Subscribe
Share
Share
Embed
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.
Subscribe now to discover what it takes to Domin8.
Primary Full - domin8 S1E8 Julia Treible - V1
===
[00:00:00]
[00:00:00] Julia Treible: A CRM for CRM's sake doesn't mean anything to anyone. So just like, just to have a CRM you have to have a purpose behind it. And the CRM is only gonna be as powerful as [00:00:10] the adoption. the reps need to feel kind of like the hero of the story almost at the end of this evaluation, they need to feel like this is going to drive them to make more money and [00:00:20] ultimately, obviously support the growth of the company and using that kind of as the North Star.
if you can understand that, make them the hero of the story, then ultimately you'll kind of be [00:00:30] the HubSpot hero at the end of it.
[00:00:31] Stephen Saberin: welcome to the Dominate podcast. On this show we talk with HubSpot Sellers about their latest wins, pulling back the curtain to explore the challenges they ran [00:00:40] into and the sales strategies they used to win the deal. I'm Steven Srin, senior partnership manager for Aptitude eight.
The world's top technical HubSpot Consulting Firm.
[00:00:50] Today on the dominate podcast. I'm very excited to be joined by Julia Tribal, a mid-market AE for HubSpot. Julia's one of those sellers who brings a ton of energy and [00:01:00] a ton of intention to sales before HubSpot, Julia Builder Foundation in high performance environments.
Swam at the University of Florida, going on to earn a degree in [00:01:10] psychology from UGA, which honestly makes a lot of sense once you hear how she runs discovery and how she navigated this deal at HubSpot. She came in, hit some impressive [00:01:20] milestones including hitting President's Club, I believe your first full year with HubSpot.
So Julia, welcome to the show.
[00:01:26] Julia Treible: Awesome. Thanks Steven. So excited to be here.
[00:01:29] Stephen Saberin: Yeah. [00:01:30] Awesome. Well, today, I'm gonna jump right in. We're breaking down a recent win and I know we won this together. It was in manufacturing [00:01:40] medical sales team was really managing the business across, standard papers, spreadsheets, emails, notes and reps are really living on the road.
And leadership didn't have. A [00:01:50] reliable view and insight to pipeline activity and reporting. How did you start this? How did this come in? Give me the landscape and kind of what brought [00:02:00] them to the conversation? The table with HubSpot,
[00:02:02] Julia Treible: Yeah, a hundred percent. So this one was actually one of my target accounts. I had identified them, they've been kind of in my book for a [00:02:10] while. And I had really been prospecting into them as just HubSpot does really well with a lot of different medical companies and in healthcare space.
So I had kind of been [00:02:20] reaching out, connecting with a few folks on LinkedIn. Kind of thought I was. Screaming into the void for a while, but eventually did get them to book some time with me. I kind of came into the [00:02:30] conversation thinking it was potentially just gonna be kind of one, one person who had in, who was on the invite.
But turns out I was one of those calls where you hop on and, your face is plastered across a [00:02:40] boardroom with about four or five different people in there. So it was great to see that and kind of just dug into what each of them needed and uncovered a ton. And kind of just took it [00:02:50] from there and pretty quickly decided to loop your team in because I was realizing this was a, gonna be definitely a larger technical play.
A lot of a AI involvement and yeah, [00:03:00] that's kind of how it came to fruition.
[00:03:01] Stephen Saberin: Give me a little bit of the landscape or set the stage for the company itself. What did, what was the stakeholder? [00:03:10] It's always fun when you jump into a call and you expect to be a one-on-one, and then you end up with a full, 10, 20, 10, sometimes 20 folks in the room at the same time. But yeah, set the stage, [00:03:20] give us an idea, what did you learn about the company?
What do they have going on? And then the stakeholders that were, all in that single room.
[00:03:28] Julia Treible: Yeah, absolutely. So [00:03:30] this one, it was pretty apparent pretty quickly. It was a bit of a, two-headed beast um, with, uh, some other kind of heads popping in there as well. But primarily the, what [00:03:40] we found really quickly is that. They were evaluating HubSpot from two major lenses. So one being their medical sales team and one being their professional sales team.
And both [00:03:50] really had two very different evaluations going on, really different unique needs. The team was currently on Salesforce, but it was pretty they made it [00:04:00] pretty clear that like Salesforce, for them, it was built by developers, more so for developers. It was being really utilized by the professional sales team, although they were finding it.
Pretty [00:04:10] clunky. They were finding it to be needing to pay more every single time that their team was expanding. A lot of kind of add-ons there. Professional team was using it, but the medical device team, the [00:04:20] ones who were really on the road traveling from hospital to hospital, they were not utilizing it at all.
So we kind of uncovered that. I mean, we had basically like [00:04:30] a, world class medical device selling reps who, were, documenting their like billion dollar deals and insights on papers and like post-it notes and in their [00:04:40] iPhones. Because their system was just like way too clunky. So that's where we realized, okay, the VP of the medical division was, really ready to go.
[00:04:50] Lots of urgency, this was something that needed to be done yesterday. And then again, we had, we did have the professional team in there who said, we're un, we're not happy with where we're at. It's not as urgent, [00:05:00] but we would like to get kind of everyone on the same page in one single source of truth.
So that's kinda what we came into. And then it was, all right, how are we gonna kind of look at this evaluation as a whole [00:05:10] and, win it strategically so we can get the entire company on board. I
[00:05:13] Stephen Saberin: It's,
it's my understanding, you know, if we fast forward to the end, the strategy is kind of this phase [00:05:20] deployment with the company, when, how did you land in that? Opposed to, you know, evaluating everything, taking the professional team, taking them out of Salesforce, which becomes a, major [00:05:30] lift in itself.
And then focusing, like where did that shift happen, where you're like, okay, strategically we're gonna focus on getting medical into a CRM, and then later, pulling [00:05:40] the professional team.
[00:05:41] Julia Treible: Yeah, a hundred percent. And it was a definitely a decision that we had to make and had to actually really strategically think over. And I mean that kind of between my team [00:05:50] and both your team, I think we realized that, at first it was like let's tackle this together. This is gonna be, a larger deal.
We wanna win it all. And it really quickly was like, okay, [00:06:00] we can't boil the ocean here. We, we did a preliminary demo with the entire, their entire team. So we had medical, we had a professional, we had their marketing team on. And [00:06:10] within that, and we also had the reps on there from the professional side.
So that's where I think things really started to be clear, like, okay, we need to separate this as two separate evaluations because. [00:06:20] During that demonstration, the professional team was engaging and asking a lot more technical questions. Again, they've been using CRM, they understand what was going on, but then we had the medical team [00:06:30] kind of saying please pause.
Can you back up? Can you go slower? I like, I, I need this way zoomed out, way higher level. How are we getting this information into the CRM? [00:06:40] And so we came clear, okay, we're looking at two different groups here, and they have different needs, they have different understandings. So let's break this up and let's focus on what is the [00:06:50] biggest priority, which was medical.
And take the professional team and separate them. Of course, again, like while it would've been, potentially ideal to kind of do it all at once, it just, it didn't make sense. It [00:07:00] didn't make sense for this team and we needed to get them to really buy in and see the ease of use from their number one priority again, which was that medical team that was gonna be on the road.
[00:07:08] Stephen Saberin: Were the decision makers [00:07:10] for both of those divisions the same. And how were you able to navigate splitting those conversations you know, apart to streamline the sale?[00:07:20]
[00:07:20] Julia Treible: They were not the same. There was one had for medical, one had four professional, but then we also had. Two other kind of stakeholders on there who I think really supported us and [00:07:30] helped us as the kind of the glue. So one being their IT director and the second being the marketing guy over there who was really kind of bridging the gap between [00:07:40] like their distributors, like tracing and their sales data.
So those two stakeholders were involved the entire time. And then we kind of just steered the ship a bit between, [00:07:50] again, my team and your team of saying, Hey, head of medical, let's have a, the call just for your team. Let's scope out absolutely everything you need. Your needs are different.
We understand, we hear what you're [00:08:00] saying. And professional, we will, you are next in line. As soon as we iron out medical, we will kind of weave in professional as it goes. So, they were definitely open to it. I think after that first [00:08:10] call it did become a bit apparent that it was a bit more different than they had originally thought as well.
So, while we kind of had to go backwards a bit, I think it was totally worth it in the long run and we were able to go farther [00:08:20] because of that.
[00:08:21] Stephen Saberin: Often. I see. And I think that we've seen teams that are coming from, handwritten paper or spreadsheets or something to that nature. [00:08:30] A lot of the play becomes adoption and improvement of workflow and some automation advantages. What did you see and what was the major challenge apart [00:08:40] from not being in A CRM and the visibility for leadership, but at the at the sales level?
What was the sale there? What was the biggest challenge and how did we solve for [00:08:50] that?
[00:08:50] Julia Treible: Yeah, so with the medical team, I mean, everything was kind of like going into the abyss, right? So think of, think they have like a 45 minute drive from [00:09:00] one hospital to the next, and they had just met with, head of surgery and they need to kind of, they need to have that information somewhere.
And rather than, again, like. It was falling through so that these [00:09:10] larger deals were just they weren't being able to close them as quickly or things were just completely slipping through the cracks because the data that was living in the sales rep's head wasn't ending up [00:09:20] anywhere. So again, that's where we really came in.
Okay. Like, how can we utilize their actual driving time and how can we actually use this ai. To go and capture that so it's not just a waste of time, [00:09:30] a waste of kind of dead air. And being able to kind of share that data internally with their different stakeholders.
[00:09:35] Stephen Saberin: Interesting. My understanding is this ended up being a unique [00:09:40] solution for basically voice notes and then AI and the interaction with that note built within HubSpot to kinda streamline [00:09:50] that and take advantage of those, 45 minute drives in between location to location.
[00:09:54] Julia Treible: Yeah. Yeah, absolutely. And that was something that we really leaned on the Aptitude 8 team on [00:10:00] is you guys supported us in building out, a custom AI solutions. HubSpot has a lot. We have the Breeze, we have, breeze ai, but we also have the Breeze app on your phone, which is kind of what we were.
[00:10:10] Positioning to be able to kind of talk into breeze and talk into your phone, and then actually take those notes and transcribe them over so that they're actually directly filtering into the [00:10:20] correct fields inside of the CRM. It, not an easy solution, not something that's pre-built, but your team did a really great job at figuring out what that was gonna look like.
Figuring [00:10:30] out ways to prevent errors in that. You guys also, your technical team was able to create a a quick like demo video. That way they were able to actually show the medical [00:10:40] reps. I think a lot of these medical device reps have been at that company for a long time. Again, they've never used a CRM.
They, you know, are older. They're not necessarily like super invested in AI [00:10:50] or staying up to date with the most recent technology, it It was just like, Hey, how can we. Make this simple something that they're going to use and something that's really gonna help our leadership team actually see all [00:11:00] this data.
And once they saw the demo and the videos from your team that you guys put together, they were pretty much instantly sold.
[00:11:07] Stephen Saberin: Interesting. And were [00:11:10] there any, I guess was there any moment or time during the, discovery and the sales process where that, you saw things could either go off track or there was, a [00:11:20] detractor from that and how did you address that?
[00:11:23] Julia Treible: Yeah. Well, at the very beginning, as I kind of said with the demonstration with both teams, I was like, oh man. We're like, [00:11:30] we might, we have, this is an uphill battle. We're not gonna be able to win both of these guys at the same time. Once we did separate it out, it got more manageable.
I will say. Again, like HubSpot, natively, we, we can't do all [00:11:40] this stuff natively. We had to actually, get your team involved. And myself, I, I'm not super technical. I'm not super into the weeds. So actually there was a point where kind of, I wasn't totally sure if this was exactly what could [00:11:50] be done.
She wanted something extremely futuristic. She was kind of, the team was saying that they had seen other similar platforms out there that could do this. We did a lot of research. Turns [00:12:00] out we, we couldn't. We also looked at potentially creating custom integrations with other platforms.
So. From my lens, I was a little bit nervous, just again, from a technical standpoint, but [00:12:10] then leaning on your team to build that out. It was done and a great solution was made. So, yeah, I didn't really have to worry about it, but of course there's always risk there. And with ai, AI [00:12:20] evolving, it's only getting better, but, we have to start with what we have and continue to build on that.
[00:12:25] Stephen Saberin: Did you have any internal champions with the company themselves that really helped to drive [00:12:30] it forward?
[00:12:31] Julia Treible: Yeah, I would say their IT director, he was a really great he was a great asset for us. He was our kind of, yeah, point of contact that was continually checking in [00:12:40] and, wanted us to win. I think he himself, he was tired of having. Salesforce, one, charging for everything that they needed, and two, just having to pull information [00:12:50] from multiple different sources.
Salesforce was not also connecting to their. To their ERP properly. And so there was a lot of duplication, things like that. So [00:13:00] he had his own pain points. And because of that, he was like, I need, it's gonna make his life easier. And he saw what HubSpot was capable of, and was tired of Salesforce.
So he really kind of led [00:13:10] the charge. And we leaned on him a lot and he ended up being a really wonderful champion.
[00:13:14] Stephen Saberin: So, sounds like there was a lot of stakeholders. How did you I guess, what were your tactics to make sure [00:13:20] that everybody was aligned? Both internally, all the stakeholders on, the proposed direction, strategy for rollout and deployment of HubSpot.
[00:13:29] Julia Treible: Yeah, [00:13:30] absolutely. And I think this was another effort that was extremely, it was tag team very well with HubSpot and Aptitude eight. You guys helped us develop or helped develop a shared workspace, [00:13:40] which cannot say enough good things about, with so many different moving pieces, different divisions, different stakeholders.
That shared workspace really helped to get everyone on the same [00:13:50] page, keep the timeline moving. And then there was just a lot of meetings. I mean, this was. This was one that, it was kind of towards the end of the year, so lots of urgency on our end. They were also aware [00:14:00] of that, so. We were doing just lots of different kind of check-ins and making sure that the right people were invited to the right calls and also not wasting anyone's time.
So we was really kind of divided in between, the [00:14:10] medical team and the professional team, and then kind of some alternative check-ins with our champion, the IT team, the marketing team. And just, yeah, again, just really clear and constant communication on top of what we had [00:14:20] going on with the shared kind of deal room there.
Ultimately we kind of decided it was going to be a phase migration. Phase one is like, let's get this medical team [00:14:30] off of paper and onto HubSpot. That is goal number one. And that's how we started it. So phase one, phase two, which is kind of in motion now, is getting the [00:14:40] professional team off of Salesforce and getting them into HubSpot, getting them sales hub commerce Hub and marketing as well, and being able to really integrate it with, within their ERP.[00:14:50]
And then we have a phase three that we're looking at down the road, which is helping build out a customer portal. So I think that your team also did a really great job at positioning this [00:15:00] as like a true partnership and true kind of like project management experience. It's not just this one and done thing like, well, let's really work together.
Let's [00:15:10] go farther together, rather than just go super fast now. And again, just aligning with that, the kind of shared workspace to keep everyone organized and on track.
[00:15:18] Stephen Saberin: Yeah. Like a true land and [00:15:20] expand
opportunity, it sounds
like.
[00:15:21] Julia Treible: which is the best part about HubSpot. I think, you don't, yeah, you can land where you're comfortable and you can expand and as a, growth specialist at HubSpot, I think as long as you have a, a solid partner on the [00:15:30] deal, it's something you don't have to worry about.
If you don't then it can be risky if you don't do it all up front. But when you know that you're in a true partnership and that. Your team's looking out for the customer's best [00:15:40] interest. It's just something that's going to continue to grow and grow.
[00:15:42] Stephen Saberin: Yeah, I think often we've found that you can prove a lot of value from the teams that start to use it, [00:15:50] and then you know that value starts to be communicated across the organization, which then allows for that broader. Adoption by other teams, whether or not be bringing on the services [00:16:00] team or if you're in sales, bringing on the marketing, right.
Those sort of expansion opportunities really start to present themselves. And I know when we're looking at even larger orgs and very large [00:16:10] sales teams, that's essentially one of our strategies there is, you take a small portion of the sales team, get adoption and then kind of go from there.
[00:16:19] Julia Treible: Yeah, Proof of [00:16:20] concept can go really long way. Totally.
[00:16:22] Stephen Saberin: How did you build, because it sounds like, we're going for this crawl, walk, run, we're getting medical in [00:16:30] HubSpot, but there was this piece where we had to also make sure and ensure that HubSpot could either recreate or support the, [00:16:40] the professional team. What, what do we have to do in order to basically build that trust with HubSpot across both teams?
[00:16:47] Julia Treible: Yeah, so we, I think [00:16:50] the sales hub demo that we did give the, we actually sat down with the professional reps and walked them through. Day-to-day what they would be doing in HubSpot. They were [00:17:00] really honestly blown away. It sounds like it's just a lack of adoption and a lot of clunkiness with what's going on in their Salesforce.
Again, that was built a while ago and it was [00:17:10] very kind of like developer heavy. So it just wasn't necessarily built out with the kind of end user in mind. So that just kind of got their confidence and just kind of, [00:17:20] yeah, I think that's what it comes back to, honestly, is just like the ease of use and the potential adoption.
Lots of frustration, like their mouths were kind of like wide open with wow, like this is what it is, so much easier. [00:17:30] Like getting like excited to use it, which is what we love to see. And I think that. That made it. So they're like, okay, let's keep this conversation going. Their contract ends at a weird time with [00:17:40] Salesforce, so it's just aligning that and now we're gonna just kind of fully scope it out and continue to win their trust.
[00:17:46] Stephen Saberin: I think we're seeing that, just, I mean, not even in, med tech or med [00:17:50] manufacturing but across the board where we're winning, particularly in those competitive scenarios with just the ease of use and just how like. [00:18:00] Smooth and streamlined. HubSpot is built. I think we've seen a lot of that.
So that's not surprising to hear, honestly. Um, But it's really, it's really, it's really cool.
[00:18:07] Julia Treible: Yeah.
[00:18:08] Stephen Saberin: Was there a [00:18:10] tipping point where you knew that it kind of go, went beyond the like, this is really cool, we love HubSpot to. We're definitely making this move [00:18:20] into HubSpot and moving away from Salesforce.
What was that? And I guess when did you or they let you know about that?
[00:18:26] Julia Treible: Yeah, so you know, we had a good [00:18:30] sense, it was one of those, they wouldn't give us too much. I think a lot of it also came down to the financials. But we had, we just we could kind of catch the vibe specifically from the [00:18:40] medical team, like, Hey, this is where we wanna go. And with the professional team, I think the tipping point for them honestly, was also kind of tied into what we could do for medical.
They were so excited that we [00:18:50] were gonna be able to fulfill that for their second division, that everyone could kind of be in one place. Like the leadership was really excited about that. And once that proof of concept was kind of shown and built out [00:19:00] professional. And just kind of again, seeing that demo and the ease of use, they said, okay, like this is the direction we wanna go.
The timing is not right, but we will get there. And yeah, it was also kind of coinciding with [00:19:10] the holidays. It was between Thanksgiving and like leading up to Christmas. So everyone kind of in sales knows how that goes, but just kind of being respectful of that, but [00:19:20] also staying on the urgency, pushing on kind of the financial situation.
Until eventually we kind of got the verbal that's how the full team would be moving forward.
[00:19:28] Stephen Saberin: Yeah. That's awesome. [00:19:30] In kind of, taking you know, a step back at the industry itself, what were, what were the main roles Or main titles that you were selling to [00:19:40] and what did that look like?
[00:19:42] Julia Treible: Gotcha. So yeah, it was the VP of Medical and then we had the VP of professional that medical sales, professional sales, the IT [00:19:50] director and the marketing director were the main. Stakeholders. I thought it was kind of interesting. Something that I was, a little bit learning [00:20:00] about was just like, as far as marketing in this world, it was more so again, like how are we, the complexity kind of was in the distributor tracings.[00:20:10]
Because they don't always sell direct to distributors. So we had to kind of align everyone on a system that could take the distributor data so that reps would [00:20:20] ha understand what their end users were actually buying. So that whole like tracings complexity was something I hadn't, necessarily dealt with before.
And that's where the guy who was more [00:20:30] involved, like in their marketing actually came into play where actually he was kind of using that as sales and marketing data, if that makes sense.
[00:20:37] Stephen Saberin: Was there anything you'd do differently, like [00:20:40] looking back?
[00:20:42] Julia Treible: Looking back I think it ultimately, again, right, it, it got kind of where we wanted it to go. That said, I think, I think we could have [00:20:50] potentially won the professional team before the end of the year and kind of convinced them not to ride out the rest of this agreement with Salesforce if we [00:21:00] hadn't been pre, so pressed for time with kind of end of quarter deadlines and a new fiscal year coming up.
That being said, with the resources we had, I think we, we really did the best we could, but it's [00:21:10] just. Like when you come up with across one of these deals at the beginning and you see, how much potential it has, it can, you can get excited and go a little bit faster than you need to initially.
And we, we [00:21:20] probably did that at the beginning, right? I probably got kind of happy ears and just tried to move it along and that might have actually messed up. Where now we are actually waiting long, more [00:21:30] months than we would've liked to. But other than that. I think it was managed well. I think, again, with all of the different stakeholders involved, all the different people, the different moving [00:21:40] pieces and timelines and needs and technical build out I think we're headed in the right direction.
[00:21:44] Stephen Saberin: For somebody who's listening that may be early in their sales career and early in selling [00:21:50] HubSpot, what would your advice be? What's the biggest mistake to avoid? Selling into this industry.
[00:21:56] Julia Treible: Yeah. You know, I have a, I was looking back at my deal notes [00:22:00] for this call and I actually had something like highlighted and starred that was said by the VP of medical sales, which was basically. A CRM for CRM's sake doesn't mean anything to anyone. [00:22:10] So just like, just to have a CRM again, like
you have to have a purpose behind it. And the CRM is only gonna be as powerful as the adoption. So like the lesson [00:22:20] here was really that the reps need to feel kind of like the hero of the story almost at the end of this evaluation, they need to feel like. This is going to drive them to make more money and [00:22:30] ultimately, obviously support the growth of the company and using that kind of as the North Star.
If you're able to really lean in on that and not just press it, oh, you don't have a CRM, you need a CRM, it's [00:22:40] gotta really do what they need. They gotta, they need to kind of drive the ship. So that would be my biggest advice. And really if you can understand that, make them the hero of the story, then ultimately you'll [00:22:50] kind of be the HubSpot hero at the end of it.
[00:22:53] Stephen Saberin: Nice. how can partners support sellers without slowing deals down or [00:23:00] adding, a lot of noise.
[00:23:01] Julia Treible: Yeah, great question. And yeah, not to gas you guys up, but you guys did do a great job on this um, because I [00:23:10] think. Just constant com open and constant kind of communication. Lots of kind of internal check-ins and being very open and honest with what your gut [00:23:20] instinct is and where you think this kind of deal is needing to go.
I think sometimes you run into partners where what the rep thinks and what the partner thinks are different, and they have different [00:23:30] gut instincts and they're, they don't communicate that and it can just kind of, it just slows everything down. And then I can't say enough specifically on this deal and complex deals about just a shared workspace where [00:23:40] people are continuing to check in, add those resources, stay on track of, with that timeline and actually the full joint evaluation plan.
That's just a, once you have that and you get the company to kind of [00:23:50] buy in, you're just on a, like roadmap for, to success.
[00:23:54] Stephen Saberin: A hundred percent. I would completely agree. So, very clear communication. Almost [00:24:00] constant communication throughout and about the deal. Any new information, kind of a collab, very much collaborative. Approach is what we look to do. And I think that always makes a huge difference in, [00:24:10] in selling and selling well, right?
Even if it's, allows all parties to pivot because, you may find information out that we didn't know and vice versa and allows as a team to say, okay, [00:24:20] here's how we're gonna strategically move this forward. We're gonna do or not do. So totally resonates with that. Before we wrap, what is something about you?
So I know we kind [00:24:30] of wrapped up a lot of that conversation, but what's something about you personally and professionally most people would not expect?
[00:24:36] Julia Treible: Ooh. Well, personally, I think you kind of hit on it at the beginning, but I [00:24:40] was a competitive swimmer which I think drives a lot of like to my professional career, just my competitive nature. I swam at University of Florida. I was part of the USA [00:24:50] National Youth team when I was 18. I swam in the Olympic trials.
I think a lot of people actually, in the HubSpot world don't know that about me. And professionally, I think like my. [00:25:00] Something interesting is just like I didn't co, I did not follow the p like typical sales route. I actually never really wanted to work in sales. I.
Wanted [00:25:10] to fo I was really into, okay, I need to follow my, like my industry passion.
So I was really into travel and I was really into music. I worked for tourism industry for a while. I worked [00:25:20] for music festival companies. And COVID is kind of what flipped that all upside down. And I basically had no choice, but I kind of was forced to get into sales because I needed a job and I needed money.
But it really [00:25:30] just gave me the autonomy and the, again, the competitive. Drive that I've always had and I was able to perform. And that's what's helped me to get to a place like HubSpot, which I never imagined being. So, yeah. [00:25:40] Not a typical route, but I made it and I'm gonna, I'm gonna keep going.
[00:25:44] Stephen Saberin: I feel like sales is a pool of folks. Nobody, or very rarely do you have [00:25:50] anybody who says, I'm gonna grow up and
be a salesperson. And so it's always interesting to see how people end up in sales. Right. And it's, and it's, it's always crazy [00:26:00] and it's always fun to hear
[00:26:01] Julia Treible: I know, I always wonder if it hadn't been for COVID, like where would I be now? Would I just be, like working on a, at a music festival somewhere and who knows what my life would look like? [00:26:10] yeah, I, I don't know. I can't say, but I'm grateful for where I ended up and yeah, lots of good lessons, lots of good people.
So excited to keep it rolling.
[00:26:18] Stephen Saberin: Awesome. Well, Julia, thanks [00:26:20] for joining. This was really insightful. This was really fun. Appreciate you telling us, everything that worked, why it worked, what didn't work and giving us some insight to the med tech environment. [00:26:30] So, appreciate your time. Thanks for joining us.
[00:26:31] Julia Treible: Thanks so much, Steven.
[00:26:33] Stephen Saberin: Thanks for listening. You can find me Steven Sabert on LinkedIn. If you wanna keep the conversation going, check out APP two. [00:26:40] date@apptwodate.com. Learn how we're helping HubSpot sellers and solution teams win more complex deals. Until next time, keep selling, keep learning and keep dominating. I.
[00:26:50]