ZS Whitepapers, Videos and Case Studies

Five Common - and Avoidable - Mistakes in Sales Force Design

Managing Principal Ty Curry shares his insight into how to identify and avoid these pitfalls in sales force design.

Case Study: How a Manufacturer Revived Sales Through Transforming Its Go-to-Market Strategy

ZS Managing Principal Mike Moorman shows how a go-to-market strategy transformation reinvigorated sales and helped return the company to the top of its industry.

Video

Focus Is Fundamental: Using Objective-Based Segmentation to Identify, Target and Influence Your Most Valuable Customers

This paper outlines how focused analytic techniques can segment pharmaceutical customers in a way that best predicts their likelihood to use a product.

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Bridging the Gap: How Insurance Agents and Carriers Work Together to Grow

This paper covers key findings from a ZS/IBM survey conducted in partnership with Insurance Networking News.

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How to Ensure Pharma Sales Reps Actually Use Mobile Devices—and Get the Most Out of Them

Principal Mahmood Majeed emphasizes the importance of understanding sales reps' perspectives before implementing mobile technology.

Video

ZS Interview: Mobile Technology Is a Game Changer for Pharmaceutical Sales Forces—but Only if They Actually Use It

ZS Principal Mahmood Majeed says knowing what the actual end-users need to become more effective and efficient is key to building a mobile application that pharma sales reps will embrace.

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

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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ZS Interview: Customer Insights—the Building Blocks for Sales Force Transformation

ZS Principal Erik Long talks about the keys to making customer insights and segmentation a central part of sales force transformation.

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Empowered Patients

Principal Mazen Zahlan weighs in on successful patient engagement in the cover story of PharmaVOICE magazine's April 2013 issue.

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Deep Customer Insight: A Necessary Foundation for Sales Force Transformation

ZS Principal Erik Long talks about how deep customer insight is critical for meaningful sales force transformation.

Video

Building a Customer-Focused Growth Engine: Establishing Sales Force Effectiveness Priorities

In a special edition of Selling Power magazine, ZS leaders discuss SFE Navigator™, a comprehensive framework for evaluating sales force effectiveness.

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Super Consumers Impact Commercialization Strategies

In this PharmaVOICE article, Principal Mazen Zahlan explains why delivering the right production information to patients and caregivers—not just healthcare providers—is paramount to success in the new multi-stakeholder customer environment.

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Sales Force Transformation: Developing a Customer-Focused Growth Engine

ZS leaders talk about how to build an effective B2B sales force and marketing organization that delivers organic growth and profitability.

Video

Building a Sales Force Far Away—With Far-Reaching Results

ZS helped a pharma company build a novel commercial operation for a new affiliate on the other side of the globe.

Building a Go-to-Market Strategy for Airline Partner Marketing

ZS helped a major carrier build a go-to-market strategy for its partner marketing program, which led to a significant increase in overall market coverage and new partnership agreements.

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Featured Publications

Five Common - and Avoidable - Mistakes in Sales Force Design

New Sales Models for European Pharma: Building Partnerships in Solution Selling

ZS Interview: Why Medical Products Companies Should Experience the Customer Experience

ZS Interview: Customer Insights—the Building Blocks for Sales Force Transformation

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Five Common - and Avoidable - Mistakes in Sales Force Design

Case Study: How a Manufacturer Revived Sales Through Transforming Its Go-to-Market Strategy

Focus Is Fundamental: Using Objective-Based Segmentation to Identify, Target and Influence Your Most Valuable Customers

Bridging the Gap: How Insurance Agents and Carriers Work Together to Grow

How to Ensure Pharma Sales Reps Actually Use Mobile Devices—and Get the Most Out of Them

ZS Interview: Mobile Technology Is a Game Changer for Pharmaceutical Sales Forces—but Only if They Actually Use It

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

ZS Interview: Customer Insights—the Building Blocks for Sales Force Transformation

Empowered Patients

Deep Customer Insight: A Necessary Foundation for Sales Force Transformation

Building a Customer-Focused Growth Engine: Establishing Sales Force Effectiveness Priorities

Super Consumers Impact Commercialization Strategies

Sales Force Transformation: Developing a Customer-Focused Growth Engine

Building a Sales Force Far Away—With Far-Reaching Results

Building a Go-to-Market Strategy for Airline Partner Marketing

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Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

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Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

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