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

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