Where can I listen to this podcast?

This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.

Does this podcast accept guests?

Yes, this podcast regularly features guests.

Selling What's Possible

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by Dave Irwin

18 episodes

Updated Daily

Accepts GuestsHas Sponsors

Podcast Authority

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FairBased on show quality, social media presence, reviews, charts, and more

Quality81

Social0

YouTube66

Engagement0

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Podcast Overview

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.

Language

🇺🇲

Publishing Since

12/3/2024

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🇺🇸 Charts #3

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Apple 142

Spotify 827

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Podcast Authority

Beta

FairBased on show quality, social media presence, reviews, charts, and more

Quality81

Social0

YouTube66

Engagement0

Learn more

Excellent Areas

Good Performance

Growth Opportunities

excellent

Episode Length

29 minutes

Performing excellently!

needs improvement

Publishing Consistency

Every 15 days

Recommendations available

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Recent Episodes

December 4, 2025

Rethinking Your Revenue Pipeline

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:<ul><li>Account prioritization is science, not gut feel. </li><li>Your CRM is lying to you if it only has 16% of the story. </li><li>If you’re not on the “day-one list,” you’re already losing. </li><li>Pre-intent is where the hidden pipeline lives. </li><li>Expansion deserves the same rigor as acquisition. </li><li>Most pipelines need a ruthless clean-up. </li><li>The future: one unified revenue dashboard.</li></ul>

November 3, 2025

If They Can’t Retell It, You Won’t Win It

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

July 31, 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” 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 <ul><li>Sellers waste time on well-intentioned, rational proposals that never close. </li><li>Most don’t understand how human decision-making actually works, especially in large account teams. </li><li>Teams confuse pain points with priorities and miss the urgency that drives action. </li><li>Despite plenty of good ideas and strong ROI, stakeholders don’t act unless they feel a threat. </li></ul> Key Takeaways & Insights <ul><li>Threat ≠ Fear: A threat is a real, urgent priority—fear is only an emotional reaction. </li><li>Pain Points Don’t Move Deals: Just because something is annoying doesn’t mean it’ll be acted on. </li><li>The Primitive Brain Drives Decisions: 90% of choices are emotional and happen before logic kicks in. </li><li>Sellers Need to Name the Threat: You must be able to articulate a specific threat you’re helping eliminate. </li><li>Relevance Wins Access: Your message must trigger the primitive brain within 30 seconds to get executive attention. </li><li>Threats Unlock Margin: Urgent priorities lead to bigger deals, less competition, and higher value. </li></ul> Tie to Polaris I/O & CIS Motion <ul><li>Validates the Polaris approach of surfacing pre-intent signals to find real threats early. </li><li>Reinforces the CIS's job of translating signal into prioritized opportunity pursuit. </li><li>Positions “Name That Threat” as a skill CISs must develop to refine messaging and opportunity ranking. </li><li>Emphasizes the power of internal access and early alignment for higher-margin deals. </li></ul>

18 total episodes available

Recent guests on Selling What's Possible

Guests from recent episodes — sign up to see every guest that has ever appeared on this show.

Dan Pfister

Guest

Paul Butterfield

Guest

Brynne Tillman

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Brian Shea

Guest

Dave Brock

Guest

Keenan

Guest

Dave Lewark

Guest

Ron Hubsher

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Ted Corbeill

Guest

Michael Koory

Guest

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Frequently asked questions

Have a different question and can't find the answer you're looking for? Reach out to our support team by sending us an email and we'll get back to you as soon as we can.

What is 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.
How often does this podcast release new episodes?: This podcast updates daily.
Where can I listen to this podcast?: This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Does this podcast accept guests?: Yes, this podcast regularly features guests.

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