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Publications

Featured Publications

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.

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

ZS Principal Chris Morgan outlines the fundamentals of building and nurturing successful partnerships.

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

A customer-centric approach can help medical device companies identify innovative sales and marketing strategies and tactics.

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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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Displaying 48 results that match your selections

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

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.

Video

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

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

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

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

ZS Principal Chris Morgan outlines the fundamentals of building and nurturing successful partnerships.

Video

Value-Based Selling in the Medical Products and Devices Industry

A new study shows medical products companies that implement a value-based selling approach have greater growth in top-line revenue.

Video

A Durable Goods Manufacturer Heats Up Sales Through Customer Insights and Segmentation

A durable goods manufacturer—which suffered from "brand confusion" in its new sales channels—flourished after leveraging analytics to produce customer insights.

Video

Case Study: How Four Applications for Mobile Devices in Pharmaceuticals Can Transform Rep Performance

ZS Principal Mahmood Majeed illustrates how well-designed mobile technology can dramatically improve sales rep performance.

Video

Harness the Data Avalanche to Reenergize Your Sales and Marketing Operations

Principal Abhijit Nimgaonkar illustrates why data quality management has become imperative for pharmaceutical sales and marketing operations.

Video

How to Turn Pharmaceutical Market Research into a Competitive Advantage

Highlighting a recent case study, Principal Amy Marta shows how market research can deliver powerful results for the bottom line.

Video

Why Performance Tracking is Vital to the Pharmaceutical Industry

Principal Bekia Fosam discusses why tracking is central to successful pharmaceutical marketing and how to make tracking a competitive asset.

Video

How Agile Commercial Planning Will Make Pharma's Sales and Marketing Transformation Possible

Despite facing a "perfect storm" of pricing and regulatory pressures, pharmaceutical companies can dramatically improve resource allocation, cost efficiency and profitability with Agile Commercial Planning.

Video

New Sales Models for European Pharma: Why Trust Matters in Solution Selling

Principal Chris Morgan emphasizes the importance of building trust with clients in the solution selling process – before developing actual solutions.

Video

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
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Displaying 1-15 of 48

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