The MedMen Show: Fast, Smart Insights for B2B Sales Professionals
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.
Episodes
54 episodes
Why MEDDPICC Fails in Your Team (It's Not What You Think)
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 answ...
Stop Taking Sales Negotiation Advice From FBI Hostage Negotiators
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 Why...
How To Close Deals Without Being in the Room
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 y...
A-Players vs B-Players: What Leaders Get Wrong (And How To Manage 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 rej...
Implicating Pain: The Fastest Way to Create Urgency
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 sta...
The Hidden Edge Top Performers Use At Year Start
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...
The Interview Question That Flushes Out B-Players
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 d...
We Booked A HUGE Meeting Using This Tactic
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 talk...
We Upset Our Champion… What Happened Next?
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 P...
Sales Metrics You Can’t Afford to Ignore (And How To Get Them)
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 ma...
How to Use MEDDPICC to ACE Your Interview
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 epis...
The Biggest Hiring Mistake Sales Leaders Keep Making
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 t...
Your SKO Events SUCK - Here's How To Make Them GREAT
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 epis...
Why Most SKOs Fail (And How to Fix Them) ⚡
🎤 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…✅W...
MEDMEN Live: The Truth About AI and MEDDPICC 👀
🥃 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...
The Pipeline Hack Hiding Inside MEDDIC 👀
🧐 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 Infu...
The Champion Trait You’re Missing (And How To Solve It)
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...
The Game-changing 'Measuring MEDDIC' Play That Will BLOW UP Your Deals
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 ep...
3 Sales Discovery Questions That Feel Like CHEATING
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...
MEDDICC CEO Andy Whyte's Biggest Pet Peeve With MEDDIC!
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...
Five Things To AVOID When Dealing With Economic Buyers In Your Deals!
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...
Chief Revenue Officer Shares BIGGEST PET PEEVE With MEDDIC!
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” appro...
How Buyers REALLY Decide: Decision Criteria Breakdown
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 Rela...
The #1 Competitor You’re Ignoring in Every Sales Deal
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 co...
Everyone Says MEDDIC Is a Process… Are They Wrong?
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...