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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 81 results that match your selections

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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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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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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Merger and Acquisition Success: The Sales Force Integration Imperative

This whitepaper discusses the role that sales force integration plays in merger success, and provides insights on risks and success factors derived from more than 200 sales force integrations spanning a diverse range of industries, sales models, company sizes and countries.

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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: Clinical Commissioning Groups and the NHS—Pharma’s New Sales Partners in the UK

Chris Morgan, a ZS Associates Principal based in London, discusses how key account management (KAM) can help maximise partnership opportunities with the National Health Service (NHS).

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Leveraging the Competency Model to Drive Value-Based Selling Execution

To excel in value-based selling, sales and human resource leaders must adopt new approaches to competency model design and implementation. This paper discusses best practices in competency model design and integration into downstream sales effectiveness drivers.

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ZS Interview: Why Leading Medical Products Companies Value Value-Based Selling

ZS Managing Principal Marshall Solem talks about the Aberdeen study recently commissioned by ZS Associates, and how the findings validate the need for medical products companies to embrace value-based selling approaches sooner rather than later.

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ZS Interview: Why Sales Executives May Need to Transform Their Thinking and Sales Forces

In a ZS Interview, Managing Principal Mike Moorman discusses why and how many companies are seeking to transform their sales strategies and capabilities.

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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.

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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.

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ZS Interview: In Pharmaceutical Market Research, Sometimes You Can Get More With Less

In a ZS Interview, Principal Amy Marta talks about how pharmaceutical market research teams can get the most out of their limited resources—often by doing less.

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ZS Roundtable: How Medical Products Companies in Europe Are Embracing New Sales Strategies to Address Cost Challenges

ZS Associates held a roundtable discussion with four ZS medical device experts based in Europe to talk about how medical products companies are keeping their sales and marketing costs in check while trying to maintain growth.

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ZS Interview: Finding the Insights Inside Tracking

Principal Bekia Fosam discusses the role tracking plays in pharmaceutical marketing, and why it should be considered an asset to improve performance.

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Displaying 1-15 of 81

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