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

Every SaaS company has a dirty secret. It's not their product that's their moat. It's the switching costs. And AI is draining those switching costs fast. In this episode of The MedMen Show, Andy Whyte and Pim Roelofsen break down why the SaaS companies at most risk are the ones without a value framework that spans the full customer lifecycle, and what you can do about it. You'l...

If MEDDPICC isn't working in your team, the instinct is to blame the framework.  But MEDDPICC isn't the problem. In this episode of The MedMen Show, Andy Whyte and Pim Roelofsen break down why MEDDPICC fails, and why the answer almost always comes back to leadership and culture rather than the methodology itself. You'll learn: ✅ Why bad sales culture turns MEDDPICC into a checklist...

Stop Taking Sales Negotiation Advice From FBI Hostage Negotiators If 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....

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...

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....

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. ...

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 t...

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 #SalesLeaders...

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, ma...

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...

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...

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 sug...

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 pro...

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 sug...

🎤 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 t...

🥃 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 ME...

🧐 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 experience 2️⃣ Improve win rates and conversion rates 3️⃣ Infuses career development While 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 question...

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 & Influence 2️⃣ Vested Interest 3️⃣ Ability to Sell Internally This episode dives deep into 𝙑𝙚𝙨𝙩𝙚𝙙 𝙄𝙣𝙩𝙚𝙧𝙚𝙨𝙩 — why it matters, how to spot it, and how to nurture it so your Champions ha...

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 d...

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...

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 qualif...

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...

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...

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. G...

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 bi...