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

Welcome to a very special episode of The MedMen Show, as for the first time, the Med Men are joined in the studio by Caroline Franczia, friend of MEDDICC and founder of Uppercut First.A large focus of this episode is the purpose of MEDDIC as a common language. Together, the Med Men and Caroline dive into how it can be used by the whole GTM team as a science to operate efficiently.With MEDDIC, your mindset is essential. It isn’t about box-ticking, but truly about understanding your differentiator, the value you can bring to the table, and how MEDDIC can help you achieve that. 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!With 20 years of experience in B2B sales and business development, Caroline Franczia is a founder and revenue architect at Uppercut First, a consultancy that helps European startups and scale-ups design and execute effective revenue strategies. She is also a MEDDICC Expert and Media partner.Caroline is passionate about empowering entrepreneurs and innovators to achieve growth and impact goals. She is an author, speaker, and mentor in the startup ecosystem, sharing her insights and expertise on pricing, pipeline management, deal size, and forecast optimization. She is currently a mentor in residence at the Techstars Sustainability Paris Accelerator, where she supports startups in developing sustainable business models and go-to-market plans.

When it comes to selling open-source solutions, at MEDDICC we have some personal experience. That’s why for this episode of The MedMen Show, Andy and Pim tackle the question: can MEDDIC be used when selling with an open source solution?Yes, you just need to shift your mindset. The main obstacle sellers encounter here is overcoming the delta of selling a “free” solution – which is where professional selling steps in. Together, Andy and Pim shine a light on how you can use MEDDIC to determine what it is about the solution that the open source platform doesn’t provide – and how you can illustrate that for your customer.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!

No matter the size of the customer, you should still bring your A-game to each engagement.That’s the main takeaway of this episode of The MedMen Show, where Andy and Pim answer the question: is MEDDPICC still relevant if you sell to smaller businesses? The short answer is yes!The way you use MEDDPICC might change in relation to the complexity of your deals, but professional selling is professional selling, regardless of deal size. Having shorter engagements does not mean you should be less precious with your time – if anything, you need to be more so. Tune into this episode to learn more about how you can use MEDDPICC to efficiently manage your time in engagements with small businesses.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.

Finding Champions and Economic Buyers is an essential step in a successful deal. But what do you do if it seems like you have someone who is both?The Med Men are back for a second season, and they’re kicking things off by examining why people sometimes mix up their Champion with the Economic Buyer. Andy and Pim unpack the different ways this can come about, and the potential implications not just on your deal, but on your future relationship with the customer.MEDDIC best practices tie into the correct identification of Champions and Economic Buyers - it’s about asking the right questions, and regular deal reviews with your team. With these consistent habits, you embed the right mindset to speedtrack your sales cycle!If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!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.Until next time - cheers!

Finding Champions and Economic Buyers is an essential step in a successful deal. But what do you do if it seems like you have someone who is both?The Med Men are back for a second season, and they’re kicking things off by examining why people sometimes mix up their Champion with the Economic Buyer. Andy and Pim unpack the different ways this can come about, and the potential implications not just on your deal, but on your future relationship with the customer.MEDDIC best practices tie into the correct identification of Champions and Economic Buyers - it’s about asking the right questions, and regular deal reviews with your team. With these consistent habits, you embed the right mindset to speedtrack your sales cycle!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 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.

If someone says they’re a Champion, does that mean they really are?In this episode of The MedMen Show, Andy and Pim answer this question and more as they have a look at everything people get wrong when it comes to the Champion. For example, the misconception that you can only ever have just one!Determining whether you have a Champion or not is never a one-time instance. It’s important to keep evaluating whether the person you’re engaging with still has all of the necessary Champion criteria. Otherwise, you could jeopardize your deal.If you have any questions about the Champion 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.

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