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 success with it!Like with the Decision Process, a mistake people tend to make with the Paper Process is by assuming the customer has a clear understanding of what it is. Rather than trying to discover what the process is, you need to discover what makes up that process. Namely, the people, the timing, and the dependencies. If you have any questions about the Paper Process, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!

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 at the first inkling of an opportunity, and it involves every choice they make along the journey. Not just will they buy your solution, but will they have a second meeting with you? When you consider every step along the way, you can take control of the Decision Process.Sales people need to remember that with the Decision Process there will always be more than you initially uncover, so don’t leave it to the customer to steer.If you have any questions about the Decision Process, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers! ABOUT MED MEN:MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.

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 that once identified, these criteria remain set in stone. Remember, you are a professional seller, but your customer is not a professional buyer! It is your responsibility to guide them to the best solution for their needs.If you have any questions about influencing Decision Criteria, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers! ABOUT MED MEN:Med Men is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.

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, so will the Economic Buyer. But, if you keep your wits about you, you can still find success with the Economic Buyer. If you have any questions about identifying or engaging with the Economic Buyer, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers! Med Men is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it. *Who are Pim Roelofsen and Andy Whyte?**Pim Roelofsen* Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home. Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim empowers sales organizations across the globe to implement the tried and tested framework as MEDDICC CRO. *Andy Whyte* The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

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 stages of the Customer Lifecycle.If you have any questions about using Metrics, or any suggestions of what you’d like to see the Med Men cover next, make sure to comment below!Until next time - cheers!Med Men is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.Who are Pim Roelofsen and Andy Whyte?Pim Roelofsen Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home. Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim empowers sales organizations across the globe to implement the tried and tested framework as MEDDICC CRO.Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

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 and helpful.Deal reviews can be a fantastic way to instil a trusting culture in your team, as they allow your salespeople to be vulnerable about where they may have encountered problems. At the same time, by celebrating your team’s successes in deal reviews, you build an awesome atmosphere of salespeople building each other up! The Med Men discuss the importance of MEDDIC as a common language at moments like this to make sure everyone is on the same page.Watch this episode to hear all of Andy and Pim’s insightful thoughts on deal reviews!If you have any questions about how you can implement MEDDIC in your deal reviews, or any suggestions for what you want to hear Andy and Pim talk about next, get in touch! Until then, May your Champions be strong!

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 journey?’ You already know what we think: MEDDIC is best adopted when it’s applied as a common language. And in this episode, the Med Men give their verdict. Watch this episode to find out more about this all-important topic.If there’s something you’d like Pim and Andy to discuss in the next episode of MEDMEN, comment below!Until then, May your Champions be strong! *Who are Pim Roelofsen and Andy Whyte?**Pim Roelofsen*Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home.Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim utilizes this framework as an individual contributor whilst taking a holistic approach across the on-scale international implementation.Out of the day-to-day, Pim chairs the Pavilion MEDDIC channel.*Andy Whyte*The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years.Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™.Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales.Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

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’re selling.. So why is it that we task them with this great responsibility of capturing a prospects attention, without setting them up for success with a qualification framework? Watch this episode to find out just some of the reasons why MEDDIC can help not only the business but SDRs too, whether that’s applying some of the methodology to identify and contact Champions, being able to identify pain and introduce metrics in discovery or setting up your SDR for early success as they inevitably prepare to move up the ladder to an AE role. If there’s something you’d like Pim and Andy to discuss in the next episode of MEDMEN, comment below!Until then, May your Champions be strong! **Who are Pim Roelofsen and Andy Whyte?****Pim Roelofsen**Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home.Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim utilizes this framework as an individual contributor whilst taking a holistic approach across the on-scale international implementation.Out of the day-to-day, Pim chairs the Pavilion MEDDIC channel.**Andy Whyte**The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years.Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™.Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales.Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

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.In this episode, Pim and Andy discuss;[00:20] Experience in implementing MEDDIC / MEDDICC / MEDDPICC[01:40] The three phases a company should consider prior to implementation[06:52] Building MEDDIC momentum across teams[11:58] Celebrating gaps that sales teams uncover[13:28] Carrying out deal reviews with a wider audience[18:00] What different businesses should consider before implementationIf there’s something you’d like Pim and Andy to discuss in the next episode of MEDMEN, comment below!Who are Pim Roelofsen and Andy Whyte?Pim RoelofsenBorn and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home.Having been involved in tech sales for 10 years, Pim is passionate about MEDDIC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim utilizes this framework as an individual contributor whilst taking a holistic approach across on-scale international implementation.Out of the day-to-day, Pim chairs the Pavilion MEDDIC channel.Andy WhyteThe founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years.Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™.Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales.Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.