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 buyer -  and sets up the next episode: designing a unified pipeline dashboard for 2026. Guest: Kunal Mehta, CEO, TPG TechnologiesKey takeaways:Account prioritization is science, not gut feel. Your CRM is lying to you if it only has 16% of the story. If you’re not on the “day-one list,” you’re already losing. Pre-intent is where the hidden pipeline lives. Expansion deserves the same rigor as acquisition. Most pipelines need a ruthless clean-up. The future: one unified revenue dashboard.

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, you won’t win it.   Current State & Problem Teams show up late and lead with catalog decks instead of a buyer-ready story. Messages are sender-centric; they don’t travel across the stakeholder group. Champions aren’t equipped to replay the narrative—so momentum stalls. Meetings are overstuffed: too much presenting, not enough discussion. Content lacks a named problem/initiative, so nothing sticks or spreads.  Key Takeaways & Insights Retellability is the acid test: If a non-expert can replay it, you’re in the game. Problem first, product later: Lead with the customer’s problem, impact, and stakes. 5–7 slide arc: Problem → impact → how we solve → proof/objections → next step. Headlines > bullets: Each slide needs a sentence headline that tells the story. Design for conversation: Aim for ~1/3 content, 2/3 discussion in the meeting. Name the problem: Give the initiative a simple, memorable handle people can repeat. Make slides reusable: Build them so champions can forward without you in the room. Practice like a playbook: Shorten, sharpen, rehearse- then coach the team to deliver.  

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 equipping account teams to prioritize opportunities that have real urgency.  Current State & Problem Sellers waste time on well-intentioned, rational proposals that never close. Most don’t understand how human decision-making actually works, especially in large account teams. Teams confuse pain points with priorities and miss the urgency that drives action. Despite plenty of good ideas and strong ROI, stakeholders don’t act unless they feel a threat.  Key Takeaways & Insights Threat ≠ Fear: A threat is a real, urgent priority—fear is only an emotional reaction. Pain Points Don’t Move Deals: Just because something is annoying doesn’t mean it’ll be acted on. The Primitive Brain Drives Decisions: 90% of choices are emotional and happen before logic kicks in. Sellers Need to Name the Threat: You must be able to articulate a specific threat you’re helping eliminate. Relevance Wins Access: Your message must trigger the primitive brain within 30 seconds to get executive attention. Threats Unlock Margin: Urgent priorities lead to bigger deals, less competition, and higher value.  Tie to Polaris I/O & CIS Motion Validates the Polaris approach of surfacing pre-intent signals to find real threats early. Reinforces the CIS's job of translating signal into prioritized opportunity pursuit. Positions “Name That Threat” as a skill CISs must develop to refine messaging and opportunity ranking. Emphasizes the power of internal access and early alignment for higher-margin deals. 

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 complex sales organizations.Keith shares practical insights from his work at EY, emphasizing the real-world shifts already happening inside sales teams. This is the first in what will be a deeper ongoing conversation about modernizing sales with AI, so think of this as a powerful intro, not the final word. Takeaways:- AI isn’t just automating tasks, it’s unlocking smarter selling- Personalization is now table stakes- Cross-team collaboration is critical to getting value from AI- Early adopters inside companies can lead big change- Strategic leadership buy-in is what makes or breaks AI efforts- Culture matters: innovation has to be nurtured, not forced- The best AI tools surface the right signals at the right time- Sellers don’t need more dashboards, they need better context- Data without access is a dead end- AI can bridge insight gaps that sellers don’t even know exist

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. If you want to become the analyst your customers trust, this one's for you. Guest: Michael Phelan, Founder & Principal Go to Market Pros Key points:Why personalization fails and insight succeeds in enterprise selling The “Jobs to Be Done” framework for identifying customer needs How best-in-class competitor benchmarks create internal urgency Becoming a trusted analyst and source of insight (not just a seller) Research-backed ways to drive expansion across large accounts Practical examples: how companies like Target and AT&T respond to insight-led engagement How to engage earlier in the buyer’s journey and shape the pursuit Creating before-and-after moments that visualize value Why sellers must spark internal collaboration to win expansion deals 

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, this one’s a blueprint for account growth in 2025. Key takeaways:Why winback and reactivation are underutilized in enterprise account strategy 26% average return rate of lost customers (up to 31% per Harvard study) Reactivated customers have 2x lifetime value Cost of winback is drastically lower (as low as $5k per SMB campaign) Peak-end rule & Pratt-Fall effect: psychological science behind winback success Strategic segmentation: not all “lost” accounts are the same—some are dormant Winback Propensity Model and Customer Journey Mapping for program design Internal referrals as the most powerful path to account expansion Using trust, tribal knowledge, and insights to reactivate and expand accounts Tactical advice: how to build a scalable, repeatable program inside large enterprises Guest:Dan Pfister, Founder of WinBack LabsLinkedIn

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, this episode will change how you think about team performance and customer engagement. Guest:Fred Diamond, Co-founder, Institute for Effective Professional Selling (IEPS) Host of Sales Game Changers Podcast Main points covered:Why most enterprise sales teams struggle with engagement and collaboration The Four E’s of sales effectiveness: Engage, Empower, Elevate, and Execute Why account team performance depends on internal collaboration—not just individual skill The shift from general sales training to specific customer problem solving How community-based coaching models (like IEPS groups) outperform generic enablement Why remote work risks disengagement, and what leaders must do to fix it What elite sales professionals do differently to get the next meeting AI in sales: why adoption is low today—but poised to transform how teams prepare and communicate How companies should design AI into sales workflows, not just license tools What great enterprise sellers really want: support, visibility, and pathways to grow 

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 initiative even exists.   From stakeholder mapping and discovery depth to trust-building, Paul makes the case for a shift toward insight-driven selling that prioritizes customer impact over pitch decks. Guest: Paul Butterfield, CEO, Revenue Flywheel Group https://www.linkedin.com/in/paulbutterfield/Key Points: - Why sales enablement must expand across the entire customer journey - The power of insight-driven discovery vs. check-the-box qualification - How to move from selling a product to enabling outcomes - Why most messaging fails: it's about features, not the customer's reality - Strategies for engaging multiple stakeholders with tailored discovery - How to co-create initiatives with buyers vs. reacting to defined RFPs - The importance of stakeholder-specific impact and how to reflect it back - Using “Opportunity Qualification Meetings” to align buying groups internally - How to lead with business acumen, even if you’re not the domain expert - Why post-sale visibility and implementation planning builds pre-sale trust - A three-part framework for buyer trust: Authenticity, Competence, Empowerment 

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 hear about how to turn one trusted relationship into many, avoid single-threading risks. Brynne also breaks down the right way to ask for introductions (and what not to do), how to become the person your client brags about internally, and the three rules that set elite sellers apart.  Whether you’re managing one strategic account or trying to scale across a territory, this conversation will change how you think about proximity, permission, and growth. What social selling is (and what it’s not) Using LinkedIn for mapping influence across buyer centers The “Hero vs. Champion” mindset Avoiding single-threaded relationships Elevating internal advocates without pitching Tactics for internal and external referrals How to be a connector, not just a closer Using reverse referrals and soft asks 3 rules for landing, expanding, and retainingGuest: Brynne Tillman, CEO, Social Sales Link https://www.linkedin.com/in/brynnetillman https://socialsaleslink.com 

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 advises CEOs and revenue leadership teams on overcoming growth barriers. Emphasizes the transformation from indirect to direct go-to-market strategies and the importance of aligning teams to new buyer realities. Key Insights from Conversation Importance of understanding buyer-driven change post-pandemic and digital acceleration. How outdated approaches cause confidence gaps at all levels (CEOs, leadership teams, frontline sellers). The growing complexity of executive buying teams and why traditional product pitches no longer resonate. Strategic Recommendations Elevate conversations to an executive level by deeply understanding customer problems. Clearly align capabilities to customer financial metrics and outcomes. Differentiate account leaders through executive-level acumen, financial understanding, and trusted advisory presence. Adopt a "Batman and Robin" model: Account leaders paired with insight strategists to maximize effectiveness. Real-world Examples and Success Stories A billion-dollar client transformed by flipping go-to-market strategy (indirect to direct) through strategic alignment. Tangible impacts of relevancy: rapid customer acknowledgment and increased engagement. Suggested Action Items Implement self-reflection for account managers to assess relevancy and customer insight levels. Build internal dialogues with executives (CFO, COO) to sharpen customer-centric approaches. Establish a dedicated insight strategist role to continually feed actionable insights to account leaders. Closing Takeaways True differentiation in enterprise sales is now achieved through strategic relevance, deep customer insights, and advisory-level interactions. Account leaders must shift from product-centric to problem-centric strategies, continually validated by executive-level buyer engagement. Guest: Brian Shea Principal, Lucrum Partners brian@lucrumpartners.co lucrumpartners.co 

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 focused selling” mindset, including using customer focus and problem focus questionnaires, not only builds trust but also dramatically improves win rates, shortens buying cycles, and increases deal sizes. Real-world examples and actionable advice offer account executives a roadmap to transform from transactional sellers into strategic problem solvers.Guest:David Brock, Author “Sales Manager Survival Guide”, CEO at Partners in Excellence https://www.linkedin.com/in/davebrock/https://partnersinexcellenceblog.com/Key takeaways:Changing Buyer Behavior:Over 80% of buyers prefer a “rep-free” buying environment.Customers now navigate most of the buying process on their own. Early Engagement & Pre-Intent:The importance of engaging before solution selection.Intercepting the buying process early to shape outcomes. Business Focused Selling:Transitioning from a product-pitch mindset to a problem-solving approach.Building trust by understanding customer challenges and industry metrics. Sales Transformation & Metrics:Doubling win rates, reducing “no decision” outcomes by 25%, and cutting buying cycles by 30–40%.Real-world examples demonstrating dramatic increases in average deal size. Tools & Tactics:Using customer focus and problem focus questionnaires to build business acumen.Leveraging modern tools (e.g., AI like ChatGPT) to simulate customer conversations. 

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 importance of business acumen, and how account teams can become trusted advisors. If you’re in sales or account management, this episode is packed with actionable insights to elevate your approach. Guest: Keenan, CEO and Founder of A Sales Growth CompanyKey takeaways:People buy when the pain of staying the same is greater than the effort to change—salespeople must highlight this gap. Enterprise account teams need to map decision-makers, including those who can say “no” but not “yes.” Trust is built by deeply understanding the customer’s business, not just selling a product. Many buyers don’t fully understand their own problems—great account executives help them figure it out. Quarterly Business Reviews (QBRs) should focus on whether the customer is achieving business goals, not just product usage metrics. 

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 and implement a few impactful AI-enabled workflows to demonstrate success quickly. Break Silos: Integrate AI into cross-functional strategies to ensure company-wide benefits. Leverage AI for Hyper-Personalization: Utilize AI to align deeply with customer needs and enhance sales relevance. Treat AI as a Teammate: Incorporate AI thoughtfully to augment and accelerate workflows, not just as a standalone tool. Prepare for Long-Term Gains: Build a foundation now to capitalize on data-driven insights for strategic growth in the future. 

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 complexity of large-scale enterprise relationships. Key takeaways include the importance of benchmarks, knowledge sharing, and working backwards from the customer’s priorities to create lasting value. 

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 top 10 or top 20 that drives the vast majority of revenue and profits. Join us for each episode where we will explore these different topics and ways to quickly move past obstacles and old and outdated approaches to become faster, more nimble, more adaptive and collaborative. You'll hear from some of the best in the business, revenue leaders, account team leaders and strategists and other thought leaders sharing real stories and game-changing insights. Let's redefine together what modernized account research, planning and execution looks like when it comes to growing, expanding and retaining enterprise accounts that spend the most.

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 Space" – focusing on solving customers' problems instead of white space, which is very product-centric and all about the seller. The conversation highlights key strategies, including building trust with executive stakeholders, quantifying value, and maintaining continuous relevance in customer relationships. If you're looking to strengthen enterprise account negotiations and drive meaningful customer relationships, this episode is packed with insights to elevate your approach. Lowering both business and personal risk makes you the buyer’s number one choice. Quantifying the value you create helps command a price premium and grow relationships. Co-create value by solving customer challenges expansively, not just selling products. Stay relevant with regular customer engagement to uncover new opportunities. Practice Ron’s three principles—lower risk, quantify value, and expand relationships—to negotiate success. Guest: Ron Hubsher, Negotiation Expert, CEO of the Sales Optimization Group

Topic:Focusing on Your Customer Needs for Your Next Account Growth Planning CycleIn 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, disciplined approach to revenue enablement, emphasizing the importance of aligning account planning with customer growth strategies. Together, they discuss the pitfalls of traditional account plans, which often focus on internal targets rather than customer needs, and advocate for dynamic, customer-centric strategies that leverage real-time data and insights. They highlight the significance of understanding customer initiatives, integrating siloed team efforts, and creating living account plans that evolve continuously. Ted introduces the concept of the "analytical line" for ongoing assessment and alignment, stressing that true growth stems from teamwork, execution, and aligning with the customer's goals. This episode is a must-listen for account teams looking to modernize their strategies and unlock expansive growth opportunities. Guest: Ted Corbeill, Director of Revenue Enablement Key takeaways:Account teams should shift from internally-focused, static plans to dynamic, customer-centric strategies that leverage real-time data, align with customer growth goals, and emphasize teamwork and execution for unlocking expansive growth opportunities in 2025. 

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 product focus. Mike shares actionable insights on bridging the gap between what customers truly need and how teams can align to deliver impactful solutions. They explore strategies for navigating complex stakeholder networks, building trust through insight-driven guidance, and the power of consistent team collaboration. A highlight includes practical tips for fostering team alignment, such as the "campfire meeting" concept to ensure daily relevance and shared goals. This episode is a must-listen for revenue leaders and account teams looking to modernize their account strategies and grow enterprise accounts effectively.Guest: Michael Koory, Founder / CEO of Blue SalesFlyTakeaways:Sales is not just about leads; it's about understanding needs.The invisible pipeline represents the gap in customer needs identification.Relevancy is key to successful sales engagements.Account teams must navigate complex customer journeys effectively.Building trust with clients leads to faster deal closures.Salespeople need to align their insights with customer needs.A customer-centric culture enhances sales effectiveness.Effective communication within account teams is crucial.Sales strategies must evolve to meet changing customer expectations.Management must support account teams with the right tools and structure.