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Mobile savvy docs don’t want pharma rep visits

July 23, 2014 - The number of doctors in the US willing to see pharmaceutical sales representatives in person has declined by a third over the last six years, with digital preferences partly to blame. Read more in this PMLiVE Digital Intelligence Blog.

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Pharma Rep Access Down 33 Per Cent Since 2008

July 22, 2014 - The steady decline of pharmaceutical sales representative access to physicians is spreading to previously rep-friendly specialties, says the ZS Associates spring 2014 AccessMonitor report. Read more in this PharmExec post.

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Rep access continues to shrink

July 22, 2014 - A recent Medical Marketing & Media article discusses our 2014 AccessMonitor™ report and sales reps experiencing even more limited physician access.

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Even traditionally rep-friendly specialists will see fewer pharmaceutical sales reps this year

EVANSTON, Ill. July 22, 2014 — The steady decline of pharmaceutical sales representative access to physicians is spreading to previously rep-friendly specialties, according to the spring 2014 AccessMonitor™ report from global sales and marketing consulting firm ZS Associates.

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Former Deloitte Practice Leader Joins ZS Associates As New Principal in the Medical Devices Sector

EVANSTON, Ill. – July 15, 2014 – Raj Jayashankar joined global consulting firm ZS Associates as a principal in the medical products and services practice.In his new role, Jayashankar will lead ZS’s analytics- and technology-based offerings, including its Analytics Process Optimization (APO)™, commercial innovation and information management services, with a focus on the medical device and diagnostic industry. He is based in ZS’s Boston office, but will serve clients around the world.

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ZS Associates Recognized with Qlik Global Partner Award

EVANSTON, Ill. – May 13, 2014 – Global sales and marketing consulting firm ZS Associates was recently honored with a “Special Recognition for the Year” award by Qlik, a leader in user-driven Business Intelligence (BI), at its annual global partner summit, Qonnections.

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Managing Principal Jeff Gold Named One of Consulting Magazine Top 25 Consultants of 2014

EVANSTON, Ill. – May 6, 2014 – Jeff Gold, managing principal of the business intelligence practice at global sales and marketing consulting firm ZS Associates, was named one of the “Top 25 Consultants” of 2014.

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New study shows optimal commercial operations and analytics increasingly important for medical technology companies

EVANSTON, Ill. – April 15, 2014 – As medical technology purchasing decisions shift from individuals or hospital departments to ever-larger Integrated Delivery Networks (IDNs), key account management in today’s medical technology companies is a top priority – and commercial operations departments will be instrumental to their success.

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ZS Principal Steve Love Named 2014 Rising Star of the Profession by Consulting Magazine

EVANSTON, Ill. – April 3, 2014 – Steve Love, a principal at global sales and marketing consulting firm ZS Associates, was named one of this year’s top consultants under the age of 35 by Consulting® magazine.

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Voice of Partner Programs from Hardware and Software Companies Leave Many IT Channel Partners Flat

EVANSTON, Ill. – April 2, 2014 – Manufacturers of hardware and software will lose big sales opportunities if they fail to adapt to changes in the sales channel and improve communication with the partners they rely on to sell, customize and manage the installation of their products.  This is especially true for those trying to sell hardware and software as a service via the cloud.

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ZS Associates has launched ARTiS Standard Edition

April 1, 2014 - ARTiS Standard Edition is an out-of-the-box, cloud-based, data management, reporting, and analytics solution that is low cost and quick to implement, as noted in the April 2014 issue of PharmaVOICE.

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Global Consulting Firm ZS Associates Opens New Office in Brazil

EVANSTON, Ill. – Feb. 20, 2014 – In a bid to expand client service, improve business operations and strengthen its presence in Brazil, global sales and marketing firm ZS Associates opened a new office in São Paulo. While the firm has served clients in Latin America for most of its history, this is ZS’s first office in the region.

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ZS Associates Releases ARTiS™ Business Intelligence Platform for Life Sciences Industry

EVANSTON, Ill. – Jan. 27, 2014 – Global sales and marketing consulting firm ZS Associates today announced the availability of ARTiS™ Standard Edition, a pre-configured business intelligence (BI) solution. The rapid time to market and cost-effective cloud-based offering draws on the success of ARTiS™ – a commercial BI solution introduced in 2009 and used by six of the top 10 biggest drug companies in the world today as identified by Forbes.

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The ROI of Sales Coaching

November 25, 2013 - ZS Managing Principal Marshall Solem is featured in Salesforce.com's new eBook on how sales coaching improves team performance and impacts the bottom line.

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Companies Increase Investment in Strategic Account Manager Programs Across Industries

November 12, 2013 – A new report on strategic account manager (SAM) compensation found that SAM roles continue to grow in importance. Key indicators include the large percentage of future growth companies expect from their strategic accounts and increased investment that companies are making in their SAM programs.

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Why Sales and Marketing Don’t Get Along

November 4, 2013 - In their new HBR blog post, ZS founders talk about why sales and marketing don't always work in perfect harmony—and they explain why some tension between the two is actually healthy and productive.

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Sales Force Report: A Walk on the Sales Side

November 1, 2013 - In Medical Marketing & Media's November cover story, ZS Managing Director Chris Wright talks about new sales force solutions to consider when physicians are increasingly frustrated and shunning reps.

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ZS Principal Kelly Tousi Named One of Consulting Magazine’s Top Women Leaders in Consulting

EVANSTON, Ill. – Oct. 15, 2013 – Kelly Tousi, a principal at global consulting firm ZS Associates, was named one of this year’s top 12 women consultants by Consulting magazine. Kelly is one of 12 winners selected this year from a pool of more than 400 nominations.

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Outsourcing Can Bring Relief for Sales-Comp Headaches

September 12, 2013 - In this article published by the Society for Human Resource Management (SHRM), ZS Principals Chad Albrecht and Stephen Redden discuss how outsourcing the administration of sales reps' incentive pay can significantly improve efficiency and control costs.

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How to Coach Your Team to Higher Performance

September 3, 2013 - ZS Managing Principal Marshall Solem explains the three distinct roles for sales managers in Salesforce's new ebook.

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Therapeutic Focus: Women's Health

August 30, 2013 - In this Medical Marketing & Media article, Associate Principal Jessica Jarvis talks about how the pharmaceutical industry is addressing safety concerns and unmet patient needs in women’s health.

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How can pharma reps score face time with doctors

August 13, 2013 - In this FiercePharma article, ZS Principals Ganesh Vedarajan and Pratap Khedkar discuss key findings from ZS's 2013 AccessMonitor™ report and offer insights into what they mean for pharmaceutical sales forces.

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Pharmaceutical Field Technology Feature: No First-Data Nerves

August 5, 2013 - In the August issue of Pharmaceutical Field, ZS Principal Murali Venkatesan weighs in on how pharmaceutical companies can make the most out of today's technology- and data-driven sales world.

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Therapeutic Focus 2013: Oncology

August 1, 2013 - In Medical Marketing & Media's August issue, Associate Principal Sharon Karlsberg shares her insights on the oncology pipeline and the race to market new cancer treatments.

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Partly cloudy for Sunshine Act start

July 30, 2013 - Healthcare Finance News asks ZS Managing Principal Pratap Khedkar about the Sunshine Act's impact on pharmaceutical and medical device sales forces.

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Oncology remains most restrictive specialty for second year

July 30, 2013 – Oncology remains the most restrictive specialty for pharmaceutical sales representative access this year for the second year in a row. This according to the spring 2013 AccessMonitor™ report from global consulting firm ZS Associates.

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The Growing Power of Inside Sales

July 29, 2013 - In their latest HBR blog post, ZS Co-founders Andy Zoltners and Prabha Sinha interview Mike Moorman, a senior leader in ZS's B2B sales and marketing practice, about how insides sales is transforming the way that B2B companies interact with their customers.

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Tomorrow's Salesperson: A guide on the next steps in Pharmaceutical Sales Best Practice and Beyond

July 28, 2013 - In this eyeforpharma report, ZS Managing Principal Pratap Khedkar weighs in on how technology, key account management (KAM) and the industry's increasing focus on customer experience will shape the future landscape of pharmaceutical sales.

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Three Tools to Improve Medical Product Sales

June 25, 2013 - In a new MDDI article, ZS Principal Bret Caldwell illustrates how CRM systems, mobile applications and master data management can change the game for medical device sales teams.

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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.

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How to Make Sense of Sales Force Turnover

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

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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.

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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.

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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."

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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2012 News

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UPCOMING Events

ISBM Fall Meeting

9/8/2014 - 9/10/2014
University Park, PA

ZS Principal Mike Ahearne will present on Taking Innovation Through the Sales Force: Overcoming Barriers to Commercialization at the ISBM Fall Meeting.

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Medical Affairs Strategic Summit

9/17/2014 - 9/19/2014
San Diego, CA

ZS Managers Sarah Jarvis and Eric Scott, with Lisa Cesario of Hoffmann-LaRoche will report on the Canadian Industry-Wide Collaboration to Support Field-Based Medical Professionals

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Big Data in Pharma

9/17/2014 - 9/18/2014
Boston, MA

Alex Contreras and Arun Ghosh of ZS will lead sessions on applying big data to commercial analytics and unlocking the value of customer experience insights.

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ACTE Education Forum

10/1/2014
Chicago, IL

Glenn Hollister of ZS and Mary Batal of Rockwell, will lead a session on Traveler Centricity at this upcoming travel industry forum

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Digital Pharma East

10/22/2014 - 10/23/2014
Philadelphia, PA

ZS Managing Principal Pratap Khedkar will discuss Enabling customer-centricity through affinity :  Do you know how your customer prefers to engage with you?

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