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.
THE MEDMEN SHOW
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 Relationship Criteria.
In this episode of MEDMEN, Andy and Pim talk about why using Decision Criteria three-dimensionally is crucial for compelling differentiation. Getting beyond the technical proves to the senior key decision makers why your solution is vital to their goals.
If you have any questions, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!
Until next time - cheers!
ABOUT MEDMEN:
MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.