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.

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The MedMen Show: Fast, Smart Insights for B2B Sales Professionals

The Champion Trait You’re Missing (And How To Solve It)

September 04, 2025 • MEDDICC - Taking the proven MEDDPICC sales framework into the digital era! • Season 3 • Episode 18

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 & Influence

2️⃣ Vested Interest

3️⃣ Ability to Sell Internally

This episode dives deep into 𝙑𝙚𝙨𝙩𝙚𝙙 𝙄𝙣𝙩𝙚𝙧𝙚𝙨𝙩 — why it matters, how to spot it, and how to nurture it so your Champions have a genuine reason to back you and your solution.

📣 Got questions about Champions, or tips for building them in your deals? Drop them in the comments — Andy and Pim may cover them in a future episode!

𝘾𝙃𝘼𝙋𝙏𝙀𝙍𝙎

0:00 Introduction

2:42 Andy - two Champions, two different scenarios

4:51 Pim on being Andy's Champion!

6:39 Pim - Effective Champion technique