The MedMen Show: Fast, Smart Insights for B2B Sales Professionals

Stop Taking Sales Negotiation Advice From FBI Hostage NegotiatorsIf you're relying on hostage negotiation tactics to close a deal, something has already gone massively wrong.In this episode of The MedMen Show, MEDDICC CEO Andy Whyte and CRO Pim Roelofsen break down why treating customers as adversaries in a negotiation is the wrong mindset entirely, and what the best salespeople do instead. Build enough value, urgency and differentiation early and negotiation largely takes care of itself.You'll learn:✅ Why aggressive negotiation tactics are a symptom of poor earlier sales work✅ How a strong champion changes everything when you hit procurement✅ Which part of MEDDPICC matters most when it comes to avoiding difficult negotiations✅ Why no Champion means no deal, every single time🕐 Chapters:0:00 - The most controversial thing Andy ever said on LinkedIn0:30 - Why hostage negotiation tactics don't belong in sales1:10 - What a great deal actually looks like2:09 - How building value early changes everything at negotiation3:13 - The champion's role through procurement4:07 - Which part of MEDDPICC matters most5:32 - The short answer and the long answer6:16 - No Champion, no deal🔔 If you found this valuable, hit subscribe and leave a like. It really helps us get the show in front of more people who need it.#MEDDICC #MEDDPICC #SalesLeadership #B2BSales #SalesNegotiation #MedMenShow

Champions win deals. Multiple Champions win more.MEDDICC CEO Andy Whyte, CRO Pim Roelofsen, and Director at Astronomer, Lucy Williams-Jones, share how to build Champions across buying panels, navigate board-level conversations, and set your Champions up to win when you can’t be in the room.You won’t reach everyone. But you can influence the people who will influence the decision.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.

You might think there’s a place in every team for A, B, and C-players… but is there really?MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones talk about how accepting B-players might mean you’re rejecting A-players.Not everyone is going to perform at the same level all the time, but someone being an A-player comes down to their behaviors and innate traits.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.

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.

The wins this year come from what you learned last year. MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones go into what you can do to get your year off to a great start, sharing the habits of actually successful salespeople.A new year is a refresh, and it’s up to you what that means.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.

Most sales leaders hire based on past resumes. The best hire based on future DNA.In this session, Andy Whyte, Pim Roelofsen, and Lucy Williams-Jones reveal why an A-Player’s "best story" is usually a deal they lost, and how to spot the difference between genuine Clock Speed and rehearsed answers.Stop guessing. Start measuring DNA.#Sales #MEDDICC #EnterpriseSales #APlayer #SalesLeadership #SaaS #TechSales #SalesStrategy #RevenueGrowth #B2BSales #hiring 

It’s never a bad idea to build a Value Pyramid, especially when you’re talking to the Economic Buyer.In this episode of MEDMEN, Pim tells a story about how using a Value Pyramid secured him a meeting with the Economic Buyer and Andy talks about why there’s nothing to lose by creating a Value Pyramid.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.

Sometimes you need to get in trouble with your Champion.When you have a true Champion, you’re on the same team. But sometimes, your Champion doesn’t always agree with you on the best next step.In this episode of MEDMEN, Andy and Pim explain how you can find the line to test your Champion while maintaining trust and credibility. 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.

Metrics play a huge part in winning any deal, but if you aren’t careful, you could be missing out on the serious advantage they can give you.In this episode of MEDMEN, Andy and Pim explain why failing to personalize your metrics is a massive red flag that could be slowing down your deals. 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!

When you’re going for a new role, how can you make MEDDPICC work for you?Yes, a lot of companies are looking for MEDDPICC when they’re hiring, but that’s not the only way it can benefit you when you’re on the job hunt.In this episode of MEDMEN, Andy and Pim explain how you can use MEDDPICC in the interview process to set yourself apart from other candidates. 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.

Sales leaders need to treat the hiring process like a sales opportunity. If someone can’t convince you to hire them, why would they be able to convince customers to buy your solution?Treating every interaction with a candidate through the lens of a deal is how you get a real insight into how someone is as a seller. In this episode of MEDMEN, Andy and Pim break down how sales leaders can test prospective hires for their selling skills and MEDDPICC knowledge.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.CHAPTERS0:00 Intro0:18 Why hiring processes are like sales opportunities 2:39 Behaviours - how you do something is how you do everything4:34 Should interview candidates use MEDDPICC language? 6:21 Does your candidate really know MEDDPICC? 

When you’re going for a new role, how can you make MEDDPICC work for you?Yes, a lot of companies are looking for MEDDPICC when they’re hiring, but that’s not the only way it can benefit you when you’re on the job hunt.In this episode of MEDMEN, Andy and Pim explain how you can use MEDDPICC in the interview process to set yourself apart from other candidates. 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.

🎤 SKO season is approaching.For a lot of people, that means it’s time to kick off their MEDDICC initiative. But that doesn’t always work. In this episode of MEDMEN, Andy and Pim talk about:❌What not to do and…✅What to do…When introducing MEDDICC at your SKO. Don’t let all that investment go to waste (and we don’t just mean what you paid for accommodation). Make the most of your SKO with this expertise!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!CHAPTERS0:00 - Introduction0:43 - SKO costs and making them count2:35 - Driving momentum for the year4:22 - SKO SummaryABOUT 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.

🥃 MEDMEN Live returned at MEDDICON 4, this time with a twist. Everyone who tuned in had the opportunity to vote on which topic Andy and Pim covered.The topic chosen? MEDDPICC and AI.🤖 AI can be helpful, but you can’t rely on it to do your selling for you. Now that so many more people are using AI, the people who stand out will be the ones who let their craft speak for itself.Check out this MEDMEN episode, straight from MEDDICON, to hear more about how you can use AI to maximize your craft, not replace it.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.

🧐 Is MEDDIC for Pipeline Generation? Short answer: yes.📼In this episode of MEDMEN, Andy and Pim dive into why using MEDDIC for PG:1️⃣ Creates a better customer experience2️⃣ Improve win rates and conversion rates3️⃣ Infuses career developmentWhile all the MEDDPICC elements may not be relevant in early outreach, having all the information has never been a bad thing. 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!#MEDDIC #MEDDICC #PipelineGeneration #SalesPipeline #SalesStrategy #SalesEnablement #B2BSales #GoToMarket #salesleadership 

𝙎𝙃𝙊𝙒𝙉𝙊𝙏𝙀𝙎💡 Want to build 𝙧𝙚𝙖𝙡 sales Champions who fight for you when you’re not in the room?📼 In this episode of MEDMEN, Andy and Pim break down the three essential traits of a true sales Champion:1️⃣ Power & Influence2️⃣ Vested Interest3️⃣ Ability to Sell InternallyThis episode dives deep into 𝙑𝙚𝙨𝙩𝙚𝙙 𝙄𝙣𝙩𝙚𝙧𝙚𝙨𝙩 — why it matters, how to spot it, and how to nurture it so your Champions have a genuine reason to back you and your solution.📣 Got questions about Champions, or tips for building them in your deals? Drop them in the comments — Andy and Pim may cover them in a future episode!𝘾𝙃𝘼𝙋𝙏𝙀𝙍𝙎0:00 Introduction2:42 Andy - two Champions, two different scenarios4:51 Pim on being Andy's Champion!6:39 Pim - Effective Champion technique

People don’t like to use “MEDDIC” and “measurement” in the same sentence, but they should!If you use MEDDPICC as a common language throughout your entire organization, it only makes sense to use it as a measurement tool.In this episode of MEDMEN, Andy and Pim explore how you can use MEDDIC to measure progress across the full customer lifecycle. As Peter Drucker said, you can’t improve what you don’t measure.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.

𝙎𝙃𝙊𝙒𝙉𝙊𝙏𝙀𝙎💡 Want to get your customers to trust you AND reconsider their buying process?📼 In this episode of MEDMEN, Andy and Pim reveal three crucial prospect/customer questions that will speed up the Decision Process and accelerate your deals. One of them feels like something out of a Jedi mind trick…📣 If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next? To us by leavig us a review with and comment! 𝘾𝙃𝘼𝙋𝙏𝙀𝙍𝙎0:00 Intro0:19 Decision Process - looking forwards, not backwards! 2:53 A killer question to extract metrics4:31 Jedi Mind Trick... 𝘼𝘽𝙊𝙐𝙏 𝙏𝙃𝙀 𝙈𝙀𝘿𝙈𝙀𝙉 𝙎𝙃𝙊𝙒MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC sales framework, talking all things B2B and look good doing it!

You can use MEDDIC however you see fit. However, when you devote time to telling others that it is “only” one thing, or that it’s definitely not for something else… all you’re doing is trying to limit other people’s success. In this episode of MEDMEN, Andy and Pim talk about how viewing MEDDIC through a narrow lens holds you back. There is a real difference between using MEDDIC as a simple qualification framework and using it as a common language for the whole GTM team across the full customer lifecycle. If you have any questions, or any suggestions of 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.

Engaging with the Economic Buyer can have a huge impact on your deal, but if you’re not careful, you could do something that will make you wish you hadn’t engaged with them in the first place. In this episode of MEDMEN, Andy and Pim break down the five things you NEVER want to do when engaging with the Economic Buyer. The EB’s time is precious, and it can be difficult to get to them, so when you earn that time it needs to be worth it.Until next time - cheers!ABOUT MEDMENMEDMEN 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.

Pim’s biggest pet peeve with MEDDIC has nothing to do with the methodology or framework itself, but how people use it. Or fail to use it, as tends to be the case.In this episode of MEDMEN, Andy and Pim explain why a “one and done” approach isn’t enough for an effective MEDDPICC implementation. They also elaborate on what they mean when they say that the more you use MEDDICC, the more you stand to gain from it.If you have any questions, or any suggestions of 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.

With Decision Criteria, you need to start seeing in 3D.When thinking about Decision Criteria, too often people keep it one dimensional. While technical Decision Criteria are important, deals can be won or lost because of Economic or Relationship Criteria.In this episode of MEDMEN, Andy and Pim talk about why using Decision Criteria three-dimensionally is crucial for compelling differentiation. Getting beyond the technical proves to the senior key decision makers why your solution is vital to their goals. If you have any questions, or any suggestions of 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.

You’re probably obsessing over the wrong competition. Your prospects aren’t simply dealing with a choice between you and your rivals - they’re choosing between you and a number of other ways to use their time and resources. They could choose to focus on a completely different initiative, and sometimes, they will choose to just do nothing. In this episode of MEDMEN, Andy and Pim dive into your biggest invisible competition: inertia. They look at the typical reasons for inertia and what you can do to counteract it and stop your deal slipping from quarter to quarter. If you have any questions, or any suggestions of 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.

Is MEDDICC a process? The short answer is no. But just like in any deal, it’s not as straightforward as that. In fact, while you shouldn’t follow MEDDICC as a strict process, embedding it to your current processes makes for clearer success criteria and ensures consistency across the board.In this episode of MEDMEN, Andy and Pim explore how MEDDICC can be applied to your existing sales processes, and the immediate impacts that become possible. Not only can MEDDPICC make your current operations smoother, using it at every stage can assist in overall MEDDPICC fluency – a win-win.If you have any questions, or any suggestions of 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.

Salespeople can struggle to uncover metrics when they’re engaged with a customer because they expect the customer to know everything about their Pain. But these numbers aren’t going to be easy to find, you need to put the work in. In this episode of MEDMEN, Andy and Pim explain the 3 Ps – tactics to help you uncover more metrics. Preparation, Proactivity, and a Point of View are how you can show up to your first meeting with a customer and immediately impress them by proving the value you offer. Not only will this help you uncover metrics, it can lay the foundation to build Champions.If you have any questions, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!

Even if you have what looks like the perfect scenario in a deal, you can’t just sit back and expect the deal to fall into your lap, because you never know what could change.In this episode of MEDMEN, Andy and Pim tell the stories of two solutions they were looking at buying, and how the final decision was influenced by the way the vendors chose to engage with them (or not engage with them).Being proactive with Decision Criteria and stakeholder engagement is essential to differentiate yourself from the competition – and if these vendors knew that, the result might have been different.If you have any questions, or any suggestions of 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.

A lot of people in our industry class coaching as simply telling salespeople what to do. When they add MEDDIC to the mix, it just makes their instructions more succinct.But, this isn't effective MEDDIC coaching. In this episode of MEDMEN, Andy and Pim delve into three core tenets of effective sales coaching within a MEDDIC framework, emphasizing why building trust is crucial for your sales team to achieve optimal results with MEDDIC.It doesn’t matter how knowledgeable you are; if your team doesn’t trust you, they won’t come to you for help. Tune into this episode to learn how you can build that trust.If you have any questions, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!

Is MEDDIC a methodology? It just depends on how you use it.In this episode of MEDMEN, Andy and Pim explain why MEDDIC can absolutely be used as a methodology if you use it correctly.A methodology is simply the methods you use. If those methods lean on MEDDIC, then you have MEDDIC as your methodology. Easy! If you have any questions, or any suggestions of 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.

If your contact isn’t your Champion, they won’t tell you… but there will be signs.In this episode of MEDMEN, Andy and Pim look at the five signs that you don’t have a Champion.Since all Champions start out as contacts, it is up to you to put in the work to build them as a Champion, and to qualify throughout the engagement whether they are acting as a true Champion. Tune in to learn how you can do exactly that.If you have any questions, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!CHAPTERS0:00 Introduction0:34 Champions, momentum and vested interest2:05 Champions being proactive2:48 Champion insights3:39 Champions and commitmentsABOUT 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.

While the term “GTM” is everywhere these days, using it without doing the actual work behind it just turns it into another buzzword.In this episode of The MedMen Show, Andy and Pim break down why just calling yourself a GTM team doesn’t make you one — and why true go-to-market success only happens when the entire team, from product to CS, is aligned around a common language and shared goals.They talk about what real GTM looks like, where organizations get it wrong, and why the “GKO” trend won’t move the needle unless you’re genuinely uniting your teams around customer value.If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen ShowThe MedMen Show 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.

In this episode of The MedMen Show, Andy and Pim talk about the worst MEDDIC takes they’ve ever heard.Number one on that list? A self-proclaimed sales guru who stated that there’s no such thing as a champion.More like there’s no such thing as a deal WITHOUT a champion.Not only was this person blatantly wrong, it’s an example of what happens when someone tries to make up new concepts instead of using MEDDIC. Nothing makes sense. Tune into this episode to hear Andy and Pim explain why.If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen ShowThe MedMen Show 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.

If you don’t have leadership commitment for your organization’s MEDDIC initiative, you might as well just go home.Though using MEDDIC is always going to be better than not using it, leaders need to be involved for real change to be made.In this episode of The MedMen Show, Andy and Pim talk about why buy-in from leadership is imperative for the success of a MEDDIC initiative. Without it, you risk only getting pockets of excellence instead of it being organization wide. Or worse, it gets reduced to a flavor of the month and makes no impact at all.If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!CHAPTERS0:00 - Introduction0:21 - What to do if a company you work for doesn't use MEDDIC2:02 - Why you need to commit to MEDDIC3:51 - Pim's experience with MEDDIC and Cisco6:14 - Commitment from Leadership. NAMIE 7:09 - What's in it for GTM team leaders?9:25 - MEDDIC as a cheat code common language for a business10:03 - CEO's getting behind MEDDIC ABOUT The MedMen Show:The MedMen Show 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.DISCLAIMERAll materials, including but not limited to videos, documents, presentations, brochures, pamphlets, manuals, guides, and any other informational or promotional content produced by MEDDICC© are protected by copyright laws and are the exclusive property of MEDDICC© 2025

At MEDDICC, we’re all about a Common Language. When Andy started talking about it when he first published his book, though, it wasn’t the buzzword that it has now become.These days, however, everyone is talking about the importance of a common language. But a lot of people don’t realize the mistakes they’re making around the use of common language.In this episode of The MedMen Show, to kick off Season 3 Andy and Pim break down the two things that people get wrong with Common Language.  If you have any questions, or any suggestions of what you’d like to see the MedMen Show cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen ShowThe MedMen Show 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.

In this episode of The MedMen Show, it’s all about the channel. Andy and Pim explain why MEDDPICC is ideal as a common language to cosell with your partners.But it actually goes further than that. When we’re working with another party on a mutual outcome, it’s also important to think about how we sell ourselves to our partners, because we want them to be able to do their best in representing us to other relevant parties.Tune into this episode to learn more about how you can use MEDDPICC in your partner engagements, all while always thinking about delivering value, engaging with the right stakeholders, and staying on top of the process.If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen ShowThe MedMen Show 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.

In this episode of The MedMen Show, Andy and Pim talk about how you can use MEDDPICC to have the world’s greatest handover from sales to Customer Success, and avoid just throwing the deal over the fence.The Med Men touch on how everyone is responsible for a successful handover - it’s not just on CS to maintain relationships.Andy and Pim also explain how sales and Customer Success teams can use Metrics to not only convey the value that can be gained by your solution (with M1s) but to set goals of value to be achieved. After all, a seamless handover is what you need to set yourself up for success when it comes to renewals!If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen Show:The MedMen Show 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.

The M in MEDDPICC stands for Marketing in this episode of The Med Men Show as Andy and Pim are joined by MEDDICC CMO, Jessica Walker. A recurring theme at the Med Men studios is the power of MEDDPICC as a common language across the whole Go to Market team. So, it was about time we walked the walk as well as talking the talk, and show how marketing can use MEDDPICC to communicate with sales, product, and the wider team at large. As Andy puts it: when sales and marketing speak the same language, they’re working from the same dataset.  Jessica explains the impact MEDDPICC can have for marketing teams, and in particular how using Metrics has transformed the way she approaches use-cases, because the value provided is made much more concrete.If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!Until next time - cheers!ABOUT The MedMen ShowMEDMEN 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.Jessica Walker is Chief Media Officer at MEDDICC and overlord of MEDDICC Media, where she leads on website, brand, comms and marketing strategy. She started at MEDDICC as Head of Marketing in 2022 and was instrumental in building its brand. Marketing is her passion, and she’s on a mission to conquer it (in the name of MEDDICC). Jessica is a proud momma of two mischievous sausage dogs, Woody and Slinky.

Welcome to a very special episode of The MedMen Show, as for the first time, the Med Men are joined in the studio by Caroline Franczia, friend of MEDDICC and founder of Uppercut First.A large focus of this episode is the purpose of MEDDIC as a common language. Together, the Med Men and Caroline dive into how it can be used by the whole GTM team as a science to operate efficiently.With MEDDIC, your mindset is essential. It isn’t about box-ticking, but truly about understanding your differentiator, the value you can bring to the table, and how MEDDIC can help you achieve that. If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!Until next time - cheers!With 20 years of experience in B2B sales and business development, Caroline Franczia is a founder and revenue architect at Uppercut First, a consultancy that helps European startups and scale-ups design and execute effective revenue strategies. She is also a MEDDICC Expert and Media partner.Caroline is passionate about empowering entrepreneurs and innovators to achieve growth and impact goals. She is an author, speaker, and mentor in the startup ecosystem, sharing her insights and expertise on pricing, pipeline management, deal size, and forecast optimization. She is currently a mentor in residence at the Techstars Sustainability Paris Accelerator, where she supports startups in developing sustainable business models and go-to-market plans.

When it comes to selling open-source solutions, at MEDDICC we have some personal experience. That’s why for this episode of The MedMen Show, Andy and Pim tackle the question: can MEDDIC be used when selling with an open source solution?Yes, you just need to shift your mindset. The main obstacle sellers encounter here is overcoming the delta of selling a “free” solution – which is where professional selling steps in. Together, Andy and Pim shine a light on how you can use MEDDIC to determine what it is about the solution that the open source platform doesn’t provide – and how you can illustrate that for your customer.If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!Until next time - cheers!

No matter the size of the customer, you should still bring your A-game to each engagement.That’s the main takeaway of this episode of The MedMen Show, where Andy and Pim answer the question: is MEDDPICC still relevant if you sell to smaller businesses? The short answer is yes!The way you use MEDDPICC might change in relation to the complexity of your deals, but professional selling is professional selling, regardless of deal size. Having shorter engagements does not mean you should be less precious with your time – if anything, you need to be more so. Tune into this episode to learn more about how you can use MEDDPICC to efficiently manage your time in engagements with small businesses.If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen Show:The MedMen Show 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.

Finding Champions and Economic Buyers is an essential step in a successful deal. But what do you do if it seems like you have someone who is both?The Med Men are back for a second season, and they’re kicking things off by examining why people sometimes mix up their Champion with the Economic Buyer. Andy and Pim unpack the different ways this can come about, and the potential implications not just on your deal, but on your future relationship with the customer.MEDDIC best practices tie into the correct identification of Champions and Economic Buyers - it’s about asking the right questions, and regular deal reviews with your team. With these consistent habits, you embed the right mindset to speedtrack your sales cycle!If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!The MedMen Show 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.Until next time - cheers!

Finding Champions and Economic Buyers is an essential step in a successful deal. But what do you do if it seems like you have someone who is both?The Med Men are back for a second season, and they’re kicking things off by examining why people sometimes mix up their Champion with the Economic Buyer. Andy and Pim unpack the different ways this can come about, and the potential implications not just on your deal, but on your future relationship with the customer.MEDDIC best practices tie into the correct identification of Champions and Economic Buyers - it’s about asking the right questions, and regular deal reviews with your team. With these consistent habits, you embed the right mindset to speedtrack your sales cycle!If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!Until next time - cheers!ABOUT The MedMen ShowThe MedMen Show 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.

If someone says they’re a Champion, does that mean they really are?In this episode of The MedMen Show, Andy and Pim answer this question and more as they have a look at everything people get wrong when it comes to the Champion. For example, the misconception that you can only ever have just one!Determining whether you have a Champion or not is never a one-time instance. It’s important to keep evaluating whether the person you’re engaging with still has all of the necessary Champion criteria. Otherwise, you could jeopardize your deal.If you have any questions about the Champion or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers! ABOUT The MedMen Show:The MedMen Show 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.

You might need to re-evaluate your entire approach to the Competition. Why waste time talking to your customer about your competition instead of using that valuable opportunity to talk about your solution?In this episode of The MedMen Show, Pim and Andy want to remind you that your competition isn’t just who you’d identify as your competitors, but anything that takes priority away from your solution. Tune in as they reveal what other elements could be classified as Competition!If you have any questions about Competition or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers! ABOUT The MedMen ShowMEDMEN 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.

Many are familiar with the I in MEDDPICC, but not everyone remembers what it stands for. In the modern sales environment, it isn’t enough to identify the pain – we need to implicate it!In this episode of The MedMen Show, Andy and Pim review Implicating the Pain, and what details about it salespeople need to remember. To drive urgency with the customer, implicating the pain is a necessity. And to maintain that urgency, there needs to be a consistent implication of the pain. Correct implication of the pain takes skill – you need to show your customer the value you can provide without putting them on the defensive. To learn more about what you should remember when it comes to the Pain, make sure to check this episode out.If you have any questions about Implicating Pain, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers! ABOUT The MedMen ShowMEDMEN 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.

It might surprise you, but when it comes to the Paper Process, people can go wrong by focusing too much on the Process of it all! When we assume it’s a clear step-by-step path, we can create obstacles for ourselves. In this episode of The MedMen Show, Andy and Pim take a close look at the Paper Process to explain the common errors encountered with it, and more importantly, the key to success with it!Like with the Decision Process, a mistake people tend to make with the Paper Process is by assuming the customer has a clear understanding of what it is. Rather than trying to discover what the process is, you need to discover what makes up that process. Namely, the people, the timing, and the dependencies. If you have any questions about the Paper Process, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!

At first glance, the Decision Process isn’t as mysterious as other MEDDPICC elements. When asked about it, most sellers will have an answer for where they are. Still, people do make mistakes when it comes to the Decision Process - and in this episode of The MedMen Show, Andy and Pim delve into those mistakes.Andy and Pim want to remind sales people that the Decision Process begins right at the first inkling of an opportunity, and it involves every choice they make along the journey. Not just will they buy your solution, but will they have a second meeting with you? When you consider every step along the way, you can take control of the Decision Process.Sales people need to remember that with the Decision Process there will always be more than you initially uncover, so don’t leave it to the customer to steer.If you have any questions about the Decision Process, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers! ABOUT The MedMen ShowMEDMEN 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.

Seeing people using Decision Criteria incorrectly is heartbreaking, because this element of MEDDPICC can truly unlock success in your deals. In this episode, the Med Men dive into everything that people get wrong with Decision Criteria.Andy and Pim explore common errors people make when approaching the Decision Criteria, such as assuming that customers will always possess them and that once identified, these criteria remain set in stone. Remember, you are a professional seller, but your customer is not a professional buyer! It is your responsibility to guide them to the best solution for their needs.If you have any questions about influencing Decision Criteria, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers! ABOUT The MedMen ShowThe MedMen Show 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.

Attention to detail is needed when dealing with the Economic Buyer. You don’t want to under-qualify them, but over-qualifying them can do equal damage! In this episode, the Med Men take a close look at what people typically get wrong with the Economic Buyer.Andy and Pim talk about the need to accept change - that as circumstances and deals change, so will the Economic Buyer. But, if you keep your wits about you, you can still find success with the Economic Buyer. If you have any questions about identifying or engaging with the Economic Buyer, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers! The MedMen Show 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. *Who are Pim Roelofsen and Andy Whyte?**Pim Roelofsen* Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home. Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim empowers sales organizations across the globe to implement the tried and tested framework as MEDDICC CRO. *Andy Whyte* The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

Metrics - they’re not easy, but that means if you nail them, you have the edge in your deals. In this episode, the Med Men break down the three things that people get wrong when it comes to Metrics.Andy and Pim talk about the importance of asking yourself the question, “Who cares about this?” as well as how you can carry Metrics through to all stages of the Customer Lifecycle.If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!Until next time - cheers!The MedMen show 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.Who are Pim Roelofsen and Andy Whyte?Pim Roelofsen Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home. Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim empowers sales organizations across the globe to implement the tried and tested framework as MEDDICC CRO.Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

Deal Reviews: for some salespeople, they’re a nightmare. But when done right, they can be a rewarding reflection of you and your team’s skills and can drive you all to greater success.In this episode, the Med Men talk all about deal reviews - particularly how you can use MEDDIC to ensure they are effective and helpful.Deal reviews can be a fantastic way to instil a trusting culture in your team, as they allow your salespeople to be vulnerable about where they may have encountered problems. At the same time, by celebrating your team’s successes in deal reviews, you build an awesome atmosphere of salespeople building each other up! The Med Men discuss the importance of MEDDIC as a common language at moments like this to make sure everyone is on the same page.Watch this episode to hear all of Andy and Pim’s insightful thoughts on deal reviews!If you have any questions about how you can implement MEDDIC in your deal reviews, or any suggestions for what you want to hear Andy and Pim talk about next, get in touch! Until then, May your Champions be strong!