Episodes

  • Ep 24 - From Quote to Close: Inside HubSpot’s CPQ Engine - Ethan Kopit

    Ep 24 - From Quote to Close: Inside HubSpot’s CPQ Engine - Ethan Kopit
    Nov 4 2025
    In this episode, Bart welcomes Ethan Coppit, Group Product Manager for HubSpot CPQ, to unpack how HubSpot is modernizing quoting for SaaS and services teams. You’ll hear how Closing Agent answers buyer questions on the quote, why Copilot makes mobile quoting practical, and what’s next: price books, smarter approvals, buyer self-serve changes, and deeper CRM integration. If your deals stall on micro-questions or approvals, this one’s for you. Connect with Bart Kowalczyk: https://www.linkedin.com/in/bart-kowalczyk/ to explore your CPQ roadmap and with Ethan Kopit: https://www.linkedin.com/in/ethan-kopit/
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    23 mins
  • Ep 23 - Anastasiia Kovtunenko - Stop Selling, Start Disqualifying

    Ep 23 - Anastasiia Kovtunenko - Stop Selling, Start Disqualifying
    Oct 18 2025
    In this episode of the H2H Sales Automation Podcast, we sit down with Anastasiia Kovtunenko, Principal Account Executive at HubSpot, to explore a transformative approach to sales: "Stop Selling, Start Disqualifying." Recorded live from Inbound in San Francisco, Anastasiia shares her journey from Ukraine to leading sales teams in EMEA and how embracing a human-to-human (H2H) philosophy is reshaping the sales landscape. We discuss the significance of AI in optimizing sales processes, the importance of understanding customer needs, and the shift from transactional selling to relationship building. Tune in to discover actionable insights on leveraging technology while maintaining a personal touch in your sales strategy, all aimed at creating meaningful connections and driving sustainable growth.
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    16 mins
  • Ep 22 - Being Human in the Age of AI: A Conversation with Kyle Jepson

    Ep 22 - Being Human in the Age of AI: A Conversation with Kyle Jepson
    Sep 18 2025
    In this episode of H2H Sales Automation, Bart Kowalczyk sits down with Kyle Jepson, HubSpot’s Principal Evangelist, fresh from INBOUND 2025. Kyle shares why traditional inbound marketing isn’t enough in the AI-driven world, and why authority and trust are now the key currencies in sales and marketing. He explains how prospects learn differently today—often skipping websites entirely and relying on AI tools for answers—and what businesses must do to stay relevant. From diversifying your content channels to using AI the right way, Kyle provides practical advice for sales and marketing leaders who want to stay ahead. He also talks about HubSpot Academy’s brand new course, Building an AI-Led Organization, designed to help companies decide what to automate and what to keep deeply human. Whether you’re a sales leader tired of the old cold-calling grind or a marketer looking to stand out in a world full of AI-generated noise, Kyle’s insights will inspire you to rethink your approach and double down on the one thing machines can’t replicate: your human story. Connect with Kyle: https://www.linkedin.com/in/kyleanthonyjepson/ Connect with Bart: https://www.linkedin.com/in/bart-kowalczyk/ Building an AI-Leading Organization Course: https://academy.hubspot.com/courses/building-an-ai-leading-organization
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    11 mins
  • Ep 21 - Mastering Sales Lead Generation for International Markets with Alan Graham

    Ep 21 - Mastering Sales Lead Generation for International Markets with Alan Graham
    Aug 10 2025
    In this episode of the H2H Sales Automation Podcast, join me, Bart, as I dive into the world of international sales with Alan Graham, Partnership Director APAC at ASG. We explore the nuances of mastering sales lead generation for global markets, emphasizing the importance of a human-to-human approach. Alan shares his extensive experience in the automotive industry and offers insights into crafting effective go-to-market strategies. We discuss the significance of understanding cultural differences, adapting communication styles, and leveraging AI for market research and lead generation. Discover how to navigate the complexities of international sales and the critical role of personal engagement in closing deals. Whether you're a seasoned sales leader or new to the field, this episode is packed with valuable advice to enhance your international sales strategy. Connect with Alan: https://www.linkedin.com/in/agrahamuk/
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    33 mins
  • Ep 20 - Adrian Chiriac: Is Sales the hardest job in tech today?

    Ep 20 - Adrian Chiriac: Is Sales the hardest job in tech today?
    Apr 2 2025
    In this episode of the H2H Sales Automation Podcast, I sit down with Adrian Chiriac, Sales Team Lead and Principal Account Executive at HubSpot, to explore whether sales is the hardest job in tech today. Adrian shares his journey from running a wine shop to leading sales in a tech giant, highlighting the evolving challenges of the sales landscape. We discuss the transformative role of AI in sales, its potential to enhance efficiency, and the importance of maintaining a human touch. Adrian offers insights into handling rejection, building relationships, and leveraging tools like joint evaluation plans to manage complex deals. Tune in to discover how to balance AI and human interaction in sales and why adaptability and authenticity are key.
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    28 mins
  • EP 19 - HubSpot 2025: What’s Next?

    EP 19 - HubSpot 2025: What’s Next?
    Jan 6 2025
    In this episode of the H2H Sales Automation Podcast, I talk about future of HubSpot in 2025. As the owner of AutomateNow, I explore the evolving landscape of sales and marketing automation with a human touch. Discover how AI is set to revolutionize sales and customer service data management, enhancing segmentation and engagement. I discuss the potential of AI in creating high-converting landing pages and the growing importance of content strategy. Additionally, I highlight the significance of account-based marketing and the anticipated expansion of HubSpot's commerce hub. Join me as I navigate these exciting developments and share insights on leveraging HubSpot's advancements for your business growth in 2025.
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    9 mins
  • Ep 18 Anna Drogon - Sales Meets AI: Key Trends from Inbound 2024

    Ep 18 Anna Drogon - Sales Meets AI: Key Trends from Inbound 2024
    Nov 19 2024
    Join me on the H2H Sales Automation Podcast for Episode 18, "Inbound 2024 Highlights," as I dive into the latest insights from the Inbound 2024 conference in Boston. Alongside Anna, we explore the human-centric approach to sales and marketing automation. Discover how HubSpot's new features, like Breeze, integrate AI to enhance marketing and sales without replacing the human touch. We discuss the importance of adapting to AI, leveraging first-party data, and the evolving landscape of SEO, now seen as "Search Everywhere Optimization." Tune in for key takeaways from industry leaders and learn how embracing change can unlock new opportunities for growth. Don't miss this engaging discussion on navigating the future of business in a tech-driven world.
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    9 mins
  • Ep 8 - Russell Dalgleish: Building Successful International Sales Teams

    Ep 8 - Russell Dalgleish: Building Successful International Sales Teams
    Oct 7 2024
    In this episode of the H2H Sales Automation podcast, Bart interviews Russell de Dalgleish serial entrepreneur and global community builder from Scotland. The focus of their conversation is on building successful international sales teams and effectively expanding businesses into new markets.
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    23 mins