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

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, Andy and Pim delve into three core tenets of effective sales coaching within a MEDDIC framework, emphasizing why building trust is crucial for your sales team to achieve optimal results with MEDDIC.It doesn’t matter how knowledgeable you are; if your team doesn’t trust you, they won’t come to you for help. Tune into this episode to learn how you can build that trust.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!

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 those methods lean on MEDDIC, then you have MEDDIC as your methodology. Easy! 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.

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 to you to put in the work to build them as a Champion, and to qualify throughout the engagement whether they are acting as a true Champion. Tune in to learn how you can do exactly that.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!CHAPTERS0:00 Introduction0:34 Champions, momentum and vested interest2:05 Champions being proactive2:48 Champion insights3:39 Champions and commitmentsABOUT 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.

Dive into the world of go-to-market strategies and uncover the pitfalls of using trendy buzzwords without true alignment. The hosts stress the importance of cohesive communication within teams to drive real customer value. They explore how siloed departments hinder success and advocate for a unified approach. Discover how evolving collaborative tools can enhance teamwork and improve overall customer satisfaction. It's not just about the label; it's about creating meaningful connections across your organization.

Dive into a debate on the necessity of champions in sales. Discover the pitfalls of ignoring internal advocates and the chaos that ensues when misguided concepts clash with proven frameworks. Hear real-life experiences that highlight why every successful deal hinges on having a champion advocating for you. Andy and Pim banter about the worst takes in sales wisdom, shedding light on the absurdities of ignoring established strategies. Tune in for insights that may just transform your sales approach!

The importance of leadership commitment in implementing the MEDDPICC initiative is discussed as crucial for success. The hosts emphasize that without buy-in from all leaders, efforts may only yield pockets of excellence. They share personal experiences illustrating the pitfalls of inconsistent adoption across teams. The conversation also highlights how effective leadership fosters communication and alignment on customer insights, ultimately enhancing the sales process and driving organizational growth.

Discover the misconceptions around having a 'common language' in sales teams. The hosts highlight how uniform frameworks can fail to foster effective communication. They discuss the crucial role a shared language plays in career growth and team unity, emphasizing its importance across all teams and the customer lifecycle. Tune in for insights that can transform how you and your team engage!

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 a mutual outcome, it’s also important to think about how we sell ourselves to our partners, because we want them to be able to do their best in representing us to other relevant parties.Tune into this episode to learn more about how you can use MEDDPICC in your partner engagements, all while always thinking about delivering value, engaging with the right stakeholders, and staying on top of the process.If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen ShowThe MedMen Show 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.

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 is responsible for a successful handover - it’s not just on CS to maintain relationships.Andy and Pim also explain how sales and Customer Success teams can use Metrics to not only convey the value that can be gained by your solution (with M1s) but to set goals of value to be achieved. After all, a seamless handover is what you need to set yourself up for success when it comes to renewals!If you have any questions, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!ABOUT The MedMen Show:The MedMen Show 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.

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 whole Go to Market team. So, it was about time we walked the walk as well as talking the talk, and show how marketing can use MEDDPICC to communicate with sales, product, and the wider team at large. As Andy puts it: when sales and marketing speak the same language, they’re working from the same dataset.  Jessica explains the impact MEDDPICC can have for marketing teams, and in particular how using Metrics has transformed the way she approaches use-cases, because the value provided is made much more concrete.If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!Until next time - cheers!ABOUT The MedMen ShowMEDMEN 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.Jessica Walker is Chief Media Officer at MEDDICC and overlord of MEDDICC Media, where she leads on website, brand, comms and marketing strategy. She started at MEDDICC as Head of Marketing in 2022 and was instrumental in building its brand. Marketing is her passion, and she’s on a mission to conquer it (in the name of MEDDICC). Jessica is a proud momma of two mischievous sausage dogs, Woody and Slinky.