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
25 episodes
5 Signs You Don't Have A Champion In Sales
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
Is GTM A Buzzword?
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
The WORST Take On MEDDIC
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
The Importance Of MEDDPICC In a Leadership Initiative
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
Two Things People Get Wrong With A Common Language
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
Channel, Partner and Co-Selling
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
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 with 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
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
MEDDPICC For Open Source!
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
Deal Complexity!
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
Overcoming Deal Inertia And Other Lessons Learned!
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
Misidentifying your Champion as the Economic Buyer
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
What people get wrong with 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
What people get wrong with 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
What people get wrong with Implicating the Pain
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
What people get wrong with the Paper Process
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
What people get wrong with the Decision Process
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
What people get wrong with Decision Criteria
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.A...
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Season 1
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Episode 7
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8:06
Everything that people get wrong with Economic Buyers
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 E...
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Season 1
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Episode 6
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7:31
Everything that people get wrong with Metrics
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...
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Season 1
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Episode 5
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6:45
MEDDIC and Deal Reviews
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 rev...
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Season 1
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Episode 4
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14:14
MEDDIC for your SE's
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 m...
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Season 1
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Episode 3
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9:01
MEDDIC for your SDRs
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. ...
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Season 1
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Episode 2
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10:02
A recipe for a successful MEDDIC implementation
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 imple...
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Season 1
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Episode 1
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21:43