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
39 episodes
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...
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Season 3
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Episode 19
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6:12
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...
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Season 3
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Episode 18
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7:27
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...
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Season 3
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Episode 17
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8:03
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...
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Season 3
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Episode 16
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6:43
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...
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Season 3
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Episode 15
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4:32
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...
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Season 3
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Episode 14
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5:30
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...
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Season 3
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Episode 13
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3:06
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