Sales Career Playbook: Build Trust, Not Just Pipelines
In this episode of Professional Quotient, host Jason Winningham speaks with Katie Steinberg, Director of Growth at MarketScale, about what genuinely drives success in B2B sales. Katie emphasizes a relationship-first approach, arguing that listening, trust-building, and authentic connection matter far more than cold outreach volume or quota-chasing. The conversation offers actionable career advice for sales professionals looking to grow sustainably in the Pro AV and B2B space.
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Key takeaways
Trust and genuine relationship-building outperform cold calls and pipeline volume in B2B sales.
Active listening is a core skill that separates good salespeople from great ones.
Long-term career success in sales comes from a human-centered, consultative mindset rather than a transactional approach.
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In this episode of Professional Quotient (PQ), host Jason Winningham sits down with Katie Steinberg, Director of Growth at MarketScale, for a candid conversation packed with practical sales career advice, focusing on what really drives success in B2B sales beyond cold calls and quotas.
Katie’s approach to sales is refreshingly human. She prioritizes listening over pitching and sees herself as a “cheerleader” helping clients build confidence. From her start in sports broadcasting to leading growth at MarketScale, she shares how adaptability, empathy, and self-trust shaped her path. She speaks openly about navigating imposter syndrome, learning to trust her own decision-making, and the ongoing challenge of “faking it till you make it”, underscoring that confidence is often something we build, not something we start with.
In this conversation, Katie and Jason unpack what it really means to build professional equity—developing skills, relationships, and confidence that fuel long-term success in sales and beyond.
Katie shares candid insights on:
- Why listening is more powerful than pitching.
- Navigating imposter syndrome and learning to lead.
- The importance of confidence, even if you have to fake it at first.
- How to build authentic relationships that last beyond the sale.
- Transitioning from sports broadcasting dreams to thriving in B2B tech-enabled sales.
Whether you’re just starting your career, considering a pivot into sales, or trying to sharpen your client engagement skills, Katie offers practical advice and encouragement that’s both relatable and energizing.
If you’re interested in B2B sales, sales career advice, building confidence, and creating genuine customer connections, this episode is for you.
Katie Steinberg is a B2B growth strategist with expertise in user-generated content, client engagement, and tech-enabled media solutions. As Director of Growth at MarketScale, she helps leading brands in hospitality, retail, and sports harness their communities to scale content and drive revenue. Her career includes leadership roles in sales, marketing, and client services, with experience representing top companies at major industry events like NRF and HITEC.
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