The MedMen Show: Fast, Smart Insights for B2B Sales Professionals
Episodes
How To Close Deals Without Being in the Room
26 Feb 2026
Contributed by Lukas
Champions win deals. Multiple Champions win more.MEDDICC CEO Andy Whyte, CRO Pim Roelofsen, and Director at Astronomer, Lucy Williams-Jones, share how...
A-Players vs B-Players: What Leaders Get Wrong (And How To Manage It)
19 Feb 2026
Contributed by Lukas
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 ...
Implicating Pain: The Fastest Way to Create Urgency
12 Feb 2026
Contributed by Lukas
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 abo...
The Hidden Edge Top Performers Use At Year Start
04 Feb 2026
Contributed by Lukas
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...
The Interview Question That Flushes Out B-Players
27 Jan 2026
Contributed by Lukas
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 r...
We Booked A HUGE Meeting Using This Tactic
04 Dec 2025
Contributed by Lukas
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 ...
We Upset Our Champion… What Happened Next?
27 Nov 2025
Contributed by Lukas
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’...
Sales Metrics You Can’t Afford to Ignore (And How To Get Them)
20 Nov 2025
Contributed by Lukas
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...
How to Use MEDDPICC to ACE Your Interview
13 Nov 2025
Contributed by Lukas
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...
The Biggest Hiring Mistake Sales Leaders Keep Making
06 Nov 2025
Contributed by Lukas
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 convi...
Your SKO Events SUCK - Here's How To Make Them GREAT
30 Oct 2025
Contributed by Lukas
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...
Why Most SKOs Fail (And How to Fix Them) ⚡
25 Sep 2025
Contributed by Lukas
🎤 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 t...
MEDMEN Live: The Truth About AI and MEDDPICC 👀
18 Sep 2025
Contributed by Lukas
🥃 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 Pipeline Hack Hiding Inside MEDDIC 👀
11 Sep 2025
Contributed by Lukas
🧐 Is MEDDIC for Pipeline Generation? Short answer: yes.📼In this episode of MEDMEN, Andy and Pim dive into why using MEDDIC for PG:1️⃣ Create...
The Champion Trait You’re Missing (And How To Solve It)
04 Sep 2025
Contributed by Lukas
𝙎𝙃𝙊𝙒𝙉𝙊𝙏𝙀𝙎💡 Want to build 𝙧𝙚𝙖𝙡 sales Champions who fight for you when you’re not in the room?📼 In this e...
The Game-changing 'Measuring MEDDIC' Play That Will BLOW UP Your Deals
28 Aug 2025
Contributed by Lukas
People don’t like to use “MEDDIC” and “measurement” in the same sentence, but they should!If you use MEDDPICC as a common language throughou...
3 Sales Discovery Questions That Feel Like CHEATING
14 Aug 2025
Contributed by Lukas
𝙎𝙃𝙊𝙒𝙉𝙊𝙏𝙀𝙎💡 Want to get your customers to trust you AND reconsider their buying process?📼 In this episode of MEDMEN, A...
MEDDICC CEO Andy Whyte's Biggest Pet Peeve With MEDDIC!
10 Jul 2025
Contributed by Lukas
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...
Five Things To AVOID When Dealing With Economic Buyers In Your Deals!
03 Jul 2025
Contributed by Lukas
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 ...
Chief Revenue Officer Shares BIGGEST PET PEEVE With MEDDIC!
26 Jun 2025
Contributed by Lukas
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 t...
How Buyers REALLY Decide: Decision Criteria Breakdown
19 Jun 2025
Contributed by Lukas
With Decision Criteria, you need to start seeing in 3D.When thinking about Decision Criteria, too often people keep it one dimensional. While technica...
The #1 Competitor You’re Ignoring in Every Sales Deal
12 Jun 2025
Contributed by Lukas
You’re probably obsessing over the wrong competition. Your prospects aren’t simply dealing with a choice between you and your rivals - they’re ...
Everyone Says MEDDIC Is a Process… Are They Wrong?
05 Jun 2025
Contributed by Lukas
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...
3 Simple Ways to Uncover the Metrics That Actually Matter
29 May 2025
Contributed by Lukas
Salespeople can struggle to uncover metrics when they’re engaged with a customer because they expect the customer to know everything about their Pai...
Proactive Decision Criteria: A Game-Changer for Sales Leaders
22 May 2025
Contributed by Lukas
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 neve...
Top MEDDIC Coaching Mistakes Sales Leaders Must Avoid
15 May 2025
Contributed by Lukas
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 instruct...
MEDDIC Explained: Is It a Sales Methodology or a Checklist?
08 May 2025
Contributed by Lukas
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 meth...
5 Clear Signs You Lack a True Sales Champion
01 May 2025
Contributed by Lukas
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...
GTM Strategy: Buzzword or Essential for Sales Success?
24 Apr 2025
Contributed by Lukas
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 episod...
Avoid These MEDDIC Mistakes in 2025
17 Apr 2025
Contributed by Lukas
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 sal...
Why Leadership is Crucial in MEDDPICC Success
10 Apr 2025
Contributed by Lukas
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 go...
Top 2 Misconceptions About GTM Team Communication
03 Apr 2025
Contributed by Lukas
At 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...
Ultimate Guide to Channel, Partner, and Co-Selling Strategies
15 Oct 2024
Contributed by Lukas
In 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 ...
Mastering the Perfect Customer Success Handover
30 Sep 2024
Contributed by Lukas
In 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 Su...
MEDDIC Marketing Strategies with CMO Jessica Walker
29 Aug 2024
Contributed by Lukas
The 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 the...
Mastering MEDDPICC Strategy with Caroline Woussen-Franczia
07 Aug 2024
Contributed by Lukas
Welcome 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 MEDD...
Effective Upselling Techniques for Open Source Software
02 Jul 2024
Contributed by Lukas
When 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 an...
Managing Complex Deals: Strategies for Success
04 Jun 2024
Contributed by Lukas
No 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 Sho...
How to Overcome Deal Inertia: Key Lessons for Sales Professionals
07 May 2024
Contributed by Lukas
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 ...
Avoid Confusing Champions with Economic Buyers in Sales
03 Apr 2024
Contributed by Lukas
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 ...
Common Mistakes When Identifying Sales Champions
05 Feb 2024
Contributed by Lukas
If 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...
Top Mistakes Reps Make When Handling Sales Competition
15 Jan 2024
Contributed by Lukas
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...
Implicating the Pain in MEDDPICC: The Key to Creating Urgency in Sales
04 Dec 2023
Contributed by Lukas
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 identif...
Sales Paper Process: Common Pitfalls That Stall Deals
13 Nov 2023
Contributed by Lukas
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’...
Decision Process in Sales: Where Reps Often Go Wrong
18 Oct 2023
Contributed by Lukas
At first glance, the Decision Process isn’t as mysterious as other MEDDPICC elements. When asked about it, most sellers will have an answer for wher...
Decision Criteria in MEDDPICC: How to Guide Buyers to the Right Solution
06 Oct 2023
Contributed by Lukas
Seeing people using Decision Criteria incorrectly is heartbreaking, because this element of MEDDPICC can truly unlock success in your deals. In this e...
Economic Buyers in Sales: Everything You’re Getting Wrong
06 Oct 2023
Contributed by Lukas
Attention 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 dama...
Sales Metrics: Everything Reps Get Wrong (and How to Fix It)
06 Oct 2023
Contributed by Lukas
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 thin...
Conducting Effective Deal Reviews Using MEDDIC
06 Oct 2023
Contributed by Lukas
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...
Implementing MEDDIC for Sales Engineers: A Guide
06 Oct 2023
Contributed by Lukas
SE’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...
Applying MEDDIC Framework for SDR Success
06 Oct 2023
Contributed by Lukas
THE 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 custom...
Step-by-Step Guide to Successful MEDDIC Implementation
06 Oct 2023
Contributed by Lukas
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....