Insights

New Sales Models for European Pharma:<br />Ensuring Long-Term Success With KAM


How Trust Is Essential in Long-Term Relationships


For pharmaceutical companies, Key Account Management requires more than a strong solution—it requires gaining customers' trust. The latest iteration of the New Sales Models for European Pharma series examines why trust is the foundation of enduring success for pharmaceutical sales forces.



ZS Managing Principal Chris Morgan
Chris Morgan,
Managing Principal

 

ZS Videos: Why Trust Matters in Solution Selling


After a pharmaceutical company introduced a successful patient management solution to a client, why couldn’t the company sell it elsewhere? It's because the pharma company had not built strong relationships with potential customers before going to market, according to ZS Principal Chris Morgan. In a new video, Chris talks about how pharmaceutical companies can engender long-term trust with their customers.

 

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