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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