(I looked through the forum and don't believe this to be a duplicate, so sorry if it is. I see others about dealing with roadmaps, etc but didn't see this specific topic)
When you have features on your roadmap that are SUPPOSED to be released in the coming months, do you ever sell based on those "promises" from the product team? This is something that I've never done, but I'm getting pressure to sell on a feature that we've been told will be out in the next 8 weeks to bring in a deal for our end of quarter... and personally, I don't believe it will be out in the next 6 months based on the track record...
My approach has always been that I should have 80% of all my revenue closed going into the last 2 weeks of a quarter. In this scenario, it means I'm running my deal cycles properly and not forcing dates that are arbitrary tot he prospect.
This turned into more of a rant than a question, but how have you dealt with selling based on product roadmaps?