最佳MEDDICC Media播客 (2024)

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THE MEDMEN SHOW: Channel, Partner and Co-Selling 14:13

19d ago14:13

14:13

In this episode of MEDMEN, 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 a…

1
THE MEDMEN SHOW - The Perfect Customer Success Handover! 14:32

1M ago14:32

14:32

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…

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THE MEDMEN SHOW: MEDDIC & Marketing with Jessica Walker 53:55

2M ago53:55

53:55

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…

1
THE MEDMEN SHOW: Caroline Woussen-Franczia 46:35

3M ago46:35

46:35

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 …

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Masters of MEDDICC - Authenticy & Trust with Richard Dufty - Episode #18 1:02:20

3M ago1:02:20

1:02:20

In 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 sen…

1
THE MEDMEN SHOW - MEDDPICC For Open Source! 9:40

4M ago9:40

9:40

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…

1
Elite Dealers - Episode #9 - Navigating Internal Competition with Nicole Senna 32:23

5M ago32:23

32:23

In this episode of Elite Dealers, Pim is joined by Nicole Senna, SMB Account Executive at CrowdStrike. When it comes to Champions and Economic Buyers, there is no downplaying the importance of engaging with C-level executives – but Nicole emphasizes the vital role played by Directors and VPs, since they are the ones seeing the day-to-day and who wi…

1
THE MEDMEN SHOW - Deal Complexity! 9:24

5M ago9:24

9:24

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…

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Marketing Unlocked: How Sales And Marketing Must Collab With Mandira Mehra 27:26

5M ago27:26

27:26

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…

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Masters of MEDDICC - The Art Of Decision Criteria With Luke Rogers - #Episode 17 1:08:02

6M ago1:08:02

1:08:02

In 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…

1
THE MEDMEN SHOW - Overcoming Deal Inertia And Other Lessons Learned! 10:13

6M ago10:13

10:13

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…

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Elite Dealers - Episode #8 - The Power Of MEDDICC With Adam Clarke 34:22

6M ago34:22

34:22

Even if you don’t call them a Champion, they’re crucial to winning a deal. In this episode of Elite Dealers, Pim chats with Adam Clarke from Oyster, a true testament to the transformative power of MEDDIC. Adam tells Pim about a deal he won before he used MEDDIC, and how in hindsight he could see that it was having a Champion that took the account f…

1
Marketing Unlocked: Blame It on Marketing with Emma Davies and Ruta Sudmantaite 33:17

7M ago33:17

33:17

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…

1
Masters of MEDDICC - High-Performance Sales Leadership with Marina Ayton - Episode #16 56:49

7M ago56:49

56:49

In 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 …

1
THE MEDMEN SHOW - Misidentifying your Champion as the Economic Buyer 15:38

7M ago15:38

15:38

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…

1
Elite Dealers - Episode #7 - Leveraging Leadership with Will Collinge 35:12

7M ago35:12

35:12

The only way to get better is by learning from your mistakes. That’s one of the focuses of this episode of Elite Dealers, where Pim is joined by Will Collinge, Regional Director at LexisNexis. Together, Pim and Will dive into a deal that slipped for Will and his team to uncover what they would have done differently. Leadership can play a huge role …

1
Marketing: Unlocked! 🔓 - Episode - Strategic Marketing with Peter Sumpton 41:01

8M ago41:01

41:01

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…

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THE MEDMEN SHOW - What people get wrong with Champions 6:35

9M ago6:35

6:35

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…

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Masters of MEDDICC - How to Build Sales Relationships with Jeff Miller - Episode #15 29:51

9M ago29:51

29:51

SHOWNOTES Get 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 de…

1
THE MEDMEN SHOW - What people get wrong with Competition 5:35

10M ago5:35

5:35

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…

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Elite Dealers - Episode #6 - The Power of a Champion with James Bissell 35:59

11M ago35:59

35:59

Third time’s the charm? That was definitely two-time VP of Sales James Bissell’s experience when it came to MEDDIC deployment. In this episode of Elite Dealers, Pim chats with James about his differing experiences implementing MEDDPICC across organizations. With 15 years of sales experience, James has had highs and he’s had lows. In his own words, …

1
Marketing Unlocked 🔓 - Episode 2 - People-first GTM with Mark Kilens and Nick Bennett 28:23

11M ago28:23

28:23

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 …

1
THE MEDMEN SHOW - What people get wrong with Implicating the Pain 4:40

11M ago4:40

4:40

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…

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Masters of MEDDICC - Level Up your Sales Teams with Adam Quartermaine - Episode #14 1:04:06

11M ago1:04:06

1:04:06

In 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’. Deve…

1
Elite Dealers - Episode #5 - Game-changing Deals with Jake Jeffries 34:52

12M ago34:52

34:52

What makes a deal more compelling than a near-cancellation and a mild concussion? In this episode of Elite Dealers, Pim is joined by MEDDICC’s own Jake Jeffries, as they dive into a deal that totally shifted the trajectory of his sales career. It was the largest deal he had been involved in at the time, with £1m over two years. SHOWNOTES: What make…

1
THE MEDMEN SHOW - What people get wrong with the Paper Process 5:43

12M ago5:43

5:43

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…

1
Marketing Unlocked 🔓 - Episode 1 - Elevate your GTM Strategy with Nina Sandy 38:25

1y ago38:25

38:25

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…

1
THE MEDMEN SHOW - What people get wrong with the Decision Process 9:36

1y ago9:36

9:36

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…

1
Elite Dealers - Episode #4 - MEDDPICC and Multi-threading with Harriet MacEacharn 22:09

1y ago22:09

22:09

In 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, despit…

1
Elite Dealers - Episode #1 - With Pim Roelofsen and special guest Alex Kane 24:39

1y ago24:39

24:39

Elite 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 tr…

1
Elite Dealers - Episode #2 - With Pim Roelofsen and special guest Conor Hyland 33:58

1y ago33:58

33:58

Elite 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 the second episode - Pim chats to Emerging Manager at GoCardless, Conor Hyland. Conor Hyland is an Emerging Manager at GoC…

1
Elite Dealers - Episode #3 - Persistence, Pain, and Preparation with Misha Jessel-Kenyon 27:26

1y ago27:26

27:26

In 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 …

1
THE MEDMEN SHOW - A recipe for a successful MEDDIC implementation 21:43

1y ago21:43

21:43

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. …

1
THE MEDMEN SHOW - What people get wrong with Decision Criteria 8:06

1y ago8:06

8:06

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…

1
THE MEDMEN SHOW - Everything that people get wrong with Metrics 6:45

1y ago6:45

6:45

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…

1
THE MEDMEN SHOW - MEDDIC and Deal Reviews 14:14

1y ago14:14

14:14

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…

1
THE MEDMEN SHOW - MEDDIC for your SE's 9:01

1y ago9:01

9:01

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…

1
THE MEDMEN SHOW - MEDDIC for your SDRs 10:02

1y ago10:02

10:02

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’…

1
THE MEDMEN SHOW - Everything that people get wrong with Economic Buyers 7:31

1y ago7:31

7:31

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,…

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Masters of MEDDICC - MEDDPICC as a Game-Changer with David Weiss - Episode #13 1:09:45

1y ago1:09:45

1:09:45

In 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…

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Masters of MEDDICC - How to build a sales team ready for battle with Richard Dufty - Episode #12 1:24:19

2y ago1:24:19

1:24:19

In 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 tak…

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Masters of MEDDICC - Jason Creane: Transformative SaaS Sales Leader and multiple Presidents Club Winner - Episode #11 1:15:49

2+ y ago1:15:49

1:15:49

Today 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 achie…

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Masters of MEDDICC - Caroline Franczia, Columnist, Board Advisor and startup/scaleup CEO whisperer - Episode #10 39:05

2+ y ago39:05

39:05

Today 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 …

1
Masters of MEDDICC - Andy Sadler: 2x CRO, Built 4x revenue teams to over $10bn in exits - Episode #9 54:07

3y ago54:07

54:07

We 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 ass…

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Masters of MEDDICC - Lucy Williams-Jones - 21x Presidents Club winner - Episode #8 1:02:13

3y ago1:02:13

1:02:13

Today 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 potentia…

1
Masters of MEDDICC - Why every revenue team needs MEDDIC as a common language - Bonus Episode 16:40

3y ago16:40

16:40

The 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 bu…

1
Masters of MEDDICC - Eric Marterella - 3 Time CRO - Episode #7 55:27

3y ago55:27

55:27

This 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 …

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Masters of MEDDICC - Thibaut Ceyrolle - EMEA Founder of Snowflake - Episode #6 57:00

3+ y ago57:00

57:00

Andy 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 t…

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Masters of MEDDICC - John McMahon - The GOAT - Greatest Sales Leader of All Time - Episode #5 48:58

3+ y ago48:58

48:58

John 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…

1
Masters of MEDDICC - The Inventor of MEDDIC - Episode #4 - Dick Dunkel 40:08

3+ y ago40:08

40:08

Today 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 experien…

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