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

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 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 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.

You might need to re-evaluate your entire approach to the Competition. Why waste time talking to your customer about your competition instead of using that valuable opportunity to talk about your solution?

In this episode of The MedMen Show, Pim and Andy want to remind you that your competition isn’t just who you’d identify as your competitors, but anything that takes priority away from your solution. Tune in as they reveal what other elements could be classified as Competition!

If you have any questions about Competition 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
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.

Many are familiar with the I in MEDDPICC, but not everyone remembers what it stands for. In the modern sales environment, it isn’t enough to identify the pain – we need to implicate it!

In this episode of The MedMen Show, Andy and Pim review Implicating the Pain, and what details about it salespeople need to remember. To drive urgency with the customer, implicating the pain is a necessity. And to maintain that urgency, there needs to be a consistent implication of the pain. 

Correct implication of the pain takes skill – you need to show your customer the value you can provide without putting them on the defensive. To learn more about what you should remember when it comes to the Pain, make sure to check this episode out.

If you have any questions about Implicating Pain, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to 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.

It might surprise you, but when it comes to the Paper Process, people can go wrong by focusing too much on the Process of it all! When we assume it’s a clear step-by-step path, we can create obstacles for ourselves. 

In this episode of The MedMen Show, Andy and Pim take a close look at the Paper Process to explain the common errors encountered with it, and more importantly, the key to success with it!

Like with the Decision Process, a mistake people tend to make with the Paper Process is by assuming the customer has a clear understanding of what it is. Rather than trying to discover what the process is, you need to discover what makes up that process. Namely, the people, the timing, and the dependencies. 

If you have any questions about the Paper Process, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!

Until next time - cheers!

At first glance, the Decision Process isn’t as mysterious as other MEDDPICC elements. When asked about it, most sellers will have an answer for where they are. Still, people do make mistakes when it comes to the Decision Process - and in this episode of The MedMen Show, Andy and Pim delve into those mistakes.

Andy and Pim want to remind sales people that the Decision Process begins right at the first inkling of an opportunity, and it involves every choice they make along the journey. Not just will they buy your solution, but will they have a second meeting with you? 

When you consider every step along the way, you can take control of the Decision Process.

Sales people need to remember that with the Decision Process there will always be more than you initially uncover, so don’t leave it to the customer to steer.

If you have any questions about the Decision Process, 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
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.

Seeing people using Decision Criteria incorrectly is heartbreaking, because this element of MEDDPICC can truly unlock success in your deals. In this episode, the Med Men dive into everything that people get wrong with Decision Criteria.

Andy and Pim explore common errors people make when approaching the Decision Criteria, such as assuming that customers will always possess them and that once identified, these criteria remain set in stone. Remember, you are a professional seller, but your customer is not a professional buyer! It is your responsibility to guide them to the best solution for their needs.

If you have any questions about influencing Decision Criteria, 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.

Attention to detail is needed when dealing with the Economic Buyer. You don’t want to under-qualify them, but over-qualifying them can do equal damage! In this episode, the Med Men take a close look at what people typically get wrong with the Economic Buyer.

Andy and Pim talk about the need to accept change - that as circumstances and deals change, so will the Economic Buyer. But, if you keep your wits about you, you can still find success with the Economic Buyer. 

If you have any questions about identifying or engaging with the Economic Buyer, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!

Until next time - cheers! 

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. 

*Who are Pim Roelofsen and Andy Whyte?*

*Pim Roelofsen* Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home. Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim empowers sales organizations across the globe to implement the tried and tested framework as MEDDICC CRO. 

*Andy Whyte* The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.