285 - Why Product-First Selling Breaks High-Trust Pipeline with Steve Wallace
Too many leaders say they sell through relationships, then walk into the next discovery call and make the product the center of the room. The result is a pipeline full of pressure, weak referrals, and prospects who can feel they are being processed instead of understood.
Steve Wallace, CEO of Back to Basics Revenue Company / B2B Rev, learned that lesson in one of the hardest sales classrooms: 100% commission financial services. Early success led him toward bigger opportunities, but poor guidance and product-first training pushed him into chasing whales before he had built the trust…
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