Stuck in an ’80s Selling Model

Posted by Brian Chapman on May 27, 2015

Looking back on the ’80s—leg warmers, Jazzercise, the Walkman and MTV—one can’t help feeling nostalgic, but also perhaps a little bit embarrassed. We were just getting started with personal computing and the technology revolution, so you could excuse a few of the things we did back then that now look a little silly or excessive. We didn’t know any better. It was a different time.


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Medtech Firms Must Innovate With Hospital Economics in Mind

Posted by Brian Chapman on May 21, 2015

ZS surveyed members of the Healthcare Leadership Council and presented findings at the National Dialogue for Healthcare Innovation summit in Washington, DC. My colleague Bill Coyle led the effort, which studied healthcare executives to highlight the issues facing our industry.


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Establishing Credibility After a Time of Neglect

Posted by Matt Scheitlin on May 18, 2015

Maintaining long-term personal relationships is hard work. It takes conscious effort and constant focus in order for any relationship to survive. What’s often even harder, however, is rebuilding a broken relationship. Any relationship therapist will tell you that the inability to rebuild trust is what ends up destroying a relationship for good. This sentiment holds true in the business context as well.


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Flexible Resources: The Wave of the Future?

Posted by Andy Kach on May 11, 2015

How do you appropriately cover an increasingly diversified set of customers?


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Buy the Brand or Buy the Rep? Offerings for Both Types of Orthopedic Customers

Posted by Tobi Laczkowski on May 4, 2015

One of the areas of increasing scrutiny within the medtech world in recent months has been the recognition that the selling expense, often masked within a company’s SG&A (selling, general and administrative expense), is higher within medtech than most other industries.


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