• http://webmarketersguild.org WMG

    The sales team over-hying the product is a very real problem, in that it sets unrealistic expectations. Aside from the sales team undervaluing the product (great point) I believe there is intense pressure to compete with yopur competitors hype, which is also unrealistic.

  • http://www.marketingignite.com Johan Hedin

    Nice article and I agree. The problem is that some sales people are very aggressive and do everything to get the deal even if there is hype. Thats why I never hire any sales people who are all into that stuff but someone that is a real consultant and can educate and help as well as set the expectations properly.