Domin8

In this episode, Stephen Saberin sits down with Julia Treible, Mid-Market Account Executive at HubSpot, to explore what happens when a competitive swimmer turned accidental salesperson lands one of the more complex deals in the med tech space. Julia swam at the University of Florida, competed at the Olympic trials at 18, and credits that competitive foundation — along with a psychology degree from UGA — for how she runs discovery and navigates multi-stakeholder evaluations.Julia walks through a recent manufacturing win where a medical sales team was documenting billion-dollar deals on post-it notes and in their iPhones, while a separate professional sales team struggled with a clunky, developer-built Salesforce instance that nobody actually wanted to use. The deal involved two divisions, four key stakeholders, a live AI voice note solution built by Aptitude 8, and a phased migration strategy that separated medical from professional to keep the evaluation from collapsing under its own weight.Whether you're an early HubSpot rep or an experienced AE managing complex technical deals, Julia's approach to splitting evaluations, making reps the hero of the story, and building the right partnership structure is worth studying closely.Key Takeaways from the Episode:• A CRM for CRM's Sake Doesn't Close: Adoption is everything. Reps need to feel like the system is going to make them more money — that's the only North Star that matters in a CRM evaluation.• Don't Boil the Ocean: When two divisions have fundamentally different needs and readiness levels, splitting the evaluation isn't a retreat — it's the move that wins the deal.• AI Fills the Gaps Nobody Talked About: Turning 45-minute drives between hospitals into structured CRM data via voice-to-field AI wasn't a native HubSpot feature — it was a custom solution that became the deciding factor.• Your IT Director Can Be Your Best Champion: The IT team isn't a gatekeeper — they have their own pain points, and when you solve those, they'll lead the charge internally.• Land and Expand Only Works With a Real Partner: Phased deals carry risk if the implementation partner isn't fully aligned. Constant communication and a shared workspace are what keep it from falling apart between phases.Connect with us:Stephen Saberin (Host): https://www.linkedin.com/in/stephen-saberin/Julia Treible: https://www.linkedin.com/in/juliatreible/Aptitude 8: https://aptitude8.comReach out directly: [email protected]#HubSpot #SalesStrategy #MedTech #CRM #Salesforce #domin8podcast

In this episode, Stephen Saberin sits down with Dan Mulcahey, Account Executive at HubSpot, to explore what happens when a background in investment analysis meets nearly seven years of consultative HubSpot selling. Dan started his career crunching numbers in back-office finance before pivoting into sales ops at HubSpot — and eventually into a closing role where he's now a 2025 President's Club winner.Dan walks through a recent B2B SaaS win where the prospect wasn't shopping for a CRM at all — they were halfway through building their own. What started as a BDR-sourced outbound opportunity to sell marketing tools turned into a full platform deal covering Marketing Hub, Sales Hub, Commerce Hub, and Data Hub, closed in under 45 days. He shares how he navigated a CEO who never joined a single call, a technical team skeptical of Commerce Hub's quoting capabilities, and a champion who ended up doing most of the internal selling without being asked.Whether you're an early-career HubSpot rep or a seasoned AE working complex multi-stakeholder deals, Dan's approach to consultative selling, async demos, and knowing when to loop in a partner is grounded in what actually works in the field.Key Takeaways from the Episode:• The Build vs. Buy Pivot: A routine integration call with the sales team revealed that HubSpot already did everything they were spending time and money trying to build themselves.• Champion-Led Deals Move Faster: The right VP of Marketing did more internal selling than Dan did — and it's something you can build deliberately, not just get lucky with.• Loom Replaces a Third of Your Follow-Up Calls: Short async demo clips answered complex questions faster than scheduling another meeting and kept momentum through a multi-stakeholder process.• The Marathon Mindset: Stop white-knuckling the quota. Reps who focus on real conversations close better deals and build pipelines that don't dry up.• Bring AI Into the Deal Sooner: Dan's honest reflection — introducing HubSpot's AI capabilities earlier would have changed the initial sale, not just the onboarding conversation.Connect with us:Stephen Saberin (Host): https://www.linkedin.com/in/stephen-saberin/ Dan Mulcahey: https://www.linkedin.com/in/dan-mulcahey/Aptitude 8: https://aptitude8.comReach out directly: [email protected]#HubSpot #SalesStrategy #B2BSaaS #CRM #RevOps #domin8podcast

In this episode, Stephen Saberin sits down with Dan Sally, Account Executive at HubSpot, to explore what happens when eight years of standup comedy collide with 16 years of enterprise software sales. Dan was one of HubSpot's earliest hires—back when the job listing was on Craigslist and the whole company fit in a single room—and he's been refining his approach to complex, multi-stakeholder deals ever since.Dan walks through a recent nonprofit CRM win against Salesforce, where fragmented tools, a consensus-driven buying committee, and a cautious IT team made for anything but a straightforward evaluation. He shares how he kept the process moving, won over skeptical stakeholders, and ultimately proved that HubSpot was the right call—on ease of use, on adoption, and on scale.Whether you're new to HubSpot sales or moving up to more complex deals, Dan's framework for qualifying early, working backwards from implementation, and understanding the "when and why" behind a deal is as practical as it gets.Key Takeaways from the Episode: • Comedy Trains Better Sellers: Reading a room, economizing words, and recovering from rejection are standup fundamentals—and elite sales skills. • IT is a Persona, Not a Gatekeeper: Win them early with documentation, empathy, and a technical partner who can speak their language. • The When and Why Close Deals: If you understand a prospect's timeline and the reason behind it, you can backfill everything else.Connect with us: Stephen Saberin (Host): https://www.linkedin.com/in/stephen-saberin/ Dan Sally: https://www.linkedin.com/in/dan-sally/ Aptitude 8: https://www.aptitude8.com/ Reach out directly: [email protected]#HubSpot #SalesStrategy #EnterpriseDeals #CRM #Salesforce #domin8podcast

In this episode, Stephen Saberin sits down with Vinny Ciccio, Account Executive at HubSpot, to break down how he helped win a high-stakes CRM deal with one of the largest nonprofit foundations in the country—despite being brought in after the competition had nearly closed it.Vinny shares how he led with trust, stayed consultative, and leaned on internal teams and partner support from Aptitude 8 to position HubSpot against Salesforce. Together, they executed a compressed, high-impact evaluation process that met every stakeholder’s needs—and proved HubSpot could deliver both quickly and confidently.Hear how Vinny built early credibility, navigated complex personas, and turned a long-shot opportunity into a major closed-won.Key Takeaways from the Episode:• Trust Wins Late-Stage Deals: Speed alone doesn’t matter without credibility.• Lead with Listening: The best sellers don’t force fit—they ask better questions.• Partnerships Create Leverage: Great teams (internal and external) make big wins possible.Connect with us:Stephen Saberin (Host): https://www.linkedin.com/in/stephen-saberin/Vinny Ciccio: https://www.linkedin.com/in/vinny-ciccio-64295040/Aptitude 8: https://www.aptitude8.com/Reach out directly to me here: [email protected]#HubSpot #SalesStrategy #EnterpriseDeals #CRM #Salesforce #domin8podcast

In this episode, Stephen Saberin sits down with Jonathan Dobrovich, Principal Services Consultant at HubSpot, to unpack a complex enterprise deal for a senior living organization operating across B2B and B2C models. Jonathan shares how he helped the client replace custom-built tech and scale beyond their Twilio-based infrastructure—navigating multiple stakeholders, tight timelines, and a high-pressure, multi-hub rollout with over 200 sales seats. Hear how Jonathan leveraged deep implementation expertise to scope custom calling integrations, balance stakeholder priorities, and deliver a future-proof solution across marketing, sales, and service teams. Plus:Why project management skills are underrated in pre-salesHow to identify and support strong championsWhen to say “MVP now, roadmap later”And why a great sales rep makes all the difference in the room Key Takeaways from the Episode:Custom Integrations Are the New Normal – Especially with legacy infrastructuremplementation Strategy Is a Selling Tool – Not just a post-sale necessityChampions Drive Alignment – But they need enablement, not just enthusiasm Connect with us:Stephen Saberin (Host): https://www.linkedin.com/in/stephen-saberin/Jonathan Dobrovich: https://www.linkedin.com/in/jonathan-dobrovichAptitude 8: https://www.aptitude8.com 🎧 Subscribe for more behind-the-scenes breakdowns from HubSpot’s top sellers and services consultants. 📩 Reach out directly: [email protected] #HubSpot #RevOps #EnterpriseSales #domin8podcast #HubSpotPartners

In this episode, Stephen Saberin sits down with James Wanke, Global Services Consulting Team Lead at HubSpot, to unpack a $25K MRR deal with a growing HR and finance company. James shares how he helped the client transition from Salesforce, navigate internal leadership changes, and evaluate two competing partners—both in the same meetings.Hear how James built trust with stakeholders, positioned HubSpot as a scalable long-term solution, and worked cross-functionally to deliver a confident buying experience. Plus, insights on why the right partner match can make or break a deal and how internal alignment drives better outcomes for everyone involved.Key Takeaways from the Episode:Partner Fit Matters: Expertise, delivery style, and even personality alignment all impact partner selection.Transparency Wins: Giving partners the same access and info helps create trust and accountability.Scalable Solutions: Selling isn’t just about today’s needs—it’s about preparing clients for what’s next.Connect with us:Stephen Saberin (Host): https://www.linkedin.com/in/stephen-saberin/James Wanke: https://www.linkedin.com/in/jameswankeAptitude 8: https://www.aptitude8.com/Reach out directly to me here: [email protected]#HubSpot #SalesStrategy #Partnerships #domin8podcast

In this episode of the domin8 Podcast, Stephen Saberin sits down with Dan McGreevy, Enterprise Sales Executive at HubSpot, to unpack a recent complex deal that was anything but ordinary. Dan shares how he leveraged the power of HubSpot’s ecosystem, partnered with Aptitude 8, and navigated a multi-stakeholder, cross-functional sales cycle with tight timelines and unexpected board mandates.You’ll learn:Why events like INBOUND are secret weapons for sales momentumHow GPCT methodology helped build trust with stakeholdersWhy champions are essential (and how to activate them)How organization and joint evaluation plans saved the dealThe real role Aptitude 8 played behind the scenesThis episode is a must-listen for HubSpot sellers, solution partners, and anyone in B2B sales navigating high-stakes deals.Connect with us:Stephen Saberin (Host):  https://www.linkedin.com/in/stephen-saberin/Dan McGreevy:  https://www.linkedin.com/in/dmcgreevyAptitude 8: https://www.aptitude8.com/Reach out directly to me here: [email protected] 

In this premiere episode, Stephen Saberin sits down with Lucas Sanchez, a Senior Account Executive at HubSpot, to discuss how he closed a major credit union account. Lucas shares his approach to high-value sales, navigating complex stakeholder landscapes, and leveraging partnerships for success.Hear how he tackled segmentation challenges, overcame last-minute executive roadblocks, and positioned HubSpot as the ultimate solution. Plus, get insights on the future of selling, the power of AI, and why improv skills might just make you a better salesperson.Key Takeaways from the Episode:Customer-Centricity: Solve for customer needs to build trust and show HubSpot's value.Strategic Partnerships: Leverage partners for expertise and deal validation, especially with complex clients.Proactive Sales Planning: Plan ahead and involve technical teams early for a smoother sales process.Connect with us:Stephen Saberin (Host):   / stephen-saberin  Lucas Sanchez:   / lucas-sanchezlas  Aptitude 8: https://www.aptitude8.com/Reach out directly to me here: [email protected]