The Margin Makers

By the time most sales teams engage, the real decisions have already been made—or influenced by someone else. This episode explores how strategic access, timing, and insight separate margin-making organizations from the ones chasing RFPs and discounts. 

This episode tackles: 
  • Why early access isn’t a nice-to-have, it’s a margin advantage 
  • The illusion of being “in the mix” vs. shaping the problem upstream 
  • How information asymmetry defines deal quality 
  • What it actually takes to earn a seat in the earliest phases of a customer's decision process 
  • The margin cost of showing up reactive 

What is The Margin Makers?

"The Margin Makers" is not just another sales podcast—it's a blunt-force re-examination of how companies grow, and at what cost.

Hosted by CEOs Dave Irwin and Bryan Gray, this series pulls back the curtain on the growth myths holding companies hostage. Built for C-suite leaders, board members, and revenue executives staring down unpredictable pipelines, squeezed margins, and plateaued growth, The Margin Makers goes where most don't: to the uncomfortable truth that sales, as currently constructed, can’t carry the weight of modern growth expectations.

Every episode delivers executive-level commentary—and soon, interviews—that challenge conventional thinking, expose misaligned strategies, and reframe margin creation as the true measure of go-to-market success. If you’re ready to rethink the role of sales, elevate the conversation in your boardroom, and unlock growth your competitors can’t see—welcome to The Margin Makers."