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Successful Selling: Acing Advanced Analytics To Drive Commercial Growth

 
• By Maria Kliatchko and Bhargav Mantha

Advanced analytics are being applied across different industries – from retail and transportation to hospitality and health care – to inform and enhance sales operations. In this final installment of a four-part series focused on sales strategies, Maria Kliatchko and Bhargav Mantha of global sales and marketing strategy consulting firm ZS explain how medtech companies can deepen their understanding of and better deploy their advanced analytics capabilities to drive commercial growth.

Successful selling
How advanced analytics is the new commercial growth engine for medtech

As a medtech commercial leader, you may have puzzled over why the uptake of a newly launched product differs across regions, or why some customer segments react to your investments differently than others. You may have wondered also which customers might be eager to try the new device or approach, and which would rather stay with their familiar, tried-and-true routines. Additionally, you may have considered the utility of being able to predict where your inventory should be at any given point so that you never lose a sale due to stock-out, while you also minimize the chance of overstock elsewhere.

As an industry, we’re starting to see medtech companies use advanced, predictive and prescriptive analytics to clearly and definitively address...

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