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.
ZS Case Study: Analytics and Insights With Real Impact
With ZS's help, a pharmaceutical manufacturer developed sophisticated analytics critical to making an oncology product launch successful.
Mirror Images: Carriers create the right attitudes in their agents through positive experiences that start from day one
Insurance carriers have taken great strides to improve the customer experience. However, all too often, important influencers of that experience are overlooked.
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.
Case Study: How a Pharma Company Increased Engagement, Sales and ROI through Customer-Centric Marketing
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.
How Health Care and Wellness Companies are Capitalizing on the Rapidly Growing Point of Care Communication Channel
In this Channel Marketer Report article, ZS Principal John DeSarbo and Semdrive's Darren Yetzer discuss changes in how technology is evaluated and purchased forces high-tech vendors to rethink how they leverage their MDFs.
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