Selling What's Possible

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 Technologies

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

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.