simply couldn’t find the time and didn’t know where to begin.

  

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Unlocking a Sales Professional’s Potential by Improving Frontline Sales Manager Effectiveness – Part 1

Posted by Paul Ironside
3/6/17 12:01 AM

Moving Beyond Rep Development: Learning as We Go

 

“Joel is definitely not renewing this relationship” was a recent note I received from a key contact at...ahem...a customer who is now tagged in our customer success application as “Severe Risk”.  I’ve been the CEO of CommercialTribe since we founded the company three years ago.  And while today we’re fortunate to call some of the world’s most progressive companies customers, the below note is not necessarily focused on our successes, rather in what we’re learning from our failures.  

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Topics: sales coaching, frontline managers, sales effectiveness

3 Key Things I Took Away from SiriusDecisions Summit 2016

Posted by Paul Ironside
6/3/16 9:53 AM

Last week –– along with 3000 other marketing and sales professionals –– I descended upon the Gaylord Opryland Hotel in Nashville, Tennessee for the 11th annual SiriusDecisions Summit

In addition to making incredible connections with key customers, having insightful conversations with SiriusDecisions Analysts, and networking with sales and marketing leaders at the Summit, I was glad to make time to do some learning.

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Topics: Sales Enablement, Sales Leadership

Learning Cycles and Certify to Fly for Sales Kickoff

Posted by Paul Ironside
10/22/15 10:23 AM

In Part 1, I reviewed the idea of efficiency vs. efficacy in sales training, and many of the situations that challenging rep performance and ability. In Part 2, I covered the idea of the Learning Cycles approach to sales training, and Certify to Fly – a model for ensuring learning sticks before, during, and after your sales kickoff.

If you ask sales leaders what is on their minds in Q4, the answer is nearly universal: “How will we close the quarter?” If you ask them what else is on the horizon, the answer is again ubiquitous: “What’s the plan for sales kickoff?”

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Topics: Sales Enablement, Onboarding, Message Adoption, Product or Service Introduction, Sales Leadership, Upskilling

Learning Cycles: A Structure for Sales Training

Posted by Paul Ironside
10/15/15 9:28 AM

In a followup to Part 1 – a profile of efficiency vs. efficacy in sales training – we suggested a framework to help bring structure to sales training.

Here, I’ll share that framework, and answer a key question: “how do you make sales training stick?” Given the ever-growing complexities across the buyer landscape, the question remains a perennial challenge and arguably the key issue facing sales leadership today.

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Topics: Sales Enablement, Onboarding, Sales Leadership, Upskilling

Conversations that Win: Unshackle Buyers from the Status Quo

Posted by Paul Ironside
9/29/15 12:29 PM

The dominant theme to this year’s Conversations that Win conference was made clear on the main event of Day 2: a trip to Alcatraz and a tour of the infamous prison. The now-beautiful historic park, and site of one of the most intolerable places in US history, had an underlying message that Corporate Visions CSO/CMO Tim Riesterer shared in his keynote.

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Topics: Sales Enablement, Message Adoption

Efficiency vs Efficacy in Sales Training

Posted by Paul Ironside
9/18/15 9:29 AM

Among the many casualties of the financial crisis of 2008, the economy suffered a loss of jobs. “Do more with less” became the unfortunate mandate from senior management. And you know what? We did. 

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Topics: Sales Enablement, Onboarding, Message Adoption, Product or Service Introduction, Sales Leadership

The New Sales Tool Stack

Posted by Paul Ironside
7/28/15 4:20 PM

Think back to 15 years ago: sales tech was finally coming online, in-person meetings still ruled, and Salesforce was entering the market as a young challenger to the status quo. CRM soon became the foundation of the new sales team, driving easy alignment with the sales cycle and a stream of data that anyone could use to improve the team.

15 years later, the world of sales technology has blossomed. Along with improvements to Salesforce came a broad variety of new tools – CMS, data/analytics, lead generation, company databases, email tracking, and more. For a growing or existing sales team, the options have become incredibly complex, often with no clear path to growth or ROI. Each team carries its own toolkit, often with only a CRM at the core and a mix of other solutions supporting the organization.

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Topics: Sales Enablement, Sales Leadership, Upskilling

The Last Mile: Why Bad Training Can Break a Good Organization

Posted by Paul Ironside
10/10/14 10:33 AM

Centuries of sales training and billions of dollars of research have failed to answer one crucial question in sales: why do our attempts at getting our team to consistently engage prospects and customers with a great message ultimately fail? Marketing creates a great message and shares it with sales, yet, in the field, change is hard to come by. In reality, there is a fundamental missing link: the last mile - sales training.

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Topics: Sales Leadership, Upskilling

50% of New Sales Hires Won’t Meet Expectations This Year. We Can Do Better.

Posted by Paul Ironside
9/16/14 8:01 AM

It’s time to rethink how we train our reps

 

“Education has been preparing our students for an economy that no longer exists. Technology and globalization have transformed our society.”
Dr. Yong Zhao
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Topics: Sales Enablement, Onboarding, Sales Leadership


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