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

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 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.

Pim’s biggest pet peeve with MEDDIC has nothing to do with the methodology or framework itself, but how people use it. Or fail to use it, as tends to be the case.

In this episode of MEDMEN, Andy and Pim explain why a “one and done” approach isn’t enough for an effective MEDDPICC implementation. They also elaborate on what they mean when they say that the more you use MEDDICC, the more you stand to gain from it.

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.

With Decision Criteria, you need to start seeing in 3D.

When thinking about Decision Criteria, too often people keep it one dimensional. While technical Decision Criteria are important, deals can be won or lost because of Economic or Relationship Criteria.

In this episode of MEDMEN, Andy and Pim talk about why using Decision Criteria three-dimensionally is crucial for compelling differentiation. Getting beyond the technical proves to the senior key decision makers why your solution is vital to their goals. 

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.

You’re probably obsessing over the wrong competition. 

Your prospects aren’t simply dealing with a choice between you and your rivals - they’re choosing between you and a number of other ways to use their time and resources. They could choose to focus on a completely different initiative, and sometimes, they will choose to just do nothing. 

In this episode of MEDMEN, Andy and Pim dive into your biggest invisible competition: inertia. They look at the typical reasons for inertia and what you can do to counteract it and stop your deal slipping from quarter to quarter. 

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.

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!

Even if you have what looks like the perfect scenario in a deal, you can’t just sit back and expect the deal to fall into your lap, because you never know what could change.

In this episode of MEDMEN, Andy and Pim tell the stories of two solutions they were looking at buying, and how the final decision was influenced by the way the vendors chose to engage with them (or not engage with them).

Being proactive with Decision Criteria and stakeholder engagement is essential to differentiate yourself from the competition – and if these vendors knew that, the result might have been different.

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.

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.