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When working as the head of engineering at a start-up, I would get dragged into this process on the sales side. I would sit there cringing at all of the bonkers crap the Sales Engineer or Solutions Architect was spewing at the customer.

The senior technical person from the customer would ask me a couple hard questions and I would be pretty honest in my responses. Afterwards our Sales Success Customer Account Manager would be unhappy with me, but at least I wouldn't have to go to another one of those meetings for a while.

The deal would go ahead anyway because our management had convinced their management to make the purchase even though what we were offering didn't really meet their needs. They would only need to pay us if we actually delivered so they weren't taking a lot of risk, other than wasting their time, and we got to make a multi-million dollar "booking."

In the end I would either get along with their senior technical person pretty well because we could be honest with each other, or else they would despise me for being unable to deliver what my sales people had promised (Hi Sven!).