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MEDDICC
MEDDICC
NOTES
GUESTS
KEY TAKEAWAYS
  • Vested interest is the most overlooked of the three Champion traits, and it's the one that actually gets someone to sell for you. Pim and Andy say power and influence is binary, you either have it or you don't, but vested interest takes real work to uncover, since without it no one will sell internally on your behalf no matter how much power they hold.
  • The same solution can serve two completely different vested interests. Andy contrasts a startup Champion who wanted a podcast spot and stage time to build their personal brand with a department store Champion of 30 years who only cared about the company's success and would have run from any offer to raise their own profile.
  • An interim leader with something to prove is one of the strongest vested interests you can find. Andy calls this his favorite scenario, since tying your solution's success to someone's motivation to make their mark in a temporary role gives you a Champion with real urgency to make the partnership work.
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Andy Whyte

CEO & Founder of MEDDICC

HOST

Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author the five-star-rated “MEDDICC” book. Known for his mantra “Nobody ever regrets qualifying out” and his expertise on 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.

pim

Pim Roelofsen

CRO

CO-HOST

Pim Roelofsen has over 15 years of experience in sales, having worked with leading tech companies. Before joining MEDDICC, he was a customer at Cisco Meraki, where he led a pilot to a successful global initiative. After using the framework as a top performer, then seeing the power of MEDDICC as a company-wide initiative, he came on board to help others drive transformative results with the framework. He is now responsible for the entire revenue function.

ABOUT THIS EPISODE

SHOW MEDMEN
EPISODE S3 | EP18
DURATION 7 mins
PUBLISHED MEDDICC
Video MedMen MedMen Season 3

CHAPTERS

0:00 Introduction
2:42 Andy - two Champions, two different scenarios
4:51 Pim on being Andy's Champion!
6:39 Pim - Effective Champion technique

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