THE MEDMEN SHOW

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 “free” solution – which is wh

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 deals, but professional selling is pro

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 come about, and the potential impli

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 come about, and the potential impli

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-time instance. It’s important t

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 that takes priority away from

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, implicating the pain is a necessit

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 more importantly, the key to succ

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 the Decision Process begins right

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 customers will always possess them and t