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 at Astronomer, Lucy Williams-Jones talk about how accepting B-players might mean you’re rejecting A-players.

Not everyone is going to perform at the same level all the time, but someone being an A-player comes down to their behaviors and innate traits.

If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!Until next time - cheers!

ABOUT MEDMEN:

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.

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 about how urgency is created with your customer, and how it looks different with every stakeholder.

We might say “This just stopped being a priority for the customer,” but in reality, it didn’t stop being a priority, it just stopped feeling like one.

If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!

Until next time - cheers!

ABOUT MEDMEN:

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.

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 into what you can do to get your year off to a great start, sharing the habits of actually successful salespeople.

A new year is a refresh, and it’s up to you what that means.

If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!

Until next time - cheers!

ABOUT MEDMEN:
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.

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 reveal why an A-Player’s "best story" is usually a deal they lost, and how to spot the difference between genuine Clock Speed and rehearsed answers.

Stop guessing. Start measuring DNA.

#Sales #MEDDICC #EnterpriseSales #APlayer #SalesLeadership #SaaS #TechSales #SalesStrategy #RevenueGrowth #B2BSales #hiring

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 about how using a Value Pyramid secured him a meeting with the Economic Buyer and Andy talks about why there’s nothing to lose by creating a Value Pyramid.

If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!

Until next time - cheers!

ABOUT MEDMEN:

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.

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’t always agree with you on the best next step.

In this episode of MEDMEN, Andy and Pim explain how you can find the line to test your Champion while maintaining trust and credibility.

If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!

Until next time - cheers!

ABOUT MEDMEN:

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.

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 episode of MEDMEN, Andy and Pim explain why failing to personalize your metrics is a massive red flag that could be slowing down your deals.

If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!

Until next time - cheers!

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 that’s not the only way it can benefit you when you’re on the job hunt.

In this episode of MEDMEN, Andy and Pim explain how you can use MEDDPICC in the interview process to set yourself apart from other candidates.

If you have any questions or any suggestions for what you’d like to see the MEDMEN cover next, make sure to comment below!

Until next time - cheers!

ABOUT MEDMEN:

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.