This IDC Insight is a summary of IDC's Sales Leadership Board meeting held on February 29 and March 1, 2012, in San Jose, California, with sales and sales operations executives from leading technology firms. This meeting is a deliverable for clients of IDC's Sales Advisory Service. Key findings from the discussions are provided in the form of IDC insight and attendee quotes. Many quotes are representative of what at least two or more companies are doing in their organizations. Sales Advisory Service clients should contact Irina Zvagelsky at izvagelsky@idc.com or Michael Gerard at mgerard@idc.com for a copy of IDC information presented at this meeting. The Related Research section of this document sources other information available for clients.

In addition, clients of IDC's Sales Advisory Service can request an on-site or by phone presentation for their sales or sales operations team, covering any of the benchmarks or best practices studies that IDC has completed (e.g., presentation of the 2012 B2B Sales Methodology Study and related insights to your sales team).