How to Adapt to Changing Sales Trends at HubSpot

Selling with Hubspot

Today, we’ve got Gabe Sosa, a sales powerhouse who's dominated SaaS, e-commerce, and outbound sales, proving he can close deals in any environment.
His track record speaks for itself:
• Top-performing Account Executive
• Consistently exceeded quota
• Mastered outbound and pipeline growth, driving record-breaking prospecting and deal conversion.
• Built and scaled e-commerce sales, showing he can sell in any market.
• Gabe’s been in the trenches — from hustling as an SDR to closing big-ticket SaaS deals at HubSpot.
Today, we’re breaking down his mindset, his sales process, and the exact tactics that help him consistently outperform.
Key Moments:
00:00 – Intro: Lucho introduces Gabe and their partnership.
03:25 – Gabe’s journey: From SDR to top sales performer at HubSpot.
06:10 – How sales at HubSpot has evolved: Inbound demand vs. tailored outreach.
09:50 – Challenges of outreach today: Why just sending cold emails doesn’t work anymore.
13:30 – Gabe’s strategy: How Gabe blocks time for outreach and tailors messaging based on accounts.
17:50 – Backpacking lessons for sales: How Gabe draws from his backpacking experiences to stay resilient in sales.
22:15 – Mentality matters: How personal life balance and mindset impact work performance.
25:00 – The HubSpot culture: Why the environment at HubSpot breeds success.
28:40 – Gabe’s advice: How new reps can succeed at HubSpot with the right approach.
🔗 CONNECT WITH GABE
👥 LinkedIn - https://www.linkedin.com/in/gabriel-sosa-m/
🎙 ABOUT THE PODCAST
Selling with HubSpot is the go-to podcast for HubSpot sales reps who want to level up. Hosted by Luis Silva-Ball, CEO of Elite Partner agency Digifianz, each episode features top-performing HubSpot sellers sharing the exact strategies, workflows, and mindsets that help them crush quota.
Whether you’re a new BDR or a seasoned AE, you’ll walk away with tactical insights you can apply right now to sell smarter and close faster.
Subscribe and start selling like the best. 🚀
🔗 CONNECT WITH LUCHO
👥 Linkedin - https://www.linkedin.com/in/luissilvaball/
📸 Instagram - https://www.instagram.com/luchosbaz
🔗 FOLLOW DIGIFIANZ ON LINKEDIN
👥 https://www.linkedin.com/company/digifianz/

🔗 CONNECT WITH LUIS & DIGIFIANZ
👤 LinkedIn - https://www.linkedin.com/in/luissilvaball/
🐦 Twitter - https://twitter.com/LuisSilvaBall
💻 Digifianz Website - https://www.digifianz.com/
WHAT IS DIGIFIANZ?
Digifianz is an award-winning HubSpot Elite Partner. At Digifianz, we believe in the transformational power of humanizing business relationships. We believe driving honest, open conversations with prospects, and constantly providing them with value before they've ever bought anything, ultimately leads to better sales and a happier & loyal customer base. That's why we help companies grow with a people-first mentality & strategy.