You built a great product. So why are deals still stalling?

In health tech, excellence isn’t enough. The gap between interest and a signed contract comes down to trust infrastructure, strategic positioning, and understanding how buying decisions really get made.

In this episode, you’ll learn why superior solutions lose to “good enough” competitors, and how to build the systems that close deals before you ever reach final negotiations.

You’ll learn:

● Why product excellence doesn’t close contracts

● How to build trust with measurable proof and validation

● The importance of mapping the buying committee early

● How to create internal champions

● Why relationships must start before the sales process

Timestamps

00:00 – Fixing the deal-closing gap

00:52 – Stop waiting to build relationships

01:15 – Using partners as social proof

01:35 – Building proper follow-up systems

02:05 – Why excellence isn’t enough

02:30 – Impact awards and pitch resources

05:07 – Closing and guest invitation

Ready to shift from bottleneck to leader?

1️⃣ Turn Your Pitch into a Funding Magnet

👉 http://PitchToYes.com

2️⃣ Get Seen by the Right Investors

Apply for the HealthTech Impact Awards. Nominations close March 1, 2026.

👉 http://HealthTechImpactAward.com

3️⃣ Get a 360° Strategy from a Real Board

Stop piecing together advice from part-time advisors.

👉 http://PulsePointPath.com/Apply

Health Tech Growth is powered by PulsePoint Path.

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Thank you for listening to HealthTech Growth. If you're a healthcare tech innovator or founder interested in being a featured guest on our show, visit HealthTechGrowth.io to learn more.