In this episode of MEDMEN, 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 MEDMEN 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 sa…

The M in MEDDPICC stands for Marketing in this episode of MEDMEN as Andy and Pim are joined by MEDDICC CMO, Jessica Walker. A recurring theme at MEDMEN 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 MEDDPIC…

Welcome to a very special episode of MEDMEN, as for the first time, the MEDMEN 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 MEDMEN and Caroline dive into how it can be used by the whole GTM team as a science …

When it comes to selling open-source solutions, at MEDDICC we have some personal experience. That’s why for this episode of MEDMEN, 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 “f…

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 MEDMEN, 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 deal…

In this episode of Marketing Unlocked, Jessica is joined by Mandira Mehra, CMO at MRI Software. They took a deep dive into Mandira’s experience with MEDDPICC implementation from a marketing perspective, as well as a walkthrough of what brought Mandira to her current role as CMO, and what she’s learned. When marketers embrace MEDDPICC, it smoothes c…

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 co…

In this episode of Marketing Unlocked, Jessica is really among her people as she is joined by Emma Davies and Ruta Sudmantaite, hosts of the podcast, Blame It on Marketing. Emma and Ruta share their podcast origin story, and their individual routes to marketing. They give their tips on getting back to a baseline with marketing strategy, and how bes…

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 co…

In this episode of Marketing Unlocked, Jessica reunites with her former mentor, Peter Sumpton, founder of buildDifferent marketing agency. Marketing ties into everything the business does, so it’s essential to have a clear marketing strategy with clear goals to be the most effective. Peter shares a few examples of how that can be done, as well as s…

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…

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…

People-first is the future! That’s what Tack’s co-founders, Mark Kilens and Nick Bennett, share with Jessica in this episode of Marketing Unlocked. They built Tack around six people-first Go-To-Market principles - conveniently spelling PEOPLE. If you want to find out exactly what those are, this is definitely the episode for you. Tack’s goal is to …

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, imp…

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 m…

In this debut episode of Marketing Unlocked, Jessica is joined by experienced enablement professional Nina Sandy. Having recently founded Araña GTM Consulting with colleague (and friend of MEDDICC) Wendy Bissonnette, Nina is dedicated to breaking down silos and encouraging collaboration between Go-To-Market teams. As she says, Go-To-Market encompas…

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 where they are. Still, people do make mistakes when it comes to the Decision Process - and in this episode of Med Men, Andy and Pim delve into those mistakes. Andy and Pim want to remind sales people that t…

Seeing 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 custo…

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. …

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 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’…

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 - 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 j…

The 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…

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 sta…

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 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,…