MEDMEN: Pim's Biggest Pet Peeve With MEDDIC

00:00 Pim Roelofsen: Welcome to The MedMen Show. My name is Pim and that's Andy. 00:03 Andy Whyte: What are we talking about today, Pim? 00:05 Pim Roelofsen: Today, Andy — we are talking about my biggest pet peeve with MEDDIC. 00:10 Andy Whyte: What is your biggest pet peeve with MEDDIC, Pim? 00:12 Pim Roelofsen: It is the one-and-done approach. Knowing what each letter stands for — and that's it. 00:17 Andy Whyte: Yeah. The classic: "We put each letter on a slide — eight slides, told them what each letter stood for. Why aren't these salespeople getting it?" Absolutely. And I mean, you've been using MEDDIC for years now. If you compare yourself from years ago to now — you're still getting better every day, isn't that right? 00:35 Pim Roelofsen: Every single day. There are two ways of looking at it. There's the version of myself ten years ago — I thought I was pretty into it. It clicked with me straight away, I was hungry, and I took a good first grasp of it from the training. But if you compare that to now — it's not even a step up, it's a gradual level-up. Meaning I learned as much new about MEDDIC this week as I did from week one to week two. And so in the context of an initiative, it's always about getting better 1% every day. It's a sliding scale you can climb for years and years — and the improvement never stops. But the thing with a sliding scale like that is: as soon as you take focus off it and stop doing the right things to build onwards, you get worse. It's better or worse. There's nothing in between. 01:25 Andy Whyte: Yeah. And I think the interesting point here is: it's not that there is so much to learn about MEDDIC itself. It's that it's a common language we apply to the three imperatives of value selling — which is value, stakeholders and process. And so MEDDPICC becomes the language that overlays those three critical pillars. So when we say we're learning more, we're actually talking about how we're applying this language to best practices we've recently discovered, new plays, new scenarios we've found ourselves in. What actually happens is we uncover these new scenarios, these new plays, these new best practices — and we apply MEDDIC language to them so that we can repeat them and cohesively communicate together where we are and where we stand. 02:08 Andy Whyte: So when we talk about learning new things, it's not that there was some hidden part of MEDDIC we didn't know about. It's that we've unlocked a new use case for it, a new value of it. And that's the beauty of thinking about MEDDIC as a common language, rather than as a square, boxed-in framework just for qualifying. 02:25 Pim Roelofsen: Yeah, 100%. So in that learning — getting to similar levels of proficiency is the start. It's the foundation, and everything else comes from there. A funny analogy: we're speaking English right now. Think of all the great art, all the great movies, all the great music, all the poetry that has been built on top of this language. The more you use a language, the more you can apply it to things that make real progress. 02:50 Andy Whyte: That's it. Cheers! 02:51 Pim Roelofsen: Cheers, my friend!