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

Unlocking meetings with the Economic Buyer can be a game-changer! Discover how a Value Pyramid can enhance outreach and reshape stakeholder relationships. Learn about the benefits of soft, no-pressure communication and how it fosters alignment. Tactics to build and validate an initial Value Pyramid are also discussed. Plus, find out why understanding customer context surpasses product knowledge. With insights into driving engagement and accelerating access, this is your guide to elevating B2B sales strategies!

Sometimes you need to get in trouble with your Champion.When you have a true Champion, you’re on the same team. But sometimes, your Champion doesn’t always agree with you on the best next step.In this episode of MEDMEN, Andy and Pim explain how you can find the line to test your Champion while maintaining trust and credibility. If you have any questions or any suggestions for 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.

Metrics play a huge part in winning any deal, but if you aren’t careful, you could be missing out on the serious advantage they can give you.In this episode of MEDMEN, Andy and Pim explain why failing to personalize your metrics is a massive red flag that could be slowing down your deals. If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!

When you’re going for a new role, how can you make MEDDPICC work for you?Yes, a lot of companies are looking for MEDDPICC when they’re hiring, but that’s not the only way it can benefit you when you’re on the job hunt.In this episode of MEDMEN, Andy and Pim explain how you can use MEDDPICC in the interview process to set yourself apart from other candidates. If you have any questions or any suggestions for 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.

Sales leaders need to treat the hiring process like a sales opportunity. If someone can’t convince you to hire them, why would they be able to convince customers to buy your solution?Treating every interaction with a candidate through the lens of a deal is how you get a real insight into how someone is as a seller. In this episode of MEDMEN, Andy and Pim break down how sales leaders can test prospective hires for their selling skills and MEDDPICC knowledge.If you have any questions or any suggestions for 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.CHAPTERS0:00 Intro0:18 Why hiring processes are like sales opportunities 2:39 Behaviours - how you do something is how you do everything4:34 Should interview candidates use MEDDPICC language? 6:21 Does your candidate really know MEDDPICC? 

When you’re going for a new role, how can you make MEDDPICC work for you?Yes, a lot of companies are looking for MEDDPICC when they’re hiring, but that’s not the only way it can benefit you when you’re on the job hunt.In this episode of MEDMEN, Andy and Pim explain how you can use MEDDPICC in the interview process to set yourself apart from other candidates. If you have any questions or any suggestions for 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.

🎤 SKO season is approaching.For a lot of people, that means it’s time to kick off their MEDDICC initiative. But that doesn’t always work. In this episode of MEDMEN, Andy and Pim talk about:❌What not to do and…✅What to do…When introducing MEDDICC at your SKO. Don’t let all that investment go to waste (and we don’t just mean what you paid for accommodation). Make the most of your SKO with this expertise!If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!CHAPTERS0:00 - Introduction0:43 - SKO costs and making them count2:35 - Driving momentum for the year4:22 - SKO SummaryABOUT 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.

Hosts dive into the intersection of MEDDPICC and AI, emphasizing that while AI can streamline research, it shouldn't replace human crafting. They discuss how buyers increasingly rely on AI but value personalized insights and unique perspectives from sales professionals. The conversation highlights AI’s role as a supportive tool rather than a crutch, pointing out that overreliance can diminish essential sales skills. Ultimately, they advocate for integrating AI with human preparation to enhance the overall buying experience.

Explore the powerful role of MEDDIC in pipeline generation. Discover how it enhances customer experiences and boosts win rates. Learn why mastering MEDDIC helps refine SDR messaging by pinpointing buyer pain and goals. The hosts reveal how it fosters better handovers and improves the buyer journey. Additionally, you'll find out how understanding MEDDIC can accelerate career growth for SDRs. Tune in for insights that blend sales strategy with professional development!

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 & Influence2️⃣ Vested Interest3️⃣ Ability to Sell InternallyThis 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!𝘾𝙃𝘼𝙋𝙏𝙀𝙍𝙎0:00 Introduction2:42 Andy - two Champions, two different scenarios4:51 Pim on being Andy's Champion!6:39 Pim - Effective Champion technique