Implicating Pain: The Fastest Way to Create Urgency

from The MedMen Show: Fast, Smart Insights for B2B Sales Professionals · host MEDDICC - Taking the proven MEDDPICC sales framework into the digital era!

Be honest: has a deal ever been won without urgency?MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones talk about how urgency is created with your customer, and how it looks different with every stakeholder.We might say “This just stopped being a priority for the customer,” but in reality, it didn’t stop being a priority, it just stopped feeling like one. If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!ABOUT MEDMEN:MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.

What this episode covers

Be honest: has a deal ever been won without urgency? MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones talk about how urgency is created with your customer, and how it looks different with every stakeholder. We might say “This just stopped being a priority for the customer,” but in reality, it didn’t stop being a priority, it just stopped feeling like one. If you have any questions or any suggestions for what you’d like to see the MEDMEN cover nex...

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Implicating Pain: The Fastest Way to Create Urgency

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This episode is 13 minutes long.

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This episode was published on February 12, 2026.

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