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.

  1. APR 23

    Stop Taking Sales Negotiation Advice From FBI Hostage Negotiators

    Stop Taking Sales Negotiation Advice From FBI Hostage Negotiators If you're relying on hostage negotiation tactics to close a deal, something has already gone massively wrong. In this episode of The MedMen Show, MEDDICC CEO Andy Whyte and CRO Pim Roelofsen break down why treating customers as adversaries in a negotiation is the wrong mindset entirely, and what the best salespeople do instead. Build enough value, urgency and differentiation early and negotiation largely takes care of itself. You'll learn: ✅ Why aggressive negotiation tactics are a symptom of poor earlier sales work ✅ How a strong champion changes everything when you hit procurement ✅ Which part of MEDDPICC matters most when it comes to avoiding difficult negotiations ✅ Why no Champion means no deal, every single time 🕐 Chapters: 0:00 - The most controversial thing Andy ever said on LinkedIn 0:30 - Why hostage negotiation tactics don't belong in sales 1:10 - What a great deal actually looks like 2:09 - How building value early changes everything at negotiation 3:13 - The champion's role through procurement 4:07 - Which part of MEDDPICC matters most 5:32 - The short answer and the long answer 6:16 - No Champion, no deal 🔔 If you found this valuable, hit subscribe and leave a like. It really helps us get the show in front of more people who need it. #MEDDICC #MEDDPICC #SalesLeadership #B2BSales #SalesNegotiation #MedMenShow

    7 min

  2. FEB 26

    How To Close Deals Without Being in the Room

    Champions win deals. Multiple Champions win more. MEDDICC CEO Andy Whyte, CRO Pim Roelofsen, and Director at Astronomer, Lucy Williams-Jones, share how to build Champions across buying panels, navigate board-level conversations, and set your Champions up to win when you can’t be in the room. You won’t reach everyone. But you can influence the people who will influence the decision. If you have any questions or any suggestions for 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.

    17 min

  3. FEB 19

    A-Players vs B-Players: What Leaders Get Wrong (And How To Manage It)

    You might think there’s a place in every team for A, B, and C-players… but is there really? MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones talk about how accepting B-players might mean you’re rejecting A-players. Not everyone is going to perform at the same level all the time, but someone being an A-player comes down to their behaviors and innate traits. If you have any questions or any suggestions for 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.

    15 min

  4. FEB 12

    Implicating Pain: The Fastest Way to Create Urgency

    Be honest: has a deal ever been won without urgency? MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones talk about how urgency is created with your customer, and how it looks different with every stakeholder. We might say “This just stopped being a priority for the customer,” but in reality, it didn’t stop being a priority, it just stopped feeling like one.  If you have any questions or any suggestions for 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.

    13 min

  5. FEB 4

    The Hidden Edge Top Performers Use At Year Start

    The wins this year come from what you learned last year.  MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones go into what you can do to get your year off to a great start, sharing the habits of actually successful salespeople. A new year is a refresh, and it’s up to you what that means. If you have any questions or any suggestions for 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.

    13 min

  6. JAN 27

    The Interview Question That Flushes Out B-Players

    Most sales leaders hire based on past resumes. The best hire based on future DNA. In this session, Andy Whyte, Pim Roelofsen, and Lucy Williams-Jones reveal why an A-Player’s "best story" is usually a deal they lost, and how to spot the difference between genuine Clock Speed and rehearsed answers. Stop guessing. Start measuring DNA. #Sales #MEDDICC #EnterpriseSales #APlayer #SalesLeadership #SaaS #TechSales #SalesStrategy #RevenueGrowth #B2BSales #hiring

    18 min

  7. 12/04/2025

    We Booked A HUGE Meeting Using This Tactic

    It’s never a bad idea to build a Value Pyramid, especially when you’re talking to the Economic Buyer. In this episode of MEDMEN, Pim tells a story about how using a Value Pyramid secured him a meeting with the Economic Buyer and Andy talks about why there’s nothing to lose by creating a Value Pyramid. If you have any questions or any suggestions for 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.

    7 min

  8. 11/27/2025

    We Upset Our Champion… What Happened Next?

    Sometimes you need to get in trouble with your Champion. When you have a true Champion, you’re on the same team. But sometimes, your Champion doesn’t always agree with you on the best next step. In this episode of MEDMEN, Andy and Pim explain how you can find the line to test your Champion while maintaining trust and credibility.  If you have any questions or any suggestions for 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.

    12 min
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About

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.

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