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Aberdeen Group 

Sales Intelligence in the High Tech Industry 

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Published 11/1/2008 

Author: Alex Jefferies 

Summary

Early research findings for the upcoming benchmark, Sales Intelligence: The Secret to Sales Nirvana (November 2008), found that 75% of companies in the High Tech sector consider the use of 3rd party content from sales intelligence providers a priority for improving sales effectiveness. Furthermore, 59% of High Tech companies indicated that the current economic climate has played a prominent role in the organization’s need to improve the effectiveness of sales representatives and enrich the leads in the sales pipeline. As the reality of spending freezes and budget constraints hit home with sales representatives, organizations must ensure that they are diligently preparing their sales force to compete for the limited number of sales opportunities in the market. This Sector Insight examines the pressures and actions causing High Tech organizations to focus resources on improving sales effectiveness through sales intelligence initiatives and the sources of information used by sales representatives to improve their competitive knowledge and identify high value prospects.

© 2009 Aberdeen Group
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