Selling What's Possible

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 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.