When sales is asking for a feature you shouldn't build

Sales asks for a feature because a deal hinges on it. Product builds it because the deal is large. The feature ships, the deal closes, and the feature gets used by one customer for one quarter. Three quarters later, the feature is dead code that nobody dares delete.

How to push back honestly

• Ask if the deal will actually close with the feature. Often the answer is "probably" — that's a no.
• Ask if other customers want the same thing. If not, the feature is for one customer.
• Quote the real cost — eng time, ongoing maintenance, opportunity cost.
• Propose alternatives — a workaround, a consulting engagement, a different product.

When to actually build

The feature is on your roadmap anyway. Multiple customers want it. The deal is large enough to justify the build cost even if no others materialize. Anything less and you're building bespoke software at SaaS margins.

Every sales feature you build is a feature you maintain for a decade. Underwrite each carefully.