ZS Insights B2B

Recent ZS Insights B2B articles

The Sales Force as an Engine of Organic Growth
by Andris A. Zoltners and Bernard Quancard
Velocity, Q1 2009 (Strategic Account Management Association)
[664 KB pdf]

Moving to a Global Sales Incentive Plan
by Chad Albrecht
Compensation and Benefits Review, June 3, 2009
[215 KB pdf]

Adapting a Sales Strategy to Meet New Challenges
by Andris A. Zoltners, Prabhakant Sinha & Sally Lorimer
excerpt from Building a Winning Sales Force
[446 KB pdf]

How Should Companies Adapt to Challenging Sales Force Quotas in This Environment?
by Chad Albrecht, Peter Z. Manoogian & Arun N. Shastri
ZS Insights B2B, July 2009
[280 KB pdf]

Merger and Acquisition Success: The Sales Force Integration Imperative
by Michael B. Moorman & Ladd Ruddell
ZS Insights B2B, February 2009
[521 KB pdf]

Mergers: Sales Force Integration Is Vital
by Michael B. Moorman
Financial Executive, July/August 2008
[203 KB pdf]

Account Manager Compensation: Matching the Incentive Plan to the Role
by Chad Albrecht & Arun Shastri
Velocity, Q3 2008 (Strategic Account Management Association)
[535 KB pdf]

Leveraging the Competency Model to Drive Value-Based Selling Execution
by Michael B. Moorman & Kelly Tousi
ZS Insights B2B, July 2008
[349 KB pdf]

Team Selling — Getting Incentive Compensation Right
by Michael B. Moorman & Chad Albrecht
Velocity, Q2 2008 (Strategic Account Management Association)
[598 KB pdf]

Redefining the Relationship between Marketing and Sales:
The Frontier of B2B Marketing and Sales Effectiveness

by Michael B. Moorman, Joshua Rossman & Andris A. Zoltners
ZS Insights B2B, December 2007
[724 KB pdf]

Leveraging Information Technology to Transform Value-Based Selling
by Michael Moorman & Scott Sims
Align Journal, July/August 2007
[100 KB pdf]

Market Coverage & Sales Resource Optimization:
Bringing Science to the Sales Force

by Michael Moorman, Ladd Ruddell & Arun Shastri
ZS Insights B2B, July 2007
[910 KB pdf]

Execution Excellence:
The Competitive Frontier for Value-Based Strategies

by Michael Moorman
ZS Insights B2B, July 2007
[301 KB pdf]

Winning on the Margin: The B2B Value Imperative
by Michael Moorman, Ladd Ruddell, Scott Sims
ZS Insights B2B, April 2007
[654 KB pdf]

Achieving Excellence in Value-Based Selling:
An interview with United Airlines' Jeff Foland, senior vice president of worldwide sales
by Michael Moorman
Velocity, Q1 2007 (Strategic Account Management Association)
[137 KB pdf]

Sales Force Architecture Across the Business Life Cycle
Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
-- This ZS article formed the basis for the HBR article below, and provides an in-depth study of the subject.
ZS Insights B2B, January 2007
[519 KB pdf]

Match Your Sales Force Structure to Your Business Life Cycle
Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Harvard Business Review, July-August 2006
[370 KB pdf]


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