Pipeline Volume Trap: Why More Leads Kill Better Deals

Episode 301: Joe Healy, Chief Growth Officer at Fintua, explains why the pursuit of more leads often distracts companies from what actually drives revenue growth. He shares how trust, customer understanding, and relationship building create stronger commercial outcomes than traditional pipeline thinking. He also highlights the importance of diagnosing customer challenges before presenting solutions. The discussion reveals why human trust remains one of the few sustainable competitive advantages left in business.