THE MEDMEN SHOW
Welcome to The MedMen Show, brought to you by CEO and CRO of MEDDICC, Andy Whyte and Pim Roelofsen.
Inspired by the MadMen show, this podcast takes deep but brief dives into some of the most popular questions sales professionals ask when implementing and operationalizing MEDDIC.
Episodes
32 episodes
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...
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Season 3
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Episode 12
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7:08
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...
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Season 3
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Episode 11
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8:34
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...
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Season 3
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Episode 10
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4:43
3 Simple Ways to Uncover the Metrics That Actually Matter
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. I...
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Season 3
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Episode 9
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10:10
Proactive Decision Criteria: A Game-Changer for Sales Leaders
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...
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Season 3
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Episode 8
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15:15
Top MEDDIC Coaching Mistakes Sales Leaders Must Avoid
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...
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Season 3
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Episode 7
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12:00
MEDDIC Explained: Is It a Sales Methodology or a Checklist?
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 ...
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Season 3
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Episode 6
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4:36
5 Clear Signs You Lack a True Sales Champion
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 ...
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Season 3
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Episode 5
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4:37
GTM Strategy: Buzzword or Essential for Sales Success?
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 ...
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Season 3
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Episode 4
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7:29
Avoid These MEDDIC Mistakes in 2025
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 s...
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Season 3
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Episode 3
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5:43
Why Leadership is Crucial in MEDDPICC Success
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...
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Season 3
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Episode 2
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11:43
Top 2 Misconceptions About GTM Team Communication
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 ...
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Season 3
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Episode 1
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7:52
Ultimate Guide to Channel, Partner, and Co-Selling Strategies
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...
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Season 2
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Episode 8
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14:13
Mastering the Perfect Customer Success Handover
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 ...
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Season 2
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Episode 7
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14:32
MEDDIC Marketing Strategies with CMO Jessica Walker
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...
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Season 2
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Episode 6
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53:55
Mastering MEDDPICC Strategy with Caroline Woussen-Franczia
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 MEDDI...
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Season 2
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Episode 5
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46:35
Effective Upselling Techniques for Open Source Software
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?Y...
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Season 2
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Episode 4
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9:40
Managing Complex Deals: Strategies for Success
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 smal...
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Season 2
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Episode 3
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9:24
How to Overcome Deal Inertia: Key Lessons for Sales Professionals
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 p...
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Season 2
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Episode 2
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10:13
Avoid Confusing Champions with Economic Buyers in Sales
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 p...
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Season 2
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Episode 1
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15:38
Common Mistakes When Identifying Sales Champions
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 examp...
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Season 1
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Episode 12
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6:35
Top Mistakes Reps Make When Handling Sales Competition
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 Sh...
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Season 1
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Episode 11
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5:35
Implicating the Pain in MEDDPICC: The Key to Creating Urgency in Sales
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 rev...
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Season 1
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Episode 10
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4:40
Sales Paper Process: Common Pitfalls That Stall Deals
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 ...
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Season 1
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Episode 9
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5:43
Decision Process in Sales: Where Reps Often Go Wrong
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 e...
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Season 1
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Episode 8
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9:36