THE MEDMEN SHOW MEDDICC MEDIA

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 MedMen 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...

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 MedMen 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...

If someone says they’re a Champion, does that mean they really are?In this episode of MEDMEN, 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 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 MEDMEN, 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 question...

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 MEDMEN, 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 ...

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 MEDMEN, 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 assumin...