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

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,...

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...

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...

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...

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...

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 d...

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...

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...

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 ris...

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...

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 t...

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 M...

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, produ...

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, yo...

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 profession...

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 profession...

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...

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...

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 ev...

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 solut...

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...

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...

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 fi...

Introducing Mad Men.. no wait that’s not right, we mean Med Men. A brand new podcast bought to you by us, uncovering common questions around MEDDIC. Our first Pilot sees Pim Roelofsen and Andy Whyte discuss the considerations around implementing MEDDIC and how three phases could support a company in becoming a truly world-class sales organisation. In this episode, Pim and Andy discuss; [00:20] Exp...

THE BOYS ARE BACK.. and with a bang!  SDRs, we all love them.. they are a vital part of our sales process and the way in which we interact with customers. They’re typically the first point of contact for customers too.  In the same breath, they’re usually the newest to the industry in which they’re working in, and the newest to the product that they’re selling..  So why is it that we task them wit...