MEDMEN: Deal Inertia - Lessons Learned

If MEDDPICC isn't working in your team, the instinct is to blame the framework. But MEDDPICC isn't the problem.

Competition is never just your direct competitors - don’t underestimate the challenge posed by the self-build!

In this episode of MEDMEN, Andy and Pim reflect on a deal where they had no doubt about value delivery, but ultimately lost to the customer’s decision to self-build. Even if your solution is clearly the better option, if it does not align with your customer’s Decision Criteria, they may go for self-build anyway.

A takeaway from this lost deal is that you cannot assume future success based on past success – you need to maintain relationships and continue to use MEDDPICC in qualification, even when it seems like things are running smoothly.

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MEDMEN: The Dirty Secret Every SaaS Company Is Ignoring

MEDMEN: Deal Inertia - Lessons Learned

MEDMEN: The Dirty Secret Every SaaS Company Is Ignoring

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MEDMEN: Deal Inertia - Lessons Learned

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Masters of MEDDICC: Lucy Williams-Jones (2026)

MEDMEN: Why MEDDPICC FAILS in Your Team (It's Not What You Think)

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