Objection Handling for Field Medical Professionals

MSL objection handling, 5 e's framework, medical science liaisons, pre-call planning, negotiation tactics

In this episode, Linda Traylor joins Tom Caravela to delve into the art of objection handling for MSLs. They explore the nuances between MSLs and sales teams, introducing a structured approach known as the 5 e's framework. Emphasizing the significance of pre-call planning, the discussion highli…

Nov 8^th • 32 mins listen

From Interactions to Impact: How Medical Affairs Can Prove Its Value

Medical Affairs, SMART framework, scientific ROI, share of scientific voice, business case for SMART metrics, insights versus impact measurement, metric analysis, strategic impact, message alignment ROI, influence of Medical Affairs, implementation of SMA

In this episode, Tom Caravela is joined by Lusine Kodagolian to discuss how to measure the value of medical affairs. They explore the SMART framework, emphasizing its application in measuring scientific ROI and share of scientific voice. The discussion highlights the balance of various metrics and h…

Aug 12^th • 32 mins listen

New Machine Learning Framework Uses EHR Data to Assess ICI Effectiveness, Toxicity

Drs. Shaalan Beg and Travis Osterman discuss a machine learning model, recently featured in JCO Clinical Cancer Informatics, that uses electronic health record data to accurately predict the effectiveness and toxicity of treatment with immune checkpoint inhibitors. The new AI model can be use…

Mar 21^st • 16 mins listen