Best MEDDICC Media Podcasts (2025)

1
Is MEDDIC A Methodology? 4:36

1d ago4:36

4:36

Is MEDDIC a methodology? It just depends on how you use it. In this episode of MEDMEN, Andy and Pim explain why MEDDIC can absolutely be used as a methodology if you use it correctly. A methodology is simply the methods you use. If those methods lean on MEDDIC, then you have MEDDIC as your methodology. Easy! If you have any questions, or any sugges…

1
5 Signs You Don't Have A Champion In Sales 4:37

8d ago4:37

4:37

If your contact isn’t your Champion, they won’t tell you… but there will be signs. In this episode of MEDMEN, Andy and Pim look at the five signs that you don’t have a Champion. Since all Champions start out as contacts, it is up to you to put in the work to build them as a Champion, and to qualify throughout the engagement whether they are acting …

1
Is GTM A Buzzword? 7:29

15d ago7:29

7:29

While the term “GTM” is everywhere these days, using it without doing the actual work behind it just turns it into another buzzword. In this episode of The MedMen Show, Andy and Pim break down why just calling yourself a GTM team doesn’t make you one — and why true go-to-market success only happens when the entire team, from product to CS, is align…

1
The WORST Take On MEDDIC 5:43

22d ago5:43

5:43

In this episode of The MedMen Show, Andy and Pim talk about the worst MEDDIC takes they’ve ever heard. Number one on that list? A self-proclaimed sales guru who stated that there’s no such thing as a champion. More like there’s no such thing as a deal WITHOUT a champion. Not only was this person blatantly wrong, it’s an example of what happens when…

1
The Importance Of MEDDPICC In a Leadership Initiative 11:43

29d ago11:43

11:43

If you don’t have leadership commitment for your organization’s MEDDIC initiative, you might as well just go home. Though using MEDDIC is always going to be better than not using it, leaders need to be involved for real change to be made. In this episode of The MedMen Show, Andy and Pim talk about why buy-in from leadership is imperative for the su…

1
Two Things People Get Wrong With A Common Language 7:52

1M ago7:52

7:52

At MEDDICC, we’re all about a Common Language. When Andy started talking about it when he first published his book, though, it wasn’t the buzzword that it has now become. These days, however, everyone is talking about the importance of a common language. But a lot of people don’t realize the mistakes they’re making around the use of common language…

1
Masters of MEDDICC - How To Build A Diverse Winning Team With Josh Reiner 1:22:43

2M ago1:22:43

1:22:43

In this episode of Masters of MEDDICC, Andy sits down with Josh Reiner, VP of EMEA at WIZ. This might be controversial, but Josh doesn’t like leads. In the current landscape, while customers may be coming to you more informed, they also might be coming with more preconceived ideas about what your solution can (or can’t) do. Josh tells Andy all abou…

1
Channel, Partner and Co-Selling 14:13

7M ago14:13

14:13

In this episode of The MedMen Show, 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 the…

1
The Perfect Customer Success Handover! 14:32

7M ago14:32

14:32

In this episode of The MedMen Show, 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 Med Men touch on how everyone is responsible for a successful handover - it’s not just on CS to maintain relationships. Andy and Pim also expl…

1
MEDDIC & Marketing with Jessica Walker 53:55

8M ago53:55

53:55

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

1
Caroline Woussen-Franczia 46:35

9M ago46:35

46:35

Welcome to a very special episode of The MedMen Show, as for the first time, the Med Men 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 Med Men and Caroline dive into how it can be used by the whole GTM team as…

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

10M 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
MEDDPICC For Open Source! 9:40

10M 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 The MedMen Show, 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 sel…

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

11M 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
Deal Complexity! 9:24

11M 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 The MedMen Show, 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 …

1
Marketing Unlocked: How Sales And Marketing Must Collab With Mandira Mehra 27:26

12M 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…

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

12M 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
Overcoming Deal Inertia And Other Lessons Learned! 10:13

1y 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 Med Men 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 c…

1
Elite Dealers - Episode #8 - The Power Of MEDDICC With Adam Clarke 34:22

1y 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

1y 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

1y 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
Misidentifying your Champion as the Economic Buyer 15:38

1y 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 Med Men 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 c…

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

1y 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

1y 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…

1
What people get wrong with Champions 6:35

1+ y ago6:35

6:35

If someone says they’re a Champion, does that mean they really are? In this episode of The MedMen Show, 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 ne…

1
Masters of MEDDICC - How to Build Sales Relationships with Jeff Miller - Episode #15 29:51

1+ y 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
What people get wrong with Competition 5:35

1+ y 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 The MedMen Show, Pim and Andy want to remind you that your competition isn’t just who you’d identify as your competitors, but…

1
Elite Dealers - Episode #6 - The Power of a Champion with James Bissell 35:59

1+ y 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

1+ y 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
What people get wrong with Implicating the Pain 4:40

1+ y 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 The MedMen Show, Andy and Pim review Implicating the Pain, and what details about it salespeople need to remember. To drive urgency with the cust…

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

1+ y 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

1+ y 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
What people get wrong with the Paper Process 5:43

1+ y 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 The MedMen Show, Andy and Pim take a close look at the Paper Process to explain the common errors encountered with …

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

1+ y 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
What people get wrong with the Decision Process 9:36

1+ y 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 The MedMen Show, Andy and Pim delve into those mistakes. Andy and Pim want to remind sales peopl…

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

1+ y 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

1+ y 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

1+ y 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

1+ y 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
MEDDIC for your SDRs 10:02

1+ y 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
What people get wrong with Decision Criteria 8:06

1+ y 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 Med Men 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 cust…

1
Everything that people get wrong with Economic Buyers 7:31

1+ y 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,…

1
Everything that people get wrong with Metrics 6:45

1+ y 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
MEDDIC and Deal Reviews 14:14

1+ y ago14:14

14:14

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 fantas…

1
MEDDIC for your SE's 9:01

1+ y 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
A recipe for a successful MEDDIC implementation 21:43

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

1+ y 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…

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

2+ y 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…

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

3y 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…

1
Masters of MEDDICC - Caroline Franczia, Columnist, Board Advisor and startup/scaleup CEO whisperer - Episode #10 39:05

3y 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 …

Podcasts Worth a Listen

MEDDICC Media Podcasts

Podcasts Worth a Listen