Selling What's Possible

Most companies run two separate games: a hyper-instrumented acquisition pipeline and a chaotic, half-visible expansion pipeline. Kunal brings the PE/operator view on how to scientifically prioritize and track acquisition, while Dave brings the Go to Customer lens on pre-intent signals and expansion. The episode maps where both sides are failing - bad data, blind spots, and misaligned views of the...

This episode zeroes in on retellability- why deals die in the room you’re not in, and how to design a short, problem-first message that a buyer can carry and reuse. Mark Bourgeois (Oratium) breaks down trimming bloated decks to a 5–7 slide story, leading with the customer’s problem, and using clear headlines so your champion can replay the narrative internally. Bottom line: If they can’t retell it...

This episode explores how enterprise sellers can win more consistently by understanding how decision-makers actually make choices. Bryan Gray breaks down the concept of “threat-based prioritization” and why the brain’s decision-making process demands a different approach than traditional pain point selling. The conversation ties directly into Polaris I/O’s focus on surfacing pre-intent signals and...

This special episode features highlights from a fast-paced conversation between Polaris I/O’s Dave Irwin and EY’s Keith Mescha on how AI is reshaping the future of sales. Rather than a linear discussion, this “best of” format pulls together the most compelling ideas from their wide-ranging talk,- including how AI can personalize outreach, streamline seller workflows, and spark change across comple...

Michael Phelan joins Dave Irwin to unpack the hidden drivers of successful enterprise engagement. From customer interviews to competitive benchmarks, Phelan reveals what actually gets attention in the boardroom—and how smart sellers can become magnets for internal buy-in. This episode is a masterclass in landing big accounts and unlocking massive expansion without ever leading with your product. I...

What if the fastest path to growth isn’t finding new customers, but reactivating the ones you already had?  In this episode, Dan Pfister shares the surprising math behind winback programs, why dormant accounts are a hidden revenue engine, and how enterprise teams can turn trust and tribal knowledge into a repeatable expansion strategy.  Packed with research, practical examples, and sharp insights,...

Enterprise selling isn’t solo—it’s a team sport. In this episode, Fred Diamond unpacks what makes today’s best account teams succeed: structured collaboration, specific problem-solving, and a leadership mindset. From the four E’s of sales effectiveness to insights on AI adoption, Fred shares practical frameworks and real-world stories from top companies. If you lead—or sell into—strategic accounts...

In this episode, Dave Irwin sits down with Paul Butterfield, CEO of Revenue Flywheel Group, to unpack what it really means to enable enterprise teams around the customer’s journey.     Paul shares insights from decades in sales leadership and enablement, showing why traditional demo-first approaches fail and how the best account teams co-create value with their buyers…well before a formal initiati...

Your internal hero isn’t just a “champion”… they are your best chance at unlocking the rest of the buying center.   But ONLY if you know how to elevate them.     In this episode, Dave Irwin sits down with Brynne Tillman, CEO of Social Sales Link, to explore how top-performing account teams use social selling, not to pitch, but to map influence, build trust, and expand from the inside out.  You’ll...

The role of account leaders and insight strategists in driving relevancy, customer engagement, and account growth.  Current State & Problem Identification  Organizations are stuck in outdated, product-driven playbooks.  Account teams are overwhelmed, myopic, and misaligned with buyers.  Significant gaps exist between what buyers need and what sellers provide.  Expert Context  Brian Shea advise...

In this episode of Selling What’s Possible, host Dave Irwin and guest Dave Brock dive into why traditional, product-pushing sales methods no longer resonate with today’s buyers. They discuss how most customers complete the majority of their buying cycle on their own—and why sales teams must engage earlier by understanding and solving customer problems. Dave Brock explains how adopting a “business...

In this episode, Dave Irwin sits down with Keenan, author of Gap Selling , to explore why traditional sales approaches fail in enterprise account management. Keenan explains why buyers don’t act unless their current state is untenable and how account teams can drive change by focusing on diagnosing problems instead of pushing solutions. They discuss the psychology behind decision-making, the impor...

In this episode, Craig Nelson and Dave Irwin explore how AI is transforming sales and account planning. The discussion focuses on foundational strategies, key use cases, and actionable insights for optimizing workflows and enabling enterprise growth.  Key takeaways: Start with Foundations: Establish clear governance and foundational use cases for AI adoption.  Focus on High-Value Wins: Identify an...

In this episode of Selling What’s Possible, host Dave Irwin chats with Dave Lewark, Enterprise Sales Director at Infinity SPM, about the challenges and strategies for delivering consistent value to enterprise accounts. From bridging the gap between sales and account management to leveraging empathy and alignment, they explore what it takes to build trust, sustain engagement, and manage the complex...

Welcome to Selling What's Possible, a podcast dedicated to enterprise accounts. I'm Dave Irwin, founder and CEO of Polaris I.O. And for over 30 years in my role as a CSO, CMO, and CEO, interfacing with hundreds of other revenue leaders and account teams, I've always been fascinated by the economy of key accounts, the global 2000, and the outsize role they play in every business. There is always a...

In this episode, host Dave Irwin welcomes Ron Hubsher, CEO of Sales Optimization Group, to discuss the art of account negotiations through the lens of co-creating value. Ron shares his expertise on business-to-business (B2B) sales negotiation, emphasizing the importance of being the buyer's number one choice by minimizing both business and personal risk. Ron and Dave discuss the concept of "Blue S...

Topic: Focusing on Your Customer Needs for Your Next Account Growth Planning Cycle In this episode of Selling What's Possible , Dave Irwin is joined by Ted Corbeill, Director of Revenue Enablement and a former Marine Intelligence Officer, to explore the evolving dynamics of account planning and where account teams should focus on for their 2025 account planning cycle. Ted brings a data-driven, dis...

In this episode of Selling What's Possible , host Dave Irwin dives into the critical distinction between "needs" and "leads" in enterprise account sales with guest Mike Koory, founder and CEO of BlueSalesFly. Together, they unpack account management challenges, emphasizing the importance of creating relevancy and customer-centric approaches over traditional pipeline generation, emphasizing a produ...