MEDDICC - Taking the proven MEDDPICC sales framework into the digital era!

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

Business EN ↓ 55 episodes

Inspired by Mad Men, powered by MEDDICC. The MedMen Show brings you short, high-impact insights from CEO Andy Whyte and CRO Pim Roelofsen. Get answers to the most common MEDDIC questions - plus top tips on how to apply the different element, qualifying deals, driving revenue, and how to lead elite sales and GTM teams.

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MEDDICC - Taking the proven MEDDPICC sales framework into the digital era!

Episodes

Implementing MEDDIC for Sales Engineers: A Guide 06.10.2023 9:01

SE’s (Sales Engineers or System Engineers) are an essential part of a typical account team, referred to as ‘The Brains’ by Andy and without them - it’s incredibly difficult to get deals across the line. It’s becoming increasingly more common for customers and those new to implementing MEDDIC to ask ‘Should we include SE’s on our MEDDPICC adoption journey?’ You already know what we think: MEDDIC...

Conducting Effective Deal Reviews Using MEDDIC 06.10.2023 14:14

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,...

Sales Metrics: Everything Reps Get Wrong (and How to Fix It) 06.10.2023 6:45

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 somethin...

Economic Buyers in Sales: Everything You’re Getting Wrong 06.10.2023 7:31

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...

Decision Criteria in MEDDPICC: How to Guide Buyers to the Right Solution 06.10.2023 8:06

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 ident...