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

MEDDICC - Taking the proven MEDDPICC sales framework into the digital era!
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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. DEC 4

    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

  2. NOV 27

    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

  3. NOV 20

    Sales Metrics You Can’t Afford to Ignore (And How To Get Them)

    Metrics play a huge part in winning any deal, but if you aren’t careful, you could be missing out on the serious advantage they can give you. In this episode of MEDMEN, Andy and Pim explain why failing to personalize your metrics is a massive red flag that could be slowing down your deals.  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!

    9 min

  4. NOV 13

    How to Use MEDDPICC to ACE Your Interview

    When you’re going for a new role, how can you make MEDDPICC work for you? Yes, a lot of companies are looking for MEDDPICC when they’re hiring, but that’s not the only way it can benefit you when you’re on the job hunt. In this episode of MEDMEN, Andy and Pim explain how you can use MEDDPICC in the interview process to set yourself apart from other candidates.  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.

    14 min

  5. NOV 6

    The Biggest Hiring Mistake Sales Leaders Keep Making

    Sales leaders need to treat the hiring process like a sales opportunity. If someone can’t convince you to hire them, why would they be able to convince customers to buy your solution? Treating every interaction with a candidate through the lens of a deal is how you get a real insight into how someone is as a seller.  In this episode of MEDMEN, Andy and Pim break down how sales leaders can test prospective hires for their selling skills and MEDDPICC knowledge. 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. CHAPTERS 0:00 Intro 0:18 Why hiring processes are like sales opportunities  2:39 Behaviours - how you do something is how you do everything 4:34 Should interview candidates use MEDDPICC language?  6:21 Does your candidate really know MEDDPICC?

    10 min

  6. OCT 30

    Your SKO Events SUCK - Here's How To Make Them GREAT

    When you’re going for a new role, how can you make MEDDPICC work for you? Yes, a lot of companies are looking for MEDDPICC when they’re hiring, but that’s not the only way it can benefit you when you’re on the job hunt. In this episode of MEDMEN, Andy and Pim explain how you can use MEDDPICC in the interview process to set yourself apart from other candidates.  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.

    14 min

  7. SEP 25

    Why Most SKOs Fail (And How to Fix Them) ⚡

    🎤 SKO season is approaching. For a lot of people, that means it’s time to kick off their MEDDICC initiative.  But that doesn’t always work. In this episode of MEDMEN, Andy and Pim talk about: ❌What not to do and… ✅What to do… When introducing MEDDICC at your SKO.  Don’t let all that investment go to waste (and we don’t just mean what you paid for accommodation). Make the most of your SKO with this expertise! 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! CHAPTERS 0:00 - Introduction 0:43 - SKO costs and making them count 2:35 - Driving momentum for the year 4:22 - SKO Summary 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.

    5 min

  8. SEP 18

    MEDMEN Live: The Truth About AI and MEDDPICC 👀

    🥃 MEDMEN Live returned at MEDDICON 4, this time with a twist. Everyone who tuned in had the opportunity to vote on which topic Andy and Pim covered. The topic chosen? MEDDPICC and AI. 🤖 AI can be helpful, but you can’t rely on it to do your selling for you. Now that so many more people are using AI, the people who stand out will be the ones who let their craft speak for itself. Check out this MEDMEN episode, straight from MEDDICON, to hear more about how you can use AI to maximize your craft, not replace it. 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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