Articles

• Medical scientific liaisons: Sales reps in disguise?

  Medical scientific liaisons (MSLs)—the people physicians talk to when they have scientific questions—have traditionally been separated from the marketing and commercial functions. Should the boundaries between the two functions be broken down?

  (Sep 1, 2011)
• Transform reps into KAMs

  Phil Taylor explores how reps can shift their sales strategies from traditional detailing to Key Account Management

  (Oct 5, 2011)
• Don't write off the sales rep just yet

  Traditional sales reps can still play vital roles in the transition to KAM. Phil Taylor reports

  (Oct 5, 2011)
• Pharma and KOLs: How to create transparent, collaborative relationships

  Phil Taylor explores how pharma’s relationship to key opinion leaders is changing - for the better

  (Jan 17, 2012)
• Pharma and the evolving role of MSLs

  Phil Taylor reports on the commercial and scientific opportunities facing medical scientific liaisons (MSLs)

  (Feb 1, 2012)
• Pharma sales and marketing: Fixing a broken model

  Phil Taylor explores the new sales and marketing strategies suggested by a recent Booz & Co-sponsored survey of the pharma sector

  (Apr 15, 2012)

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