Delivering Sales Performance
As they grapple with everything from multichannel marketing to customer analytics, B2B companies need to engage customers at levels unheard of just a few years ago—which can have a profound effect on corporate go-to-market strategy.
National Dialogue for Healthcare Innovation Research Report - Value in Healthcare
This report illuminates findings about different perspectives on the value in healthcare. ZS interviewed numerous healthcare companies to inform this report.
Three Steps for Using Data to Reshape Sales Territories
Our research shows that firms that maximize wholesalers’ territory alignment, without adding resources, can increase fund sales by 7%. When designing territories, executives should consider these three primary factors.
How Activity Planning Is Fueling Customer Centricity in Biopharma
Activity planning is moving beyond just thinking about reach and frequency, and thinking about who should I target, and how many calls should I deliver to those customers.
Oncology Data: From Uphill Battle to Decision Driver
How Oncology companies can best use data for sales and marketing.
Harvard Business Review Webinar: The Power of Sales Analytics
To truly leverage analytics, companies must evaluate their
organizational capabilities and ensure that their organizational “DNA”
will support different types of analytics projects.
In this second article of a two part series, ZS Associates Principal John DeSarbo and Semdrive Executive Vice President of Sales Darren Yetzer discuss how channel partners can better manage their MDF spend and its impact.
Want Customer-Centric Marketing? Start by Integrating Sales and Marketing
ZS’s Bhargav Mantha joins other technology experts to offer insights on big data and big data platforms in this Business Intelligence Journal article.
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Sales Compensation Blog
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