Selling What's Possible
Welcome to Selling What's Possible, the podcast that's pushing the boundaries of modern account sales. I'm your host, David Irwin, CEO of Polaris I/O and a veteran with 30 years of experience in successful account sales programs.
In each episode, we'll dive deep into the world of strategic account development, uncovering innovative approaches and fresh perspectives that you may not have considered before. We'll be joined by top sales professionals, revenue leaders, and dynamic innovators who are reshaping the landscape of account sales.
Whether you're navigating the complexities of key accounts or seeking to expand value-driven outcomes for your customers, this podcast is your guide to consistently growing your strategic account relationships.
Get ready to challenge conventional wisdom, explore new methodologies, and unlock the full potential of your account sales strategies. This is Selling What's Possible - where we turn potential into reality.
- Update frequency
- every 13 days
- Average duration
- 28 minutes
- Episodes
- 16
- Years Active
- 2024 - 2025
Why Good Ideas Don’t Win- and What Actually Moves the Needle
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” …
Transforming Sales with AI: A Conversation Starter with EY’s Keith Mescha
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 discussi…
Lead Like an Analyst: Buyers Want Insights, Not Intros
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 th…
The Goldmine You Already Own
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 dorman…
How Sales Teams Win When Engagement Becomes a Sport
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 leaders…
How Elite Account Teams Win: Co-Creating the Customer’s Buying Journey
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 insi…
Stop Waiting: How Social Selling Unlocks Hidden Buyers
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 w…
Davids vs. Goliaths: Shifting from Inside-Out to Outside-In Account Strategies
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-…
Great Problem Solvers Win by Shaping Decisions
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…
Strategic Accounts & Gap Selling
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 unles…
AI in Sales and Account Planning: From Foundation to Optimization
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 o…
Delivering Consistent Value to Enterprise Accounts
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 e…
An Introduction to Selling What's Possible
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 wi…
Negotiating Value in Enterprise Accounts
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 b…
Identifying Account Growth in Your 2025 Account Planning Cycle
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…
Needs vs. Leads: Restructuring Your Pipeline to Drive New Growth Opportunities for Your Key Accounts
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 BlueS…