Selling What's Possible

Mar 26 2025 9 ep. 27 mins
Selling What's Possible Podcast artwork

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.

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Davids vs. Goliaths: Shifting from Inside-Out to Outside-In Account Strategies

Mar 26 2025 36 mins  
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 Current State & Problem Identification Organizations are stuck in outdated, product-driven playbooks.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 S

Great Problem Solvers Win by Shaping Decisions

Mar 09 2025 33 mins  
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

Strategic Accounts & Gap Selling

Feb 23 2025 40 mins  
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-

AI in Sales and Account Planning: From Foundation to Optimization

Feb 17 2025 30 mins  
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

Delivering Consistent Value to Enterprise Accounts

Feb 04 2025 27 mins  
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

An Introduction to Selling What's Possible

Jan 07 2025 1 mins  
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. Th

Negotiating Value in Enterprise Accounts

Jan 06 2025 20 mins  
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 co

Identifying Account Growth in Your 2025 Account Planning Cycle

Dec 10 2024 27 mins  
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 dat

Needs vs. Leads: Restructuring Your Pipeline to Drive New Growth Opportunities for Your Key Accounts

Dec 03 2024 28 mins  
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, emph