In this episode, Dave Irwin sits down with Paul Butterfield, CEO of Revenue Flywheel Group, to unpack what it really means to enable enterprise teams around the customer’s journey.
Paul shares insights from decades in sales leadership and enablement, showing why traditional demo-first approaches fail and how the best account teams co-create value with their buyers…well before a formal initiative even exists.
From stakeholder mapping and discovery depth to trust-building, Paul makes the case for a shift toward insight-driven selling that prioritizes customer impact over pitch decks.
Guest:
Paul Butterfield, CEO, Revenue Flywheel Group
https://www.linkedin.com/in/paulbutterfield/
Key Points:
- Why sales enablement must expand across the entire customer journey
- The power of insight-driven discovery vs. check-the-box qualification
- How to move from selling a product to enabling outcomes
- Why most messaging fails: it's about features, not the customer's reality
- Strategies for engaging multiple stakeholders with tailored discovery
- How to co-create initiatives with buyers vs. reacting to defined RFPs
- The importance of stakeholder-specific impact and how to reflect it back
- Using “Opportunity Qualification Meetings” to align buying groups internally
- How to lead with business acumen, even if you’re not the domain expert
- Why post-sale visibility and implementation planning builds pre-sale trust
- A three-part framework for buyer trust: Authenticity, Competence, Empowerment
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.