A lot of it is cultural. Is sales job to hit the number, or is it customer success? It has to be the latter if you want to grow a reputation and in turn increase the level of relationship with your customer. This is the difference between selling a $400k one off, a $2m "mail the CDs and run", or a long term relationship that nets you $10m or more and multiples of that in benefits for the customer themself.
Also, some (most) places do not have very good lines of communication between sales and R&D, while others do. I'm lucky to be in a place where I can submit a PR on Github if I need something yesterday, or can file feature requests / fixes that will get looked at within the week.
My view is generally that the relationship with a customer is where you make most of your money over 5+ years, selling them an opportunity once by promising the moon and delivering a paper plate is in no one's interest. Lots of sales people act that way but that's not going generally going to be your leaders.
Also, some (most) places do not have very good lines of communication between sales and R&D, while others do. I'm lucky to be in a place where I can submit a PR on Github if I need something yesterday, or can file feature requests / fixes that will get looked at within the week.
My view is generally that the relationship with a customer is where you make most of your money over 5+ years, selling them an opportunity once by promising the moon and delivering a paper plate is in no one's interest. Lots of sales people act that way but that's not going generally going to be your leaders.