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.com
Reach out directly: [email protected]

#HubSpot #SalesStrategy #MedTech #CRM #Salesforce #domin8podcast