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Hosted by Stephen Saberin, Senior Partnership Manager at the world’s leading technical HubSpot consulting firm, Domin8 is your backstage pass to the world of HubSpot selling. Get insider stories on what drives success—how top professionals close deals, overcome challenges, and thrive in this competitive industry.
From aligning the perfect GTM tech stack to tackling real-world sales hurdles, Domin8 is packed with actionable insights and captivating stories to help you excel in today’s competitive sales landscape. Whether you’re in sales, partnerships, or leadership, tune in to sharpen your edge so you can Domin8.
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domin8 S1E7 - Dan Mulcahey
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Show Welcome
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[00:00:00] Dan Mulcahey: what started actually as a integration conversation how do we go about integrating to our proprietary system turned into a, you [00:00:10] guys actually do all of this that we're trying to build on our own.
It's already ready to go and wouldn't require any integration. It's already within the platform, right? That one [00:00:20] call really got the wheels churning in the sales leader's mind for should we really be going down this kind of build our own CRM path.
[00:00:28] Stephen Saberin: Welcome to the Dominate [00:00:30] podcast. On this show we talk with HubSpot's sellers about their latest wins, pulling back the curtain to explore the challenges they ran into and the strategies they used to win the deal. [00:00:40] Steven Sabr, senior Partnership manager at Apps to date the world's top technical consulting firm. on the dominate podcast, I'm joined by Dan Mulcahy, a [00:00:50] longtime Hubspotter who's had many roles, internal analyst turned sales guy, and most recently also hit President's Club for 25.
Congratulations, Dan. And then [00:01:00] also I noticed according to recent LinkedIn posts closed one of the biggest deals of his life. last year. And while it's not the topic of today's show, wanted to congratulate him on [00:01:10] officially tying the knot and convincing his wife to to marry him. So that's that's exciting. Dan, this one's I know gonna be talking a lot about, [00:01:20] strategy and how we ran into it. And, might even have a little fun at your own expense, but let's get into it. Great to have you
on the show.
[00:01:26] Dan Mulcahey: Yeah, no, thanks for the intro there, Steve. And yeah, glad to be [00:01:30] here andglad to seal that deal last year, so hopefully we'll keep it rolling for the rest of life. So.
Dan’s Sales Origin
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[00:01:36] Stephen Saberin: Dan I guess before we get into this one, I'd love to hear, [00:01:40] what is one thing about your, path into sales that most people wouldn't assume or wouldn't guess?
[00:01:47] Dan Mulcahey: Ooh, that's a good question. I think for me, [00:01:50] yeah, definitely took an unconventional path to this role. I think a lot of people probably wouldn't know that I started my career in the [00:02:00] investment industry of all industries as an analyst and a crunch in numbers. So I was behind the screen in the background, kind of back office for almost four [00:02:10] years before coming to HubSpot getting into sales ops and then transitioning into sales.
So, yeah.
[00:02:16] Stephen Saberin: yeah.
Deal Snapshot
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[00:02:16] Stephen Saberin: So jumping into it, I guess give me the 32nd [00:02:20] version right, of this deal. I know it was a B2B SaaS company. was the customer, gimme the size and what that looked like. What made this one, [00:02:30] I guess not a layup as we might typically expect
to see it.
[00:02:33] Dan Mulcahey: Yeah, I think, first and foremost it was actually A-A-B-D-R booked opportunity. [00:02:40] So, they weren't
[00:02:40] Stephen Saberin: Okay.
[00:02:41] Dan Mulcahey: necessarily pounding the table to, to evaluate different softwares like HubSpot. But we nurtured them, for long enough. BDR [00:02:50] booked the the opportunity and we were able to get, that conversation on the table.
Ultimately. Yeah, it's a B2B SaaS organization, kind of like in the collections industry [00:03:00] of that side of the business, but roughly a hundred person team really good people. But they did have some new marketing hires, which was kind of our compelling event to, [00:03:10] to keep the outreach and get the outreach going.
So. Yeah, at a high level that was the organization and that's how the opportunity came about.
[00:03:17] Stephen Saberin: Interesting.
Stakeholders Engaged
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[00:03:18] Stephen Saberin: Okay, so who was all involved [00:03:20] in, originally I know they had some new marketing folks. Are those the folks that you reached out to
initially?
[00:03:25] Dan Mulcahey: Yes, exactly. So we actually, we got in touch with their. New VP [00:03:30] of Growth Marketing who immediately looped in the CMO into kind of the second conversation after initial discovery. And we also brought in the other VP member or [00:03:40] director member who manages the website.
So all three of kind of the right stakeholders on the marketing side and B2B SaaS. It was kind of a. A perfect fit for HubSpot in [00:03:50] terms of what they were actually looking to do from a growth perspective, content strategy, et cetera. So, yeah.
Growth Mandate
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[00:03:56] Stephen Saberin: I know this was an outbound initiative, but [00:04:00] what was their, why? What was the reason that it made it interesting to look at and have these conversations with you initially?
[00:04:08] Dan Mulcahey: Yeah, I think for them it was [00:04:10] just being in growth mode. They had all, a lot of them had worked at a previous organization together. It had gotten to a certain size where, you know they were looking to be builders again. [00:04:20] And they've been around now for quite a bit, but still only a hundred employees.
So lot of room for, this new VP of marketing to come in and really build out [00:04:30] the strategy. So. The person we got in touch with initially, that's exactly what they were brought in for, right, was to build the marketing foundation from the ground up alongside the [00:04:40] CMO. But really he was gonna be more of the executive doer if you will.
So that's, that was kind of the why. It was all, growth driven private equity [00:04:50] backed right, growth mandates. So certainly. Helped to drive the conversation in, in that direction.
Messy Tech Stack
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[00:04:57] Stephen Saberin: what was their current, situation? What did they have from a [00:05:00] tech stack? What were their main pain points, challenges that you were looking to
address?
[00:05:04] Dan Mulcahey: So initially they had a tech stack that was a little bit all over the place. They [00:05:10] were coming off of Dynamics CRM. They had click dimensions kind of, that was kind of their sole marketing tool at the time. And then of course they would, [00:05:20] log into different platforms, social media, things like that, to do those things individually.
But yeah, it was an interesting one because they were coming off dynamics for A [00:05:30] CRM and they were actually gonna build their own CRM but. Yeah. After conversations with us began on the marketing side of the house, kind of opened [00:05:40] up the door to, oh, HubSpot actually also has a CRM. Maybe we should consider that.
And they did. And ultimately that's what we ended up getting them on board with [00:05:50] marketing, sales data hub, all the different elements of HubSpot kind of full platform, if you will.
[00:05:56] Stephen Saberin: Yeah, were there many, were there integrations? Did you guys [00:06:00] have any of those challenges going into this? Or what did, what
was that?
Build vs Buy CRM
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[00:06:04] Dan Mulcahey: There were some talks. So initially actually, yeah the conversation focused around how do we integrate [00:06:10] HubSpot with our soon to be proprietary CRM. And they had actually begun like, and gotten a decent way down the path of building that [00:06:20] out. And luckily, you know, HubSpot, open APIs yes, would've required development work, which their team was pretty savvy around a lot of developers on their side, and [00:06:30] they could have made it happen.
But I think The theme of 2026 has been like, do you vibe code your own CRM or do you, actually purchase one that's already built out? [00:06:40] They weren't vibe coding. They were real coding, but they kind of realized like, why are we spending all this time?
It's not adding value for our customers. Like, let's just get something that already works works [00:06:50] very well and will work very well for our industry specifically. Yeah, we were able to flip the script there and get them to come on board with HubSpot, CRM.
CRM Pivot Call
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[00:06:58] Stephen Saberin: I guess, what was the [00:07:00] pivotal moment? Was it a segue? Was there a pivotal moment where they went from, Hey, we're doing this internally? It sounds like something maybe they were maybe. [00:07:10] Evaluating for some time and then, they didn't even consider HubSpot as an option, but once they started chatting with you, they're, it kind of came up it naturally, but like, was there a [00:07:20] pivot point where were like, okay, now this is a reality, there's like an additional thing we can sell here, or was that more strategic?
[00:07:26] Dan Mulcahey: It was kind of a pivot [00:07:30] point that we weren't actually expecting. We met the sales leadership team because the sales leadership team was also heavily involved in their. Internal [00:07:40] CRM build. So what started actually as a integration conversation how do we go about integrating to our proprietary system turned [00:07:50] into a, you guys actually do all of this that we're trying to build on our own.
It's already ready to go and wouldn't require any [00:08:00] integration. It's already within the platform, right? That one call really kind of got the wheels churning in the sales leader's mind for should [00:08:10] we really be going down this kind of build our own CRM path. So, yeah.
[00:08:14] Stephen Saberin: yeah.
Requirements and Fit
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[00:08:15] Stephen Saberin: what were their main considerations, right? Was it cost to build? What was the [00:08:20] I guess what were the requirements that, made them realize that HubSpot was the fit?
[00:08:24] Dan Mulcahey: It's honestly a good question. It kind of took us a little bit by surprise when they told us they wanted to explore further, [00:08:30] 'cause at least in TAR, talking to the marketing team, they were pretty much like their dead set on, building their own. And we were okay with that. But, yeah, it's interesting in, in, in terms of [00:08:40] requirements.in the B2B SaaS industry, they had a team of roughly 20 salespeople that they needed to, be able to do deep prospecting thorough [00:08:50] outreach, follow-up ensure that opportunities weren't falling through the cracks.
Forecasting and reporting. All of those elements that are were going to drive results [00:09:00] not only for the team, but then visibility for their leadership to make better decisions, funnel up to private equity and provide that visibility. So those were the core [00:09:10] requirements, if you will.
I wouldn't say it's all that different from most teams that are evaluating CRM, but, yeah, with the growth goals and mandates that they had in place it just made so much more sense [00:09:20] to, to come to HubSpot.
[00:09:21] Stephen Saberin: Yeah. It sounds like you, you kind of had a reverse of what we sometimes experience as far as a wrench getting thrown in a sales cycle or something to [00:09:30] that nature where, you know. The opposite happened here, where it was, there was a lot more opportunity that you ended up uncovering. I'm curious, were there any moments or were there, [00:09:40] critical, pieces in the sales cycle that you could talk about that that we might run into in B2B SaaS and how you address those?
Product Skepticism
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[00:09:49] Dan Mulcahey: [00:09:50] Yeah, I think there was, there was some healthy skepticism from their team around some of the newer products with HubSpot. They're [00:10:00] in B2B SaaS, they know that sometimes the newer things, they're not fully baked, right. So Commerce Hub, for example, they wanted their sales team to be able to do quoting [00:10:10] within HubSpot, and they at least thought that their type of quoting might be a little bit too complex for this new product.
But after further [00:10:20] review, their, what they thought was complex was actually essentially outta the box with Commerce Hub in terms of like a pricing calculator that they had, right? Which was [00:10:30] essentially just tiered pricing within Commerce Hub. that was certainly one of the nuances within this process that healthy skepticism, which I appreciate.
Coming [00:10:40] from, the B2B SaaS background. they knew which questions to ask and they asked them. And I think for me I actually, I like it when people are [00:10:50] skeptic, right? Because then they're taking it seriously, the evaluation. And they wanna make sure they turn over every stone.
That, that's when you know, like, okay, this [00:11:00] person's really serious, rather than just kind of window shopping, right? So, yeah.
[00:11:03] Stephen Saberin: yeah.
Were there any individuals who were skeptics? I know [00:11:10] often can come hand in hand with somebody who's on dynamics and click dimensions. They, particularly. I found a lot of those platforms are
[00:11:19] Dan Mulcahey: Yep.
[00:11:19] Stephen Saberin: by it [00:11:20]
or owned by it,
Was there hesitancy there for, adopting a more forward or, a modern s system like
HubSpot.
CEO Objections
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[00:11:28] Dan Mulcahey: There was, yeah, actually [00:11:30] the CEO, who, funny enough we never actually met. We heard a lot about him throughout the process and his questions were funneled back to us. But the CEO was kind of [00:11:40] like heavy into the dynamics world. Had used it for years before trying to go their own path.
And I think he knew that [00:11:50] platform very well and it was like, okay, well why would we go HubSpot? Why wouldn't we just keep dynamics if we're not gonna build our own? And then that's when the [00:12:00] conversation around, the unified solution with HubSpot. It just made CRM within the same system as marketing, as quoting, all make sense. So, [00:12:10] yeah.
[00:12:10] Stephen Saberin: at this point I hear, we started in with, the marketing folks. We had, the website leader and then, now we have, the sales team that got [00:12:20] looped in and we have the CEO the stakeholders, for this, and this is becoming more common the stakeholders that are involved in these sales, it's growing.
So we're selling to
larger groups. [00:12:30] How did you
manage that
and how did you. Navigate getting buy-in from all those different groups.
[00:12:36] Dan Mulcahey: Yeah. In hindsight I wish I had opened up, a like a [00:12:40] trumpet deal room or something. I didn't and it's kind of funny to look back on the email chain, which is like over a hundred emails long. But we were able to, at least keep it within the one thread. [00:12:50] And luckily didn't have to have too many, like, separate meetings with different pockets of the business.
[00:13:00] Luckily the marketing team was very good at really coordinating and being part of every conversation. So I gotta give kudos to the business and really the,VP of marketing [00:13:10] who led the charge they were fantastic. Great champion. And quite honestly, like did a lot of the heavy lifting for the internal selling which was fantastic.
[00:13:20] And, I like to think that we built a strong champion, but he was awesome. So.
[00:13:24] Stephen Saberin: Were you guys able to get in front of the CEO and have direct conversation? I know you said they funneled some of those [00:13:30] questions to him, but were you able to get in front of the main decision
makers there?
[00:13:35] Dan Mulcahey: We, we never got in front of the CEO, but the CMO we were in front of [00:13:40] pretty consistently. So, the highest level from a marketing perspective at least. And she was great too. And yeah, the team. They just got it right. Which really helped. So yeah.
[00:13:49] Stephen Saberin: [00:13:50] yeah.
Demos and Loom
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[00:13:50] Stephen Saberin: Often when you're working through a stakeholder that is, representing the offering, right? So what you're selling on HubSpot side, it's one of those [00:14:00] things you're producing either material, collateral or, examples or demos. how did you get the buy-in from them?
Or what kind of support did you offer the CMO or did [00:14:10] you need a lot to offer a lot of support for the stakeholders that were going back tothe CEO for example.
[00:14:16] Dan Mulcahey: Yeah, I think for us really came down [00:14:20] to crisp demos and we did have multiple demos. One on the marketing side, one on the sales and commerce side. Data hub was also in involved there. So I think [00:14:30] multiple demos really got people bought in seeing within the system what could be accomplished, how we could improve their workflows and process.
And then even [00:14:40] asynchronously, loom videos throughout to answer questions provide resources and show them, demo snippets if you will. For [00:14:50] questions that were just. Easier to show versus, type long answers out or have separate phone calls. So yeah heavy proponent of loom.
I love sending, kind of like [00:15:00] short demo videos over that, that answer questions
[00:15:02] Stephen Saberin: Yeah,
[00:15:02] Dan Mulcahey: digestible and visual way.
[00:15:04] Stephen Saberin: yeah.
[00:15:05] Dan Mulcahey: Yep.
Fast Close Timeline
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[00:15:05] Stephen Saberin: How
long was the sales cycle
[00:15:08] Dan Mulcahey: That is a good question. [00:15:10] I'm looking, when was our first meeting? it was actually funny enough, it was faster than anticipated. We initially met with them in December of last [00:15:20] year. And ultimately the sale happened at the end of January. So yeah.
[00:15:26] Stephen Saberin: Okay, fairly long sales site. That's almost a 12 [00:15:30] months. Well, it's what,
11
[00:15:31] Dan Mulcahey: No, sorry. December 25 to January 26. So month and a half.
[00:15:35] Stephen Saberin: okay.
Reverse.
Yes.
[00:15:37] Dan Mulcahey: Yep. Yep. So 30 to [00:15:40] 45 day sales cycle, which which I wouldn't have anticipated knowing that they really didn't come to the table thinking or wanting CRM. Right. So.
[00:15:49] Stephen Saberin: Yeah, that was [00:15:50] a
[00:15:51] Dan Mulcahey: Yeah, it was we had a little bit of, a little bit of timing on our side from like the marketing lens with some campaigns that needed to go out, click dimensions renewal coming [00:16:00] up.
So luckily that helped to drive a little bit of urgency. But yeah, the CRM component, I figured if anything that might be a phase two or whatever, but they were ready to go all in.[00:16:10]
[00:16:10] Stephen Saberin: Yeah.
That's
[00:16:11] Dan Mulcahey: Yeah.
[00:16:12] Stephen Saberin: Was there a major migration component to this? What did their data look like and what were those [00:16:20] conversations? As far as getting their existing data out of their systems in getting set up in
HubSpot?
[00:16:24] Dan Mulcahey: Yeah, so luckily they had pretty much already like, taken their data out of [00:16:30] dynamics so that they could get it all into their, proprietary CRM. So, from a migration perspective, they kind of had everything already in, different [00:16:40] CSVs file format, whatever. And really that's, they're kind of still going through that process of onboarding right now.
So they're getting their information in via different [00:16:50] imports. But yeah, again, luckily, very savvy team, kind of know their way around systems. So the migration process itself. Hasn't been too arduous. But yeah,
[00:16:59] Stephen Saberin: [00:17:00] Yeah.
Negotiation Risks
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[00:17:00] Stephen Saberin: Any major hiccups in the deal.
[00:17:02] Dan Mulcahey: there were a couple of I don't know about hiccups, but I think things that we thought were [00:17:10] going to maybe push the deal out from a timing perspective when it came to negotiation and little specifics like that. So there were a couple of moments where we were [00:17:20] like this might end up in February or further out.
But luckily we were able to address concerns and get creative and and ultimately bring it home. So, [00:17:30] yeah. Not necessarily hiccups, but a couple of pauses that, that we thought might push things out.
[00:17:35] Stephen Saberin: Yeah.
Why HubSpot Scales
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[00:17:36] Dan Mulcahey: So how did you guys give them the confidence that [00:17:40] HubSpot was, something that would scale with their business that they wouldn't need to, make another shift like they have with Dynamics in the next two to three [00:17:50] years?
Yeah, honestly, it's due to, I think, a couple of things, right? Luckily the product has evolved tremendously over the past. [00:18:00] I mean, even year, right? But like the last five years, the story that HubSpot no longer scales, just doesn't, it's not a thing anymore. HubSpot does scale.
We've got [00:18:10] x, number of enterprise customers. So I think that in itself was a, a huge component to get them. Bought in that HubSpot would be able to scale with them and they wouldn't run into [00:18:20] those issues. Again. And then the second piece is honestly through, the partner ecosystem like you guys, right?
Just knowing that we have so many [00:18:30] capable partners at their disposal should things happen, they need to pivot. We, a partner is, a phone call away. When and if needed, right? To [00:18:40] help them think through any complex complexities that they might be having or as they continue to add headcount, add grow their database, et cetera.
So really those two [00:18:50] things help to give them the confidence and maybe lower that that concern about scalability with HubSpot.
[00:18:56] Stephen Saberin: Awesome.
So overall this [00:19:00] deal seems like it went pretty smoothly, right? And also expanded mid, mid cycle where you know, you expected to sell, maybe a hover or two, and then this expanded to a full, [00:19:10] HubSpot suite. It seems like you had really good rapport with, with the team.
What did that look like? How did you build the rapport and then, I guess from, in your opinion, like how did [00:19:20] that contribute to, making this happen in such a short period of
time?
[00:19:24] Dan Mulcahey: Yeah. Yeah, we it was funny. We, it felt like we kind of clicked from the first call, just very, [00:19:30] similar personalities and humor and. Truly, yeah. Throughout the entire deal cycle. We, one of the stakeholders was the vp of [00:19:40] brand and digital marketing, the website lead there.
He was a guy who just like in emails over LinkedIn would just share memes outta left field [00:19:50] constantly to like, give everybody a laugh. And I think that. That went a long way. At the end of the day AI and systems and technology are incredible and [00:20:00] people can certainly buy without the interaction of a human, but there's something to be said for that human interaction.
Especially when dealing with a deal like this where you have to, [00:20:10] get a champion to sell internally. You're, we were able to get them on our side, if you will and vice versa. So. That was kind of an interesting nuance to [00:20:20] this. And I joked at one point with one of the one of the stakeholders that, we were meeting so often and just kinda laughing together that I was like, I feel like we're coworkers at this point, [00:20:30] and they got a good laugh out of that, and that's really what it felt like at the end of the day.
And that's what I try to bring to most of my sales cycles. But this one in particular, it, it really resonated. Which was awesome. [00:20:40] So.
[00:20:40] Stephen Saberin: Yeah. It's. When you can build a stakeholders and you can build the rapport to that level, it does wonders, it goes a really [00:20:50] long way. And then essentially you do get a, a true champion that's helping internally and guiding you through the
process.
[00:20:56] Dan Mulcahey: A hundred percent. Yeah.
[00:20:58] Stephen Saberin: [00:21:00] Did you guys,
Multithreading Stakeholders
---
[00:21:02] Stephen Saberin: was there kind of the concept of multithreading, like, what did that look like? I know there was a lot of stakeholders there, was this kind of hinged on a single champion,
[00:21:09] Dan Mulcahey: [00:21:10] It definitely was multithreaded. it was multithreaded in the sense that we had multiple stakeholders pretty much involved in every conversation. We didn't have to [00:21:20] go, message to somebody separately after calls to keep them updated, right? Luckily we had, VP of growth marketing, VP of brand and digital CMO on [00:21:30] our side and in every call from the get-go.
So they were able to really heard the cattle internally, right? Then we got the sales leader involved, VP of [00:21:40] sales. He was on the chain from there, so. I guess in, in some sense it was multithreading by adding more stakeholders onto the communications as we [00:21:50] went. Which, I personally enjoy 'cause yeah, it cuts down on the number of emails and stuff you gotta send around.
But yeah, so that, in that sense it was multithreaded for sure.
[00:21:59] Stephen Saberin: [00:22:00] yeah. That's awesome. And I mean, hey, I think this is one of those deals a lot of us dream about, but sounds like it went pretty smoothly, but I'm sure it went that way. You've been in the ecosystem for a [00:22:10] while. You've been selling for a while. There's a lot of, learning and experience that
you
[00:22:14] Dan Mulcahey: Yeah.
Advice for New Reps
---
[00:22:15] Stephen Saberin: For somebody who's
new or early in their, selling career, either with HubSpot or, on [00:22:20] the solution side, what's the biggest mistake or advice I guess, that you'd have for them to make a deal like this go smoothly [00:22:30] and, so you get this upsell and it, kind of work your way through where, it seems
effortless.
[00:22:35] Dan Mulcahey: Yeah, it's funny I mentor a lot of reps at HubSpot. I've been here almost seven years. And I [00:22:40] think one of the biggest things I try to get across to new reps, especially those that like, they do want to do this as their career. This isn't some [00:22:50] short term thing for them. It's really, you gotta have that mindset of like.
This is a marathon, it's not a sprint. Don't white knuckle the steering wheel and all these [00:23:00] conversations. Sit back in your chair, have a real conversation with people, understand the problems that they're running into and try to help. And I think [00:23:10] that shift in mindset for many who, they've got a quota over their head and they gotta hit that month in and month out.
if you just have good conversations with [00:23:20] companies that need your help. Good things will happen for your pipeline. People will not feel like you're trying to sell them on something. You're truly that consultative partner. [00:23:30] I can't tell you how much that changed the way that I sell.
And has helped, a lot of my mentees with the mental aspect of the role. And it just comes through to the prospects [00:23:40] and customers that you deal with. and Allows you to build a far better relationship and sometimes that, that even speeds the deal up.
When to Bring Partners
---
[00:23:47] Dan Mulcahey: So how do you look at. When to involve a [00:23:50] partner, and what does that look like in the mid-market space, right? Because there's some nuance there and there's a, broad range of companies that you guys sell to. What does that look like? [00:24:00] What are those signals and how do you think about that?
Yeah, for me it's pretty straightforward I try to involve a partner on almost every deal. I do give the prospect, the [00:24:10] customer the different options on really the very first call, wanna be straightforward with them. That, hey, like in order to get going successfully with HubSpot, there is some [00:24:20] level of either, onboarding or implementation.
And for you, Mr. Prospect, Mrs. Customer. It can either be, we teach you how to fish or [00:24:30] you get more of that hands-on support and that you may or may not need, depending on how much bandwidth you have and you know how much budget you have. And more often than not [00:24:40] in the mid-market space, building out the CRM and getting things set up that way is not the full-time job of our stakeholders that we're dealing with.
So. It's really the last [00:24:50] thing they wanna be doing which is kind of the assumption coming into most of these calls for me. So yeah, try to get a partner involved pretty much at the tail end of every discovery call we've [00:25:00] kind of aligned on they want more hands-on support, do it for me, help me build.
And that's when the next conversation, well, I guess usually it's a demo first, [00:25:10] but. After that then we kinda get the partner involved sometimes Yeah. Within the demo for that initial introduction and then scoping begins. So yeah.
[00:25:18] Stephen Saberin: Awesome.
AI Earlier Next Time
---
[00:25:19] Stephen Saberin: looking [00:25:20] back, do you think there's anything you would've done differently for this deal or learnings that you could take away from that?
[00:25:25] Dan Mulcahey: if there was anything I could do differently, It would be to get [00:25:30] AI into the conversation sooner. I don't think we got it in soon enough to really demonstrate the value of the capabilities, from an AI perspective that [00:25:40] HubSpot has to offer. And really the firepower that, those capabilities can bring to a, an organization.
Again, they're, some of those things are so new that I'm still getting the hang of [00:25:50] getting them involved in the conversation. But when I have and other deals, yeah it just really, it changes the conversation in a positive way. I think there's opportunity for that, for [00:26:00] this account, but I think there would've been a lot more in the initial sale if if we had kind of.
Maybe brought that in and highlighted the art of the [00:26:10] possible to some extent. But yeah, other than that it was a pretty good one. Yeah.
[00:26:14] Stephen Saberin: Nice. Before we wrap, I guess the final question I always like to ask is, what's something about [00:26:20] you personally? I guess it would be professionally most people wouldn't expect or don't know.
[00:26:25] Dan Mulcahey: Yeah. It's funny, I even put some of 'em on my LinkedIn in my little about [00:26:30] section. 'cause I don't know I kind of just use LinkedIn to make people laugh. one of my things that most people don't know is, I guess it's not even listed [00:26:40] on there. So this would be a good one.
I was in an all male acapella group in college. So I was pitch perfect, I think I still got it. It's been a, I gotta work the [00:26:50] pipes here, but every now and then, get in the car, the shower, I can still belt it out there. So yeah,
[00:26:55] Stephen Saberin: Yeah.
Are you based
Alto?
[00:26:57] Dan Mulcahey: I was a base, yep, I was a base [00:27:00] kind of brought the
low tone down there.
[00:27:02] Stephen Saberin: see that. I could,
hear that. I mean, I could hear that. right? Like,
[00:27:05] Dan Mulcahey: Yeah,
[00:27:06] Stephen Saberin: but you never
know. Sometimes you're
talking to somebody and all and they're like, no, [00:27:10] I'm a soprano, and you're like, wow, how does this, how does that work
anyway?
[00:27:14] Dan Mulcahey: We had some good times. It was fun. Never, not something I ever thought I'd do, but yeah. Saw the guys walking around [00:27:20] campus my freshman year and I was like, that looks like fun. So yeah.
[00:27:24] Stephen Saberin: That's pretty cool. That's pretty cool.
Wrap Up and Where to Connect
---
[00:27:31] Stephen Saberin: Hey, Dan, appreciate you joining me. It was really fun. [00:27:30] Appreciate you, breaking down everything for us, talking through the deal and spending some time with me today. So, thanks for the insight and look forward to having you
back soon.
[00:27:39] Dan Mulcahey: Of course. [00:27:40] No, thanks Steve for the time and yeah, I look forward to partnering with you here in 2026 and beyond.
[00:27:44] Stephen Saberin: Yes, sir. Sounds good. Thanks for listening. You can find me Steven Sare on LinkedIn. If you want to keep the [00:27:50] conversation going, check out appsu8@appsueight.com and. Learn how we're helping HubSpot sellers and solutions teams win more.
Until next time, keep [00:28:00] selling, keep learning, and keep dominating.
[00:28:10]