How sales leadership differentiates top-tier software companies
Cathy Anterasian and James Buckley
March 2003
The software industry in the US has created enormous economic value, and no company of any size, regardless of industry or geography, could operate without the benefits delivered through its software infrastructure.
Despite the recent economic downturn, software remains one of the most innovative and fastest-growing sectors of the global economy, producing US $150 billion in sales annually. Within the software industry, however, there are winners and losers. Some companies thrive while others, often with arguably superior products, languish.
In association with Software Magazine, we interviewed CEOs, general managers and senior sales executives at the 30 leading US software companies to learn what distinguishes them from the rest. The consensus: sales leadership, above all else, is the key differentiator. Our study offers a snapshot of the current thinking and best practices in sales leadership at top software companies.
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