Saul Marquez: Mastering Healthcare Deal Dynamics: Building the Complete Buyer Map

Saul Marquez: Mastering Healthcare Deal Dynamics: Building the Complete Buyer Map

In this episode, Saul Marquez dives into the complexities of healthcare sales pipelines, highlighting the importance of understanding all decision-makers involved. Discover how to move beyond traditional pipelines and develop a comprehensive buyer map to close more deals and build lasting relationships. Key Topics: * The reality of multi-stakeholder decision-making in healthcare sales, with nearly 60% of organizations involving five or more decision-makers. * Why relationships with individual champions are insufficient — the importance of mapping the entire stakeholder environment. * The discrepancy between the economic buyer and clinical champion, and why their differing timelines impact sales success. * The pitfalls of late-stage engagement with financial and IT stakeholders, and how early mapping can prevent deal stalls. * A four-part framework designed to improve your buyer map and enhance conversion rates. * The importance of measuring relationships over just deals to foster trust and long-term success. * Practical advice for revising sales strategies: evaluating if you're measuring relationships or just deals. Link to newsletter: https://www.linkedin.com/pulse/healthcare-doesnt-have-pipeline-problem-has-buyer-map-saul-w-marquez-dwose/

How Medtech Marketers Build Depth After Launch with Ankit Shah, Vice President of Marketing at SetPoint Medical

Bringing a breakthrough medical device to market takes more than strong science. It requires trust, education, evidence, and a clear understanding of how patients and physicians make decisions. In this episode of Healthcare Marketing Executive, Ankit Shah, Vice President of Marketing at SetPoint Medical, discusses what it takes to commercialize innovative medical technologies in today's complex healthcare environment. Drawing on his experience in medtech, commercialization, portfolio strategy, physician education, and product launches, Ankit shares how companies can turn promising innovations into meaningful adoption. The conversation highlights the importance of building credibility with clinicians, educating stakeholders about new categories of care, and developing messaging that supports market growth. Ankit also explores SetPoint Medical's work in neuroimmune modulation and how device-based therapies are creating new possibilities for patients with chronic autoimmune conditions. Tune in to this episode to learn how medtech leaders can bring new solutions to market by combining clinical evidence, strategic communication, and a deep understanding of the customer journey.  Resources: * Follow and connect with Ankit Shah on LinkedIn [https://www.linkedin.com/in/ankitshah11/]. * Follow SetPoint Medical on LinkedIn [https://www.linkedin.com/company/setpoint-medical/] and visit their website [https://setpointmedical.com/]. * Visit the Healthcare Marketing Executive website [https://healthcaremarketingexecutive.com/].  * Explore the Outcomes Rocket website [https://www.outcomesrocket.com/].

Weekly Insight: The PR-to-Sales Gap is Where Medtech Pipeline Leaks

Earned media should not disappear after publication. It should help move the pipeline. In this episode of Healthcare Marketing Executive, Saul Marquez concludes his three-part series on using PR as a pipeline acceleration tool by addressing a common breakdown in healthcare marketing: earned media often generates visibility but never reaches the sales team. He highlights findings from the 2026 Benchmark on AI Visibility and Revenue Report, which revealed that only 13% of organizations share earned media internally, and just 6.1% integrate it into the sales process. Saul explains how this disconnect creates missed opportunities and outlines three practical rules to close the gap: distribute every placement to sales within 24 hours, align coverage with the appropriate stage of the sales sequence, and equip internal champions with credible third-party validation. By operationalizing earned media, organizations can turn visibility into measurable business growth. Tune in, then read Saul’s full article on the PR-to-sales gap and where the med tech pipeline leaks: https://www.linkedin.com/pulse/pr-to-sales-gap-where-medtech-pipeline-leaks-saul-w-marquez-pqjne/?trackingId=6Mmz083rQSqQ5uN6ZyYR9Q%3D%3D [https://www.linkedin.com/pulse/pr-to-sales-gap-where-medtech-pipeline-leaks-saul-w-marquez-pqjne/?trackingId=6Mmz083rQSqQ5uN6ZyYR9Q%3D%3D] Resources: * Follow and connect with Saul Marquez on LinkedIn [https://www.linkedin.com/in/saulmarquez1/]. * Follow Outcomes Rocket on LinkedIn [https://www.linkedin.com/company/outcomes-rocket/posts/?feedView=all] and explore their website [https://www.outcomesrocket.com/]. * Visit the Healthcare Marketing Executive website [https://healthcaremarketingexecutive.com/]!

Speaking the Language of Healthcare Marketing with Kate Karlsson, Founder and CEO of Systole Media

Healthcare marketing is not just about visibility. It is about trust, language, timing, and understanding the realities of the people receiving the message. In this episode of Healthcare Marketing Executive, Kate Karlsson, Founder and CEO of Systole Media, explains why healthcare marketing requires a fundamentally different approach than marketing in other industries. Drawing on her experience as both an ICU nurse and healthcare communications leader, she shares why understanding clinicians, patients, and the realities of care is essential for building credibility and creating messages that resonate. Kate also discusses why PR success should be measured by reaching the right audience with the right message, not just by impressions or clicks. The conversation also explores the value of involving end users in product development, using authentic clinician language, and elevating nurses' voices through her Nurses to the Mic initiative. Tune in to this episode to learn how healthcare marketers can build trust by speaking the right language, listening to end users, and communicating with more honesty and intention. Resources: * Follow and connect with Kate Karlsson on LinkedIn [https://www.linkedin.com/in/kate-karlsson/].  * Follow Systole Media on LinkedIn [https://www.linkedin.com/company/systole-media/] and visit their website [https://www.systolemedia.com/]. * Learn more about Nurses to the Mic here! [https://nursestothemic.beehiiv.com/] * Visit the Healthcare Marketing Executive website [https://healthcaremarketingexecutive.com/]! * Follow Outcomes Rocket on LinkedIn [https://www.linkedin.com/company/outcomes-rocket/posts/?feedView=all] and explore their website [https://www.outcomesrocket.com/].

Weekly Insight: PR Is a Go-To-Market Lever in Healthcare

PR is not just a brand awareness activity in healthcare. It should be built around the buyers you want to reach. In this episode of Healthcare Marketing Executive, Saul Marquez, CEO at Outcomes Rocket, shared a crucial mindset shift for medtech and health tech leaders who only activate PR for funding rounds or product launches. He explains that this traditional approach misses a massive opportunity to use PR as a direct go-to-market lever that engages healthcare buyers long before a sales conversation even begins. To maximize impact, Saul breaks down why brands should stop planning media coverage around an internal news calendar and start anchoring it directly to their Ideal Customer Profile (ICP). Ultimately, knowing which target accounts are reading, what conversations they care about, and where a team can credibly add value lays the foundation for a highly effective PR strategy. Tune in, then read the full article below to learn how healthcare brands can use PR as an ICP play, not just a comms approach. Resources: * Follow and connect with Saul Marquez on LinkedIn [https://www.linkedin.com/in/saulmarquez1/]. * Follow Outcomes Rocket on LinkedIn [https://www.linkedin.com/company/outcomes-rocket/posts/?feedView=all] and explore their website [https://www.outcomesrocket.com/]. * Visit the Healthcare Marketing Executive website [https://healthcaremarketingexecutive.com/]! * Read the complete blog: https://www.linkedin.com/pulse/pr-gtm-lever-most-healthtech-medtech-companies-treat-like-marquez-zw4rc/?trackingId=zVC%2BAL9USkqjy%2F1aM1%2BINQ%3D%3D [https://www.linkedin.com/pulse/pr-gtm-lever-most-healthtech-medtech-companies-treat-like-marquez-zw4rc/?trackingId=zVC%2BAL9USkqjy%2F1aM1%2BINQ%3D%3D]