Shows
The MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsSales 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!
2025-11-2009 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsHow to Use MEDDPICC to ACE Your InterviewWhen 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...
2025-11-1313 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsThe Biggest Hiring Mistake Sales Leaders Keep MakingSales 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...
2025-11-0610 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsYour SKO Events SUCK - Here's How To Make Them GREATWhen 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...
2025-10-3013 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsWhy 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...
2025-09-2505 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsMEDMEN 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 cra...
2025-09-1812 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsThe Pipeline Hack Hiding Inside MEDDIC 👀🧐 Is MEDDIC for Pipeline Generation? Short answer: yes.📼In this episode of MEDMEN, Andy and Pim dive into why using MEDDIC for PG:1️⃣ Creates a better customer experience2️⃣ Improve win rates and conversion rates3️⃣ Infuses career developmentWhile all the MEDDPICC elements may not be relevant in early outreach, having all the information has never been a bad thing. 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!#MED...
2025-09-1106 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsThe Champion Trait You’re Missing (And How To Solve It)𝙎𝙃𝙊𝙒𝙉𝙊𝙏𝙀𝙎💡 Want to build 𝙧𝙚𝙖𝙡 sales Champions who fight for you when you’re not in the room?📼 In this episode of MEDMEN, Andy and Pim break down the three essential traits of a true sales Champion:1️⃣ Power & Influence2️⃣ Vested Interest3️⃣ Ability to Sell InternallyThis episode dives deep into 𝙑𝙚𝙨𝙩𝙚𝙙 𝙄𝙣𝙩𝙚𝙧𝙚𝙨𝙩 — why it matters, how to spot it, and how to nurture it so your Champions have a genuine reason to back you and your solution.📣 Got questions about Champions, or tips for building them in your deals? Drop them in the comments — Andy and Pim may cov...
2025-09-0407 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsThe Game-changing 'Measuring MEDDIC' Play That Will BLOW UP Your DealsPeople don’t like to use “MEDDIC” and “measurement” in the same sentence, but they should!If you use MEDDPICC as a common language throughout your entire organization, it only makes sense to use it as a measurement tool.In this episode of MEDMEN, Andy and Pim explore how you can use MEDDIC to measure progress across the full customer lifecycle. As Peter Drucker said, you can’t improve what you don’t measure.If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to com...
2025-08-2808 minThe MedMen Show: Fast, Smart Insights for B2B Sales Professionals3 Sales Discovery Questions That Feel Like CHEATING𝙎𝙃𝙊𝙒𝙉𝙊𝙏𝙀𝙎💡 Want to get your customers to trust you AND reconsider their buying process?📼 In this episode of MEDMEN, Andy and Pim reveal three crucial prospect/customer questions that will speed up the Decision Process and accelerate your deals. One of them feels like something out of a Jedi mind trick…📣 If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next? To us by leavig us a review with and comment! 𝘾𝙃𝘼𝙋𝙏𝙀𝙍𝙎0:00 Intro0:19 Decision Process - looking forwards, not backwards! 2:53 A killer question to extract metrics4:31 Jedi Mind T...
2025-08-1406 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsMEDDICC CEO Andy Whyte's Biggest Pet Peeve With MEDDIC!You can use MEDDIC however you see fit. However, when you devote time to telling others that it is “only” one thing, or that it’s definitely not for something else… all you’re doing is trying to limit other people’s success. In this episode of MEDMEN, Andy and Pim talk about how viewing MEDDIC through a narrow lens holds you back. There is a real difference between using MEDDIC as a simple qualification framework and using it as a common language for the whole GTM team across the full customer lifecycle. If you have any quest...
2025-07-1004 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsFive Things To AVOID When Dealing With Economic Buyers In Your Deals!Engaging with the Economic Buyer can have a huge impact on your deal, but if you’re not careful, you could do something that will make you wish you hadn’t engaged with them in the first place. In this episode of MEDMEN, Andy and Pim break down the five things you NEVER want to do when engaging with the Economic Buyer. The EB’s time is precious, and it can be difficult to get to them, so when you earn that time it needs to be worth it.Until next time - cheers!AB...
2025-07-0305 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsChief Revenue Officer Shares BIGGEST PET PEEVE With MEDDIC!Pim’s biggest pet peeve with MEDDIC has nothing to do with the methodology or framework itself, but how people use it. Or fail to use it, as tends to be the case.In this episode of MEDMEN, Andy and Pim explain why a “one and done” approach isn’t enough for an effective MEDDPICC implementation. They also elaborate on what they mean when they say that the more you use MEDDICC, the more you stand to gain from it.If you have any questions, or any suggestions of what you’d like to see the MEDMEN...
2025-06-2603 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsHow Buyers REALLY Decide: Decision Criteria BreakdownWith Decision Criteria, you need to start seeing in 3D.When thinking about Decision Criteria, too often people keep it one dimensional. While technical Decision Criteria are important, deals can be won or lost because of Economic or Relationship Criteria.In this episode of MEDMEN, Andy and Pim talk about why using Decision Criteria three-dimensionally is crucial for compelling differentiation. Getting beyond the technical proves to the senior key decision makers why your solution is vital to their goals. If you have any questions, or any suggestions of what you’d like to see...
2025-06-1907 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsThe #1 Competitor You’re Ignoring in Every Sales DealYou’re probably obsessing over the wrong competition. Your prospects aren’t simply dealing with a choice between you and your rivals - they’re choosing between you and a number of other ways to use their time and resources. They could choose to focus on a completely different initiative, and sometimes, they will choose to just do nothing. In this episode of MEDMEN, Andy and Pim dive into your biggest invisible competition: inertia. They look at the typical reasons for inertia and what you can do to counteract it and stop your deal slipping from qua...
2025-06-1208 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsEveryone Says MEDDIC Is a Process… Are They Wrong?Is MEDDICC a process? The short answer is no. But just like in any deal, it’s not as straightforward as that. In fact, while you shouldn’t follow MEDDICC as a strict process, embedding it to your current processes makes for clearer success criteria and ensures consistency across the board.In this episode of MEDMEN, Andy and Pim explore how MEDDICC can be applied to your existing sales processes, and the immediate impacts that become possible. Not only can MEDDPICC make your current operations smoother, using it at every stage can assist in overall MEDDP...
2025-06-0504 minThe MedMen Show: Fast, Smart Insights for B2B Sales Professionals3 Simple Ways to Uncover the Metrics That Actually MatterSalespeople can struggle to uncover metrics when they’re engaged with a customer because they expect the customer to know everything about their Pain. But these numbers aren’t going to be easy to find, you need to put the work in. In this episode of MEDMEN, Andy and Pim explain the 3 Ps – tactics to help you uncover more metrics. Preparation, Proactivity, and a Point of View are how you can show up to your first meeting with a customer and immediately impress them by proving the value you offer. Not only will this help you unco...
2025-05-2910 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsProactive Decision Criteria: A Game-Changer for Sales LeadersEven if you have what looks like the perfect scenario in a deal, you can’t just sit back and expect the deal to fall into your lap, because you never know what could change.In this episode of MEDMEN, Andy and Pim tell the stories of two solutions they were looking at buying, and how the final decision was influenced by the way the vendors chose to engage with them (or not engage with them).Being proactive with Decision Criteria and stakeholder engagement is essential to differentiate yourself from the competition – and if these vend...
2025-05-2215 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsTop MEDDIC Coaching Mistakes Sales Leaders Must AvoidA lot of people in our industry class coaching as simply telling salespeople what to do. When they add MEDDIC to the mix, it just makes their instructions more succinct.But, this isn't effective MEDDIC coaching. In this episode of MEDMEN, Andy and Pim delve into three core tenets of effective sales coaching within a MEDDIC framework, emphasizing why building trust is crucial for your sales team to achieve optimal results with MEDDIC.It doesn’t matter how knowledgeable you are; if your team doesn’t trust you, they won’t come to you fo...
2025-05-1512 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsMEDDIC Explained: Is It a Sales Methodology or a Checklist?Is MEDDIC a methodology? It just depends on how you use it.In this episode of MEDMEN, Andy and Pim explain why MEDDIC can absolutely be used as a methodology if you use it correctly.A methodology is simply the methods you use. If those methods lean on MEDDIC, then you have MEDDIC as your methodology. Easy! 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!ABOUT MEDMEN:MED...
2025-05-0804 minThe MedMen Show: Fast, Smart Insights for B2B Sales Professionals5 Clear Signs You Lack a True Sales ChampionIf 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...
2025-05-0104 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsGTM Strategy: Buzzword or Essential for Sales Success?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 genuine...
2025-04-2407 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsAvoid These MEDDIC Mistakes in 2025In 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...
2025-04-1705 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsWhy Leadership is Crucial in MEDDPICC SuccessIf 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 m...
2025-04-1011 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsTop 2 Misconceptions About GTM Team CommunicationAt 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 quest...
2025-04-0307 min
Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - How To Build A Diverse Winning Team With Josh ReinerIn this episode of Masters of MEDDICC, Andy sits down with Josh Reiner, VP of EMEA at WIZ.This might be controversial, but Josh doesn’t like leads. In the current landscape, while customers may be coming to you more informed, they also might be coming with more pre-conceived ideas about what your solution can (or can’t) do. Josh tells Andy all about why it’s more important to be able to go into customer engagements where everyone has an open mind about how to solve the problem. Technology presents a great advantage to the mod...
2025-02-271h 22The MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsUltimate Guide to Channel, Partner, and Co-Selling StrategiesIn 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 partne...
2024-10-1514 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsMastering the Perfect Customer Success HandoverIn 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 v...
2024-09-3014 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsMEDDIC Marketing Strategies with CMO Jessica WalkerThe 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 wor...
2024-08-2953 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsMastering MEDDPICC Strategy with Caroline Woussen-FrancziaWelcome 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...
2024-08-0746 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Authenticy & Trust with Richard Dufty - Episode #18In this episode of Masters of MEDDICC, we have the first ever returning guest as friend of MEDDICC and CRO of Team Cymru, Richard Dufty, joins Andy in the studio. In the modern landscape of our industry, one of MEDDICC’s guiding principles has never been more true: prudent, not parsimonious. When running a business, being smart and using common sense when it comes to business spend is how you ensure longevity.Richard believes that right now, GTM isn’t working as it should, and people need to acknowledge the problems that can create. That’s why i...
2024-07-231h 02The MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsEffective Upselling Techniques for Open Source SoftwareWhen 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 pl...
2024-07-0209 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - How To Better Qualify Your Deals With KJ TrivediIn this episode of Masters of MEDDICC, Andy is joined by KJ Trivedi, SVP for Strategic Accounts and SASE teams at Palo Alto Networks. KJ is a firm believer in MEDDIC, and he explains to Andy why the naysayers lack the bravery that it takes to truly apply MEDDIC. If it was easy, everyone would do it - which is why the real A-players have the courage to use MEDDIC effectively.Another tool wielded by the best sales professionals is the Three Whys framework. Andy and KJ talk about how it’s essential to articulate you...
2024-06-2542 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsManaging Complex Deals: Strategies for SuccessNo 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...
2024-06-0409 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - The Art Of Decision Criteria With Luke Rogers - #Episode 17In the latest episode of Masters of MEDDICC, MEDDICC CEO Andy Whyte is joined by Luke Rodgers, VP of EMEA at ComplyAdvantage. Together they cover a wide range of topics on the intersection of MEDDPICC and leadership, including what it takes to be a truly successful leader, and the top mistakes people make when they THINK they’re using MEDDPICC.One thing that stands out: We need to re-analyze the way we think about success. Andy and Luke talk about the bad habits that can arise when leaders focus too much on revenue and not on the ‘how’...
2024-05-161h 08The MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsHow to Overcome Deal Inertia: Key Lessons for Sales ProfessionalsFinding 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 Ec...
2024-05-0710 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - High-Performance Sales Leadership with Marina Ayton - Episode #16In this episode of Masters of MEDDIC, MEDDICC CEO Andy Whyte sits down with Marina Ayton, VP of Strategic Accounts for the UK&I at ZScaler.From an early age, Marina has been inspired to work hard. She tells Andy about what she believes is essential, in any role, to get where you want to be. Succeeding in sales isn’t easy – she and Andy share some best practices for building rapport with customers, especially in this new, predominantly remote environment.Leadership is a large focus of this episode; Andy and Marina dive into the thin...
2024-04-1156 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsAvoid Confusing Champions with Economic Buyers in SalesFinding 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 Ec...
2024-04-0315 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsCommon Mistakes When Identifying Sales ChampionsIf 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.
2024-02-0506 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - How to Build Sales Relationships with Jeff Miller - Episode #15SHOWNOTESGet ready for the latest episode of Masters of MEDDICC! Host Andy Whyte chats with experienced revenue leader, Jeff Miller, current CRO of StarTree. Listen and have a chuckle as the two talk about their shared history of selling door-to-door - and what they learned from it.The way you communicate with your customer can make or break a deal or engagement. There are a lot of opinions out there about the best way to do it - product-led or open-source? Either way, Andy and Jeff look at how MEDDIC can underpin it all...
2024-01-2929 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsTop Mistakes Reps Make When Handling Sales CompetitionYou 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 t...
2024-01-1505 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsImplicating the Pain in MEDDPICC: The Key to Creating Urgency in SalesMany 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 cu...
2023-12-0404 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Level Up your Sales Teams with Adam Quartermaine - Episode #14In this episode of Masters of MEDDIC, MEDDICC CEO Andy Whyte is joined by Adam Quartermaine to dive into numerous ways MEDDPICC acts as a compass to success, both in your career and in your deals. Being too wary of the word ‘no’ can be a salesperson’s downfall. Adam talks to Andy about how getting an early ‘no’ can be the key to a final ‘yes’. Development is crucial for sales people, and part of that development comes with failure. As Adam says, “You’ll learn a lot more when it’s hard than you’ll learn when it’s easy.”
2023-11-281h 04The MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsSales Paper Process: Common Pitfalls That Stall DealsIt 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 cus...
2023-11-1305 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsDecision Process in Sales: Where Reps Often Go WrongAt 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 ha...
2023-10-1809 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsSales Metrics: Everything Reps Get Wrong (and How to Fix It)Metrics - they’re not easy, but that means if you nail them, you have the edge in your deals. In this episode, the Med Men break down the three things that people get wrong when it comes to Metrics.Andy and Pim talk about the importance of asking yourself the question, “Who cares about this?” as well as how you can carry Metrics through to all stages of the Customer Lifecycle.If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!Until ne...
2023-10-0606 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsDecision Criteria in MEDDPICC: How to Guide Buyers to the Right SolutionSeeing 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.
2023-10-0608 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsEconomic Buyers in Sales: Everything You’re Getting WrongAttention 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 Eco...
2023-10-0607 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsConducting Effective Deal Reviews Using MEDDICDeal Reviews: for some salespeople, they’re a nightmare. But when done right, they can be a rewarding reflection of you and your team’s skills and can drive you all to greater success.In this episode, the Med Men talk all about deal reviews - particularly how you can use MEDDIC to ensure they are effective and helpful.Deal reviews can be a fantastic way to instil a trusting culture in your team, as they allow your salespeople to be vulnerable about where they may have encountered problems. At the same time, by celebrating your...
2023-10-0614 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsImplementing MEDDIC for Sales Engineers: A GuideSE’s (Sales Engineers or System Engineers) are an essential part of a typical account team, referred to as ‘The Brains’ by Andy and without them - it’s incredibly difficult to get deals across the line. It’s becoming increasingly more common for customers and those new to implementing MEDDIC to ask ‘Should we include SE’s on our MEDDPICC adoption journey?’ You already know what we think: MEDDIC is best adopted when it’s applied as a common language. And in this episode, the Med Men give their verdict. Watch this episode to find out m...
2023-10-0609 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsApplying MEDDIC Framework for SDR SuccessTHE BOYS ARE BACK.. and with a bang! SDRs, we all love them.. they are a vital part of our sales process and the way in which we interact with customers. They’re typically the first point of contact for customers too. In the same breath, they’re usually the newest to the industry in which they’re working in, and the newest to the product that they’re selling.. So why is it that we task them with this great responsibility of capturing a prospects attention, without setting them up for success with a qual...
2023-10-0610 minThe MedMen Show: Fast, Smart Insights for B2B Sales ProfessionalsStep-by-Step Guide to Successful MEDDIC ImplementationIntroducing Mad Men.. no wait that’s not right, we mean Med Men. A brand new podcast bought to you by us, uncovering common questions around MEDDIC.Our first Pilot sees Pim Roelofsen and Andy Whyte discuss the considerations around implementing MEDDIC and how three phases could support a company in becoming a truly world-class sales organisation.In this episode, Pim and Andy discuss;[00:20] Experience in implementing MEDDIC / MEDDICC / MEDDPICC[01:40] The three phases a company should consider prior to implementation[06:52] Building MEDDIC momentum across teams[11:58] Celebrating gaps th...
2023-10-0621 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Med Men: What people get wrong with Decision CriteriaSeeing people using Decision Criteria incorrectly is heartbreaking, because this element of MEDDPICC can truly unlock success in your deals. In this episode, the MedMen 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....
2023-09-1308 min
Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!ELITE DEALERS: MEDDPICC and Multi-threading with Harriet MacEacharnIn this episode, Pim chats with Harriet MacEacharn from Darktrace about a groundbreaking deal that highlights the significance of multi-threading. Taking about 18 months from beginning to end, with 4 million TCV, it was one of the biggest deals in EMEA at the time.As is the true sign of an elite dealer, when Harriet looks back at this deal, despite her not using MEDDPICC at the time, she recognizes its pivotal elements as driving forces behind the deal's success. Talk about a killer framework!Throughout the episode, Harriet shouts out...
2023-09-0622 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Med Men: Everything that people get wrong with Economic BuyersAttention 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 Eco...
2023-08-2307 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - MEDDPICC as a Game-Changer with David Weiss - Episode #13In this Masters of MEDDIC episode, MEDDICC CEO Andy Whyte sat down with David Weiss to uncover how MEDDPICC utterly transformed the way he sells and why he teaches it to as many people as possible (including people knocking on his door to sell pest control services!).David Weiss has 20 years of experience as a sales leader, and is currently CRO at Sales Collective, a company dedicated to sales transformation. There, he pursues his passion for finding challenges people face and working with them to solve it. Andy Whyte The founder of MEDDICC™ and the aut...
2023-08-161h 09Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!ELITE DEALERS: Persistence, Pain, and Preparation with Misha Jessel-KenyonIn this episode, Pim chats with Misha Jessel-Kenyon about one of the toughest and most enjoyable deals of his career so far. With $1.1m in ARR and nearly 100 stakeholders involved from both sides, this one was HUGE.“You’ll lose a deal many times before you win a deal.”The two dive into how essential the persistent use of MEDDPICC is to a deal of this size, and how carefully wielding all the steps at different levels can secure executive engagement and a mega deal. They talk about how finding and seriously implicating pain can transf...
2023-07-2827 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Med Men: Everything that people get wrong with MetricsMetrics - they’re not easy, but that means if you nail them, you have the edge in your deals. In this episode, the Med Men break down the three things that people get wrong when it comes to Metrics.Andy and Pim talk about the importance of asking yourself the question, “Who cares about this?” as well as how you can carry Metrics through to all stages of the Customer Lifecycle. If you have any questions about using Metrics, or any suggestions of what you’d like to see the Med Men cover next, make sur...
2023-07-2006 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Elite Dealers with Pim Roelofsen and special guest Conor Hyland
2023-01-2633 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - How to build a sales team ready for battle with Richard Dufty - Episode #12In this Masters of MEDDICC, hosted by Andy Whyte, Richard breaks down how both sales reps and sales leaders can break through emotional and mental barriers to become the best they can be. That can be anything from embracing a stoic approach to the sales rollercoaster to building a strong network to fall back on when times are tough.Richard has taken brave step after brave step, quite literal huge jumps (from Australia to the States!) to pursue that next challenge and embody the mindset of becoming the best he could be instead of embracing comfort.
2023-01-191h 24Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!The MedMen Show: MEDDIC and Deal ReviewsThe Med Men Show: MEDDIC and Deal Reviews Deal Reviews: for some salespeople, they’re a nightmare. But when done right, they can be a rewarding reflection of you and your team’s skills and can drive you all to greater success.In this episode, the Med Men talk all about deal reviews - particularly how you can use MEDDIC to ensure they are effective and helpful.Deal reviews can be a fantastic way to instil a trusting culture in your team, as they allow your salespeople to be vulnerable about where they may h...
2023-01-1114 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Marketing MEDDICC: Luiz Martins CMO at 6ConnexIn the newest episode of our MARKETING MEDDICC Podcast, our Head of Marketing, Jessica Walker chats with 6Connex CMO, Luiz Martins.6Connex is a leading provider of in-person, virtual, and hybrid events for enterprises worldwide. Under Luiz’s supervision, 6Connex has grown tremendously, and its success will only continue!Together, Jessica and Luiz discuss his marketing journey, from how he knew he wanted to work in marketing to his position with 6Connex. Luiz talks about how it is essential to align marketing with sales, and how the two teams can use MEDDIC to work together an...
2022-11-1524 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Elite Dealers with Pim Roelofsen and special guest Alex KaneElite Dealers is a brand new show brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.In this first episode, Pim talks with Alex Kane - a Strategic Account Executive where they discuss a deal involving a food trucking company that has a fleet of thousands of catering trucks and their need to monitor and report on each truck and its inventory.In this episode, they cover;Implicating the pain...
2022-11-0924 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!The MedMen Show: MEDDIC for your SE'sSE’s (Sales Engineers or System Engineers) are an essential part of a typical account team, referred to as ‘The Brains’ by Andy and without them - it’s incredibly difficult to get deals across the line. It’s becoming increasingly more common for customers and those new to implementing MEDDIC to ask ‘Should we include SE’s on our MEDDPICC adoption journey?’ You already know what we think: MEDDIC is best adopted when it’s applied as a common language. And in this episode, the Med Men give their verdict. Watch this episode to find out m...
2022-10-1709 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Marketing MEDDICC: Meagen Eisenberg CMO at TripActions & BoD at G2 and TerminusIn this first-ever MARKETING MEDDICC Podcast, our Head of Marketing, Jessica Walker catches up with leading CMO, Meagen Eisenberg. They discuss; - Scaling, building and managing a growing marketing team- The benefits of both sales and marketing teams speaking MEDDIC as a common language- And then, how these teams should work together to drive resultsMeagen Eisenberg is a seasoned executive, board member, and advisor to some of the fastest-growing and most successful companies in enterprise and SaaS technology. In her current role, Meagen leads the marketing, growth and sales development t...
2022-09-2616 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!The MedMen Show: MEDDIC for your SDRsTHE BOYS ARE BACK.. and with a bang! SDRs, we all love them.. they are a vital part of our sales process and the way in which we interact with customers. They’re typically the first point of contact for customers too. In the same breath, they’re usually the newest to the industry in which they’re working in, and the newest to the product that they’re selling.. So why is it that we task them with this great responsibility of capturing a prospects attention, without setting them up for success with a qual...
2022-08-2310 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Jason Creane: Transformative SaaS Sales Leader and multiple Presidents Club Winner - Episode #11Today on Masters of MEDDICC, we welcome Jason Creane to the show. Jason Creane has never been one to rest on his laurels and that’s proven by his impressive sales career spanning over 12 years. First starting out in recruitment after back-packing across Nepal to working his way up the ranks to Regional Vice President at Zscaler, all-the-while achieving extraordinary results and even making President’s Club. In this jam-packed episode, Jason shares so many incredible insights. We’ll take a dive into his career to date, why he chose to leave a well-known business as a top...
2022-03-301h 15Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Caroline Franczia, Columnist, Board Advisor and startup/scaleup CEO whisperer - Episode #10Today on Masters of MEDDICC, we welcome Caroline Franczia to the show. Caroline Franczia has had a succesful career spanning over 15 years in the sales industry, working at brands such as Sprinklr, Datadog and Confluent. Caroline is known for shaking the ground of the tech scaleup world with a revenue architecture approach. A regular columnist for Maddyness, she’s a board advisor, Speaker, startup/scaleup CEO whisperer, and the founder of Uppercut First and we're extremely excited to have her on our podcast! In this episode, Caroline shares her experience around moving from Individual Contributor to Le...
2022-03-2239 min
Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!NEW PODCAST SERIES: Med Men - A recipe for a successful MEDDIC implementationNEW PODCAST ALERT!Introducing Mad Men.. no wait that’s not right, we mean MED MEN. A brand new podcast bought to you by us, uncovering common questions around MEDDIC.Our first Pilot sees Pim Roelofsen and Andy Whyte discuss the considerations around implementing MEDDIC and how three phases could support a company in becoming a truly world-class sales organisation.In this episode, Pim and Andy discuss;[00:20] Experience in implementing MEDDIC / MEDDICC / MEDDPICC[01:40] The three phases a company should consider prior to implementation[06:52] Building MEDDIC mo...
2022-01-1321 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Andy Sadler: 2x CRO, Built 4x revenue teams to over $10bn in exits - Episode #9We are extremely excited to get our latest episode of Masters of MEDDICC live, with the EMEA hyper-growth specialist Andy Sadler, GM of EMEA at the mega Imply! 🙌In this episode, we dig into Andy's epic career in B2B sales that spans over 20 years and includes 16 quarters at PTC and being part of John McMahon's legendary Bladelogic team.Andy's association with the GOAT's of our industry doesn't stop with John, as he has also worked with revenue leadership titan Mark CranneyA two-time CRO...
2022-01-0654 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Lucy Williams-Jones - 21x Presidents Club winner - Episode #8Today on Masters of MEDDICC, we welcome Lucy Williams-Jones to the show. Lucy has gained over 20 years of sales experience and is a regional director for Datadog, leading a team of enterprise reps in the UK and Ireland. In this episode, Lucy shares her strategy behind recruitment that leans heavily upon MEDDIC. We discuss desired traits in potential prospects and dissect what sets a good salesperson apart from a great one! “…I know that I am engineered as a salesperson deep down.” Timestamps:[00:08] Introduction to Lucy Williams Jones [02:09] Background on Lucy
2021-12-051h 02Masters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Why every revenue team needs MEDDIC as a common language - Bonus EpisodeThe world's most elite sales teams use MEDDIC as a common language across their entire revenues in everything aspect of their engagements with their customers. MEDDIC, or as it is more widely used today as MEDDICC or MEDDPICC is a qualification framework that helps revenue professionals to align their selling process in line with their customers buying process. Specifically, the Who, What, and How of the customer's buying process. MEDDIC helps revenue teams to focus on the following key aspects and use one clear common language to communicate them across their revenue organization:...
2021-09-1116 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Eric Marterella - 3 Time CRO - Episode #7This episode centers around the life and thinking behind Eric Marterella, Chief Revenue Officer at GTM Hub. In the episode, Marterella is asked a series of questions that helps the viewer gain insight into his character, viewpoints, and work ethic- further helping him come across as a very genuine and honest person. The podcast covers a wide range of topics such as: family life, current global events, the work of the company, and where Marterella feels he fits into this as well as his own personal views on what it means to be an “authentic” person....
2021-08-0955 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Thibaut Ceyrolle - EMEA Founder of Snowflake - Episode #6Andy talks with the EMEA founder of Snowflake, Thibaut Ceyrolle.Andy picks Thibaut’s brain for advice concerning how to find and hire elite sellers. They discuss what made him and Snowflake successful, how to build effective Champion and how to use the Decision Criteria. Key takeaways:(01:02) Thibaut introduces himself and goes into his past in the software industry. While he is also discussing the need to acquire skills in entrepreneurship. Overall, being more hands-on and practical.(08:53) Then Thibaut delves into how one progresses in one’s career and advancing oneself to th...
2021-07-1957 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - John McMahon - The GOAT - Greatest Sales Leader of All Time - Episode #5John McMahon is the greatest sales leader of our time. Both as the CRO of 5x public companies (PTC, GeoTel, Ariba, BladeLogic, BMC) and as an executive board advisor to some of the greatest companies of the last decade, such as AppDynamics, Glassdoor, HubSpot, Fuze, Sumo Logic, Sprinklr, Cybereason, Thoughtspot, MongoDB, Lacework, and Snowflake.In this session, we talk about John's new book 'The Qualified Sales Leader', and why of all the topics on which John is an expert he chose qualification to write a book upon. We dig into John's mind to find out...
2021-05-0448 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - The Inventor of MEDDIC - Episode #4 - Dick DunkelToday on Masters of MEDDICC, I am joined Dick Dunkel, the creator of MEDDIC. Dick started his sales journey selling books door to door in college while studying civil engineering. His first professional sales job was with Xerox, followed by PTC. PTC would be where he came up with the six elements of MEDDIC. In this episode, Dick shares his experience from how he came up with MEDDIC through to how it has helped him shape his career, along with the tools he learned and carried onto future positions. One topic of p...
2021-04-0740 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - What is the correct acronym for MEDDIC? Is it MEDDIC? MEDDICC? MEDDPICC? - Bonus Episode2021 is the year of MEDDIC - Whether you are a veteran of the methodology from its earliest inception at PTC, right through to someone that is just learning about MEDDIC for the first time you can be more successful in 2021 by embracing MEDDIC.But, there is an elephant in the room, right? Which variant of MEDDIC should you implement?Well, as you will have noticed there are many variants. The most popular that are implemented today are MEDDICC and MEDDPICC, but which one is right for you?Some MEDDIC purists will tell you...
2021-02-0709 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Travis Patterson - 10 Times Enterprise Sales Leader - Episode #3 Episode Summary In this episode of Masters of MEDDICC, Andy talks to Chief Revenue Officer at Imply, Travis Patterson, about hiring, sales, and recruiting. Travis has over 20 years of experience working in enterprise sales, having taken up roles at Opsware, Aviso, SignalFx, IronKey, PTC, BladeLogic, and Mesosphere. Today, we explore what makes a good seller, how Travis goes about finding these sellers, the importance of good leadership, and the emphasis on constantly learning. Key Takeaways “Through the course of your career, you’re trying to over index for...
2020-11-1750 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Cliff Dorsey - 23+ years of enterprise sales leadership experience - Episode #2In this episode, we meet Cliff Dorsey, CRO of Welcome (formerly NewsCred).Cliff has been leading enterprise sales teams for over 23 years in a technology career that started at PTC in 1997 that was preceded by a spell in Biotech sales and before the as a Captain in the US Army (yup, wow!).Cliff picked up MEDDIC at PTC and it has been part of his playbook ever since.Cliff talks brilliantly about how to combine MEDDICC into the Challenger Sales and in particular the Challenger Customer. I feel as though I...
2020-11-0945 minMasters of MEDDICC: Learn from Top Enterprise Sales Leaders in Tech!Masters of MEDDICC - Keno Helmi - 5x CRO - Enterprise Sales Leader - Episode #1In the very first episode of Masters of MEDDICC, we are joined by Chief Revenue Officer and former PTC constituent, Keno Helmi. Keno shares his knowledge of sales methodology, enterprise sales process, and leadership, as well as how to arm and educate your champion. With many years of experience under his belt, Keno makes sure to leave no stone left unturned. SEGMENT TIMESTAMPS:(00:10) Intro(00:42) Backstory on Keno Helmi(05:05) Replacing PTC salesforce with other technologies; hypothetical(09:10) Hiring profile(11:59) Remaining engaged(12:58) C...
2020-11-0747 min