I’ve been told HubSpot uses MEDDIC and Sandler for sales training. Do you receive certifications and does leadership actually allow you to be truly consultative in the way that you sell?

I want to ensure my outreach if I join can be thoughtful and tailored.

Curious specifically about SMB.

Question

I’ve been told HubSpot uses MEDDIC and Sandler for sales training. Do you receive certifications and does leadership actually allow you to be truly consultative in the way that you sell?

I want to ensure my outreach if I join can be thoughtful and tailored.

Curious specifically about SMB.

Accepted Answer

Don’t join. Just don’t. You will want to leave immediately and then just have a short term career on your resume. Every one is leaving or trying too. Management just put out a new rule that they can’t put us on a PIP this quarter because the entire org would be on one.

Answer

Not a good place to join. Overly saturated with too many reps and the TAM is shot to crap. Also doesn't pay that much. Everyone there is on a PIP.

Answer

Ask yourself is 40% of mid market on PIP because they aren't tailoring emails?

Answer

PIPS are back, after they said they were being halted

Answer

I remember Sandler training, but I don't remember anyone having official certifications.

Answer

The job is not worth it and you get no certs from the training. It's just webinars that you participate in.

Answer

You get nothing

Answer

Ive hit at least 125% every year - the product is good and there is enough demand. Data quality in the system is just bad - capacity is key

Answer

MEDDIC is used more in MidMarket. Sandler was used consistently for years for new hires, it's not a formal training anymore but most Managers will still use some of its components (up front contracts, firm future commitments, Sandler pain funnel).

Tailored/personalized outreach is not only encouraged, but required in order to get deals. The folks who go on PIP are the ones blasting sequences and not curating their capacity.

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Anonymous Q&A

I’ve been told HubSpot uses MEDDIC and Sandler for sales training. Do you receive certifications and does leadership actually allow you to be truly consultative in the way that you sell? I want to ensure my outreach if I join can be thoughtful and tailored. Curious specifically about SMB.