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

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!

CHAPTERS
0:00 Introduction
0:34 Champions, momentum and vested interest
2:05 Champions being proactive
2:48 Champion insights
3:39 Champions and commitments

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.

While the term “GTM” is everywhere these days, using it without doing the actual work behind it just turns it into another buzzword.

In this episode of The MedMen Show, Andy and Pim break down why just calling yourself a GTM team doesn’t make you one — and why true go-to-market success only happens when the entire team, from product to CS, is aligned around a common language and shared goals.

They talk about what real GTM looks like, where organizations get it wrong, and why the “GKO” trend won’t move the needle unless you’re genuinely uniting your teams around customer value.

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.

In this episode of The MedMen Show, Andy and Pim talk about the worst MEDDIC takes they’ve ever heard.

Number one on that list? A self-proclaimed sales guru who stated that there’s no such thing as a champion.

More like there’s no such thing as a deal WITHOUT a champion.

Not only was this person blatantly wrong, it’s an example of what happens when someone tries to make up new concepts instead of using MEDDIC. Nothing makes sense. Tune into this episode to hear Andy and Pim explain why.

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.

If you don’t have leadership commitment for your organization’s MEDDIC initiative, you might as well just go home.

Though using MEDDIC is always going to be better than not using it, leaders need to be involved for real change to be made.

In this episode of The MedMen Show, Andy and Pim talk about why buy-in from leadership is imperative for the success of a MEDDIC initiative. 

Without it, you risk only getting pockets of excellence instead of it being organization wide. Or worse, it gets reduced to a flavor of the month and makes no impact at all.

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!

CHAPTERS
0:00 - Introduction
0:21 - What to do if a company you work for doesn't use MEDDIC
2:02 - Why you need to commit to MEDDIC
3:51 - Pim's experience with MEDDIC and Cisco
6:14 - Commitment from Leadership. NAMIE 
7:09 - What's in it for GTM team leaders?
9:25 - MEDDIC as a cheat code common language for a business
10:03 - CEO's getting behind MEDDIC 

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.

DISCLAIMER
All materials, including but not limited to videos, documents, presentations, brochures, pamphlets, manuals, guides, and any other informational or promotional content produced by MEDDICC© are protected by copyright laws and are the exclusive property of MEDDICC© 2025

At MEDDICC, we’re all about a Common Language. When Andy started talking about it when he first published his book, though, it wasn’t the buzzword that it has now become.

These days, however, everyone is talking about the importance of a common language. But a lot of people don’t realize the mistakes they’re making around the use of common language.

In this episode of The MedMen Show, to kick off Season 3 Andy and Pim break down the two things that people get wrong with Common Language.  

If you have any questions, or any suggestions of what you’d like to see the MedMen Show 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.

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 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.

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 Show
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.

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.

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!