The MedMen Show: Fast, Smart Insights for B2B Sales Professionals
MEDDICC - Taking the proven MEDDPICC sales framework into the digital era!
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.
Episodes
Mentioned books
Oct 6, 2023 • 10min
Applying MEDDIC Framework for SDR Success
This podcast explores the role of SDRs and the importance of a qualification framework like MEDDIC. It discusses the value of a common language between SDRs and AEs, extending the MEDDIC framework to SDRs, and the essential components for transitioning from SDR to AE.
Oct 6, 2023 • 9min
Implementing MEDDIC for Sales Engineers: A Guide
The podcast discusses whether Sales Engineers should be included in the Medic framework for deal qualification and adoption. It emphasizes the impact of different AE to SE ratios on sales and the importance of a common language. Effective communication and building relationships in sales, especially with technical counterparts, are also highlighted.
Oct 6, 2023 • 8min
Economic Buyers in Sales: Everything You’re Getting Wrong
In this episode, the Med Men discuss the misconceptions with the Economic Buyer, the risks of over-qualifying and assuming their static nature. They emphasize the importance of qualifying stakeholders and engaging with the right decision-makers. They also explore the criteria for identifying an Economic Buyer and their concerns, as well as the mistake of assuming the same Economic Buyer for different business lines.
Oct 6, 2023 • 8min
Decision Criteria in MEDDPICC: How to Guide Buyers to the Right Solution
Explore common mistakes when approaching Decision Criteria, the impact of Decision Criteria on sales, the importance of value and responsiveness, and avoiding assumptions about customers' criteria.
Oct 6, 2023 • 22min
Step-by-Step Guide to Successful MEDDIC Implementation
Pim Roelofsen and Andy Whyte discuss implementing MEDDIC, including the three phases of implementation, building momentum across teams, celebrating gaps uncovered by sales teams, wider team deal reviews, and considerations for different businesses before implementation.
Oct 6, 2023 • 7min
Sales Metrics: Everything Reps Get Wrong (and How to Fix It)
The podcast explores the difficulties and misunderstandings surrounding metrics, emphasizing the potential for differentiation through mastery. It discusses the significance of metrics in relation to stakeholders and business goals, highlighting the need to align them with individual interests and overall objectives. The importance of considering metrics throughout the customer lifecycle is emphasized, along with the pitfalls of relying solely on customer metrics.
Oct 6, 2023 • 14min
Conducting Effective Deal Reviews Using MEDDIC
The Med Men discuss the significance of deal reviews in enhancing team performance, establishing trust and culture, implementing the MEDDIC framework, and the importance of accountability in driving successful deal reviews.
