Q&A REPORT

Perhaps more than any other industry, high tech is defined by innovation. For high tech sales leaders this results in a unique set of considerations when making strategic decisions about sales process, incentive compensation, and aligning sales and marketing effectively.

In this report, Ashish Vazirani, principal at ZS Associates, discusses the challenges that sales leaders in high-tech companies face and provides insight on what they can do to overcome them.

Read this report to learn:

• Why measuring sales potential is a major stumbling block for many in the high-tech industry
• Key trends in high tech that affect sales and marketing – and how the cloud affects these functions
• How successful high tech companies have changed their sales and marketing processes
• How to avoid the common mistakes high-tech companies have made