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

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 episode of MEDMEN, Andy and Pim explore how you can use MEDDIC to measure progress across the full customer lifecycle. As Peter Drucker said, you can’t improve what you don’t measure.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.

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 your deals. One of them feels like something out of a Jedi mind trick…📣 If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next? To us by leavig us a review with and comment! 𝘾𝙃𝘼𝙋𝙏𝙀𝙍𝙎0:00 Intro0:19 Decision Process - looking forwards, not backwards! 2:53 A killer question to extract metrics4:31 Jedi Mind Trick... 𝘼𝘽𝙊𝙐𝙏 𝙏𝙃𝙀 𝙈𝙀𝘿𝙈𝙀𝙉 𝙎𝙃𝙊𝙒MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC sales framework, talking all things B2B and look good doing it!

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 episode of MEDMEN, Andy and Pim talk about how viewing MEDDIC through a narrow lens holds you back. There is a real difference between using MEDDIC as a simple qualification framework and using it as a common language for the whole GTM team across the full customer lifecycle. 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.

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 break down the five things you NEVER want to do when engaging with the Economic Buyer. The EB’s time is precious, and it can be difficult to get to them, so when you earn that time it needs to be worth it.Until next time - cheers!ABOUT MEDMENMEDMEN 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.

Discover the biggest pet peeve with the MEDDIC framework, which isn't about the method itself but how people misapply it. Continuous learning is key to mastering MEDDIC; a superficial understanding just won't cut it. The speakers stress that consistent use of MEDDIC not only enhances customer interactions but also cultivates a culture of improvement within sales teams. Embrace the framework fully for maximum benefits!

Discover the power of three-dimensional decision criteria in B2B sales. Technical specs are just the beginning; economic considerations, like ROI and contract structures, can make or break a deal. Relationship criteria, including trust and market reputation, play a vital role in winning over decision-makers. Proactively addressing all three dimensions not only differentiates sellers but also helps find internal champions. Learn how to analyze past wins and identify potential deal gaps early.

Explore the unseen rival: inertia, which can halt deals and stall progress. Discover four types of competition that extend beyond traditional rivals. Learn how missed qualifications and vague urgency contribute to losing ground to inertia. Understand the importance of clearly demonstrating value to prospects. Engaging the right stakeholders is crucial for success. With practical strategies outlined, including a three-part framework, the conversation highlights proactive steps to keep the momentum in sales.

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 success criteria and ensures consistency across the board.In this episode of MEDMEN, Andy and Pim explore how MEDDICC can be applied to your existing sales processes, and the immediate impacts that become possible. Not only can MEDDPICC make your current operations smoother, using it at every stage can assist in overall MEDDPICC fluency – a win-win.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.

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. In this episode of MEDMEN, Andy and Pim explain the 3 Ps – tactics to help you uncover more metrics. Preparation, Proactivity, and a Point of View are how you can show up to your first meeting with a customer and immediately impress them by proving the value you offer. Not only will this help you uncover metrics, it can lay the foundation to build Champions.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!

Proactivity in decision-making can change the game for sales leaders. Real-life examples reveal how engagement—or lack thereof—from vendors influenced purchase outcomes. Hosts discuss the importance of economic criteria like costs, completion, and confidence over mere product demos. They emphasize the need for building champions within organizations and highlight the pitfalls of price-driven decisions. Strategic outreach from executives can open doors, but aligning with champions is crucial for successful engagement. Staying ahead of shifts in buyer dynamics is key to winning deals.