Selling What's Possible

Enterprise selling isn’t solo—it’s a team sport. In this episode, Fred Diamond unpacks what makes today’s best account teams succeed: structured collaboration, specific problem-solving, and a leadership mindset. From the four E’s of sales effectiveness to insights on AI adoption, Fred shares practical frameworks and real-world stories from top companies. If you lead—or sell into—strategic accounts, this episode will change how you think about team performance and customer engagement.

Guest:
Fred Diamond, Co-founder, Institute for Effective Professional Selling (IEPS)
Host of Sales Game Changers Podcast

Main points covered:
  • Why most enterprise sales teams struggle with engagement and collaboration 
  • The Four E’s of sales effectiveness: Engage, Empower, Elevate, and Execute 
  • Why account team performance depends on internal collaboration—not just individual skill 
  • The shift from general sales training to specific customer problem solving 
  • How community-based coaching models (like IEPS groups) outperform generic enablement 
  • Why remote work risks disengagement, and what leaders must do to fix it 
  • What elite sales professionals do differently to get the next meeting 
  • AI in sales: why adoption is low today—but poised to transform how teams prepare and communicate 
  • How companies should design AI into sales workflows, not just license tools 
  • What great enterprise sellers really want: support, visibility, and pathways to grow 

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.