Telling Enterprise Sales Why You Won't Build a One-Off Custom Feature
Sales reps promise custom features to close single deals, fracturing product focus into an agency model. Here is the framework PMs use to defend roadmap integrity.
Vishal VermaCTO & Co-Founder, Dehurdle
November 24, 20244 min read
The 'Problem vs. Solution' Discovery Script
Recommended Spoken Script
"I want to help you close this $80k deal. But building a bespoke custom export for one client derails our core audio streaming engine for the next 2 sprints. Let's unpack the buyer's underlying workflow need: what business problem are they trying to solve with that export? Can we satisfy that with our existing API webhook integration?"
The 2-Minute Practice Drill
2-Minute Spoken Drill
The 2-Minute Practice Drill
Practice saying no to high-pressure sales requests in Dehurdle.