I would imagine he would recognize his sales experience as a key component of his start-up value, both in terms of 'stacking cheddar' and also in evaluating the market potential of a product.
The hustler can set the product development vision, but it better be based on a keen understanding of customer need, market readiness, and his team's ability to execute.
Adam, though, you make a really good point of how important a good vision is to sales. A clear vision makes a sale so much easier.
1) The first is two find some way to "hack" together a product yourself. This can be as simple as a "demo" in keynote/powerpoint or something that you can show off to investors as the product initially. Or if you are in a service business, perform the service manually for a few customers (run it from a spreadsheet) and prove the need before plunging into full fledged development. Both of those will most likely also reduce the time-footprint of your development
2) A lot of accelerators seem to be accepting pre-product companies these days and I think this is the strength of a lot of the accelerators is to get you into the product stage. These could be a viable option if you have one in your area