News and Events

How Big Data Supports Value-Based Selling

June 14, 2013 - Big data can’t succeed on its own: First-line sales managers must use data insights to nurture their sales teams, says ZS Principal Ashish Vazirani in this CRM article.

How to Make Sense of Sales Force Turnover

June 11, 2013 - In their latest HBR blog post, ZS Co-founders Andy Zoltners and Prabha Sinha highlight ways to mine sales force turnover data to retain top performers.

Oncology Practices to Lose $250K Annually to Budget Sequester

June 5, 2013 – The budget sequester that went into effect in March reduced Medicare reimbursement for oncology drugs from 6 percent (plus the average sales price) to 4 percent. This move will cost the average independent community oncology practice $250,000 each year, according to ZS Associates.

Big Data: It's Not The Volume, It's the Value

June 1, 2013 - Big data advances three key opportunities for pharma—including the shift to a highly targeted, multi-channel promotional model, notes ZS Principal Sanjay Joshi in the June 2013 issue of PharmaVOICE.

Improving Marketing and Sales Alignment

May 17, 2013 - In this CRM magazine article, ZS Principal Ashish Vazirani talks about making the progression from sales and marketing alignment to value to "done deal."

Pills Tracked From Doctor to Patient to Aid Drug Marketing

May 16, 2013 - In this New York Times article, ZS Managing Director Chris Wright talks about how the data whizzes – "the geeks" – are now the driving force behind pharma sales forces.

As Companies Abandon Cholesterol, An Old Player Re-Emerges

April 25, 2013 - Forbes writer Matt Herper references ZS research in this article about the cholesterol-drug pipeline.

ZS Associates Appoints New Leader of Sales Channel Strategy and Management

April 23, 2013 – John DeSarbo has joined global sales and marketing consulting firm ZS Associates as a principal and leader of the company's sales channel strategy and management practice.

Pathways to Value-Based Selling and Market Success

April 12, 2013 - Shifting demographics and a challenging economic environment are having a profound impact on the medical device market in Europe. ZS leaders Brian Chapman and Matt Scheitlin show how European medtech companies are getting creative with their sales models to overcome challenging market conditions.

Are You Paying Enough Attention to Your Sales Force?

April 12, 2013 - In this HBR blog post, ZS co-founders Andy Zoltners and Prabha Sinha illustrate why improving sales force management is a huge opportunity for growth—although sales continues to be one of the most under-optimized areas of business.

Empowered Patients

April 1, 2013 - In the April 2013 cover story of PharmaVOICE magazine, ZS Principal Mazen Zahlan shares his insights on how the pharmaceutical industry will evolve as patients gain more power over their healthcare.

Escape the "Deal and Rebate Trap"

March 29, 2013 - In the March 2013 issue of Pharmaceutical Executive Global Digest magazine, ZS leaders Torsten Bernewitz and Roz Lawson discuss why leading medical device companies have embraced value-based selling.

In the New Medical Device Sales Model, Managers, not Reps, Need Better Training

March 6, 2013 - In this MD+DI article, ZS leaders Torsten Bernewitz and Tobi Laczkowski highlight the importance of strong first-line managers in the new medical device sales model.

Let the sunshine in

March 2, 2013 - The Economist asked ZS Managing Director Chris Wright to share his perspective on how the Sunshine Act will impact ties between doctors and pharmaceutical companies.

Does Your Company Have the Right Number of Salespeople?

February 27, 2013 - In this HBR blog post, ZS co-founders Andy Zoltners and Prabha Sinha address the perennial sales management issue of determining the "right" size of your sales force.

New Tool Offers Roadmap to Growth and Profitability in Technology Industry

February 26, 2013 – The SFE Navigator™, a publicly available sales force effectiveness framework from ZS Associates, helps identify the path to increasing sales and market share.

Slow and steady can win the diet drug race

February 7, 2013 - ZS Managing Principal Kurt Kessler weighs in on new drug launches in this Reuters article.

The Force Behind Sales Forces

February 1, 2013 - In this Pharmaceutical Executive issue, ZS Principal Torsten Bernewitz shows why a strong team of first-line sales managers is vital to navigate the changes facing the pharma industry.

Want Success In Your Sales Org? Look to the Middle

January 16, 2013 - In this HBR blog post, ZS co-founders Andy Zoltners and Prabha Sinha explain why the first-line sales managers who drive day-to-day sales performance are critical for building a great sales force.

European Medical Device Companies Embrace New Sales Strategies

January 14, 2013 - In this European Medical Device Technology (EMDT) article, ZS Associate Principal Tobi Laczkowski discusses the keys to success as European medical device companies adopt new, more cost-efficient sales strategies.

Sales Moves Beyond Face-to-Face Deals, Onto the Web

January 10, 2013 - Sales experts from ZS and other firms weigh in on how virtual meetings and social media have transformed the selling profession.

2012 News