Claim OwnershipThe MedMen Show: Fast, Smart Insights for B2B Sales Professionals
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© 2025 The MedMen Show: Fast, Smart Insights for B2B Sales Professionals
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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.
41 Episodes
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🎤 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 s...
🥃 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,...
🧐 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 experience 2️⃣ Improve win rates and conversion rates 3️⃣ Infuses career development While 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 commen...
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 & Influence 2️⃣ Vested Interest 3️⃣ Ability to Sell Internally This 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 bui...
People 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 ...
𝙎𝙃𝙊𝙒𝙉𝙊𝙏𝙀𝙎 💡 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! 𝘾𝙃𝘼𝙋𝙏𝙀𝙍𝙎 0:00 Intro 0:19 Decision Proc...
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 c...
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! ABOUT MEDMEN MEDMEN is a M...
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 MEDM...
With 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 t...
You’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 an...
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 o...
Salespeople 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 v...
Even 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 your...
A 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 ...
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: MEDMEN is a MEDDIC...
If 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’d like to see the ME...
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 w...
In 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 yo...
If 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 ...
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