Ep 12 Dan Pfister, Founder of WinBack Labs

What if the fastest path to growth isn’t finding new customers, but reactivating the ones you already had? In this episode, Dan Pfister shares the surprising math behind winback…


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EP 10 Paul Butterfield, CEO, Revenue Flywheel Group

This episode explores how account teams can evolve beyond transactional sales to become ‘orchestrators of customer success’ through stakeholder discovery, insight framing, and…


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The Insight-Driven Revolution: Transforming Account Selling Through Eight Buyer-Centric Shifts

This whitepaper delivers a critical “eight-shift” roadmap to pivot from reactive tactics to insight-driven growth, placing evolving buyer needs at the core of every……


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Episode 09: Brynne Tillman, CEO, Social Sales Link

In this episode, Dave Irwin sits down with Brynne Tillman, CEO of Social Sales Link, to explore how top-performing account teams use social selling, not to pitch, but to map…


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Episode 08: Brian Shea, Principal, Lucrum Partners

Dave and Brian discuss shifting from traditional, product-centric account management (Inside-Out) to customer-driven, insight-led strategies (Outside-In).


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Episode 07: David Brock, CEO at Partners in Excellence

In this episode, Dave Irwin and Dave Brock discuss why sales teams must stop waiting for customers to engage and instead focus on early intervention in the buying process.


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Episode 06: Keenan, CEO and Founder of A Sales Growth Company

Dave Irwin sits down with Keenan, author of Gap Selling, to explore why traditional sales approaches fail in enterprise account management.


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Episode 05: Craig Nelson, Revenue Enablement Expert, Founder at GrowthIQ.ai

The discussion focuses on foundational strategies, key use cases, and actionable insights for optimizing workflows and enabling enterprise growth.


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Episode 04: Dave Lewark, Enterprise Sales Director, Infinity SPM

The importance of maintaining trust, empathy, and alignment in enterprise account management to deliver value consistently over time.


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Episode 03: Ron Hubsher, CEO, Sales Optimization Group

Practice Ron’s three principles—lower risk, quantify value, and expand relationships—to negotiate success.


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The shift to insight-driven enterprise account growth starts here.

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