Publications

Featured Publications

Why Health Care Providers Are Turning to Incentives and Marketing

In this thought leadership series, Managing Principal Angela Bakker Lee talks about overcoming some of the fundamental issues facing health care providers today.

Video
Chris Morgan

New Sales Models for European Pharma: Implementing Key Account Management

This series examines how pharmaceutical companies can ensure they are taking the right steps when implementing new sales models in Europe.

Video

Shine a Light on Your Best Customers Through Data Management

Principal Jeff Gold talks about key components of customer data management that drive revenue growth and reduce costs.

Video

How Best-in-Class Companies Embrace Value-Based Selling

In a series of three short videos, Managing Principal Ty Curry talks about the most important ways to ensure value-based selling success.

Video

All Publications

Filter by Solution

SalesSales

Clear All

MarketingMarketing

Clear All

Filter by Type

Clear All

Filter by Region

Clear All

Displaying 181 results that match your selections

Winning on the Margin: the B2B Value Imperative (Updated Spring 2012)

The imperative to achieve growth and protect margins is forcing organizations to transform the way they go to market.

Read Whitepaper

The Race to Excel at Value-Based Selling: A New and Necessary Approach to Sales Talent Transformation

The sales profession is entering a new era where value-based solution providers hold the keys to success. For sales and HR leaders, the implications are profound.

Read Whitepaper

Why Health Care Providers Are Turning to Incentives and Marketing

In this thought leadership series, Managing Principal Angela Bakker Lee talks about overcoming some of the fundamental issues facing health care providers today.

Video

ZS Interview: How Incentives and Savvy Marketing Can Help Health-Care Providers Bridge the Revenue Gap

Health-care providers are coping with major challenges that threaten their bottom lines, but the right go-to-market strategy, proper marketing and effective use of well-designed incentives can improve performance.

Read Whitepaper

Case Study: A High-Tech Company Redefines Potential and Recharges Sales

When a high-tech client had stagnant growth, ZS helped recharge sales by redefining potential.

Video

ZS Interview: As Change Keeps Coming, the High-Tech Industry Revamps Its Sales and Marketing Operations

Principal Ashish Vazirani speaks about the challenges high-tech companies face today, explains what they can do to meet them and outlines why measuring sales potential is a major stumbling block for many in the industry.

Read Whitepaper

Automating Business Analytics to Boost Marketing, Sales, and ROI

In this PM360 article, ZS Managing Principal D. Sahay and Associate Principal Maria Kliatchko describe how the latest technology advancements will help pharmaceutical companies respond to market demand faster than ever.

Read Article
Chris Morgan

New Sales Models for European Pharma: Implementing Key Account Management

This series examines how pharmaceutical companies can ensure they are taking the right steps when implementing new sales models in Europe.

Video

ZS Interview: As Other Nations Experiment With Key Account Management, German Pharma Companies Roll Out KAM 2.0

Associate Principal Joachim Keller discusses how German pharmaceutical sales forces are making the leap to KAM 2.0, and how they are creating truly collaborative teams for engaging their key customers.

Read Whitepaper

How Best-in-Class Companies Embrace Value-Based Selling

In a series of three short videos, Managing Principal Ty Curry talks about the most important ways to ensure value-based selling success.

Video

Case Study: How ZS and Customer Data Management Boosted the Bottom Line

ZS helped a client build a fully integrated customer data management solution that increased analytics efficiency as much as 50%.

Video

ZS Interview: Customer Data Management Becomes a Cornerstone of Sales and Marketing Execution

Building and maintaining good customer data management (CDM) has become essential for effective sales and marketing.

Read Whitepaper

Case Study: "Marketing That Works" for a Stalled Brand

In this video, Managing Principal Kurt Kessler tells the story of a struggling brand that ZS helped re-position in the marketplace with dramatic results.

Video

Pharmaceutical Marketing That Works: Marketing Mix

Principal John Bienko talks about how pharmaceutical companies can measure and maximize returns on their promotional investments.

Video

ZS Interview: As Media Channels Expand and Budgets Contract, Pharmaceutical Companies Try to Find the Right Marketing Mix

For pharmaceutical marketers, finding the right mix of promotions not only requires a complex marketing plan and accurate measurement, but also consideration of local conditions.

Read Whitepaper
Displaying 1-15 of 181

Contact ZS

Questions or comments about ZS Thought Leadership?

Send an inquiry

BOOKS

INDUSTRY EVENTS

All Events

Expertise

Services

Publications

About

Careers

©1998 - 2012 ZS Associates, Inc.