The podcast discusses whether Sales Engineers should be included in the Medic framework for deal qualification and adoption. It emphasizes the impact of different AE to SE ratios on sales and the importance of a common language. Effective communication and building relationships in sales, especially with technical counterparts, are also highlighted.
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insights INSIGHT
SEs Hold Deep Deal Experience
MEDDIC should be a common language across the account team so everyone evaluates deals the same way.
Sales engineers (SEs) see many deals (often multiple AEs per SE) and accumulate unmatched deal experience that sharpens qualification.
volunteer_activism ADVICE
Define MEDDIC Terms Across AE And SE
Use a MEDDIC framework so AE and SE share definitions (e.g., what qualifies as a Champion) to avoid misaligned judgments.
Define terms explicitly so both AE and SE evaluate the same person and signals consistently.
insights INSIGHT
Reverse Single-Threading Reveals Hidden Signals
Reverse single-threading (multiple internal sellers covering different customer threads) reduces risk and uncovers insights the AE might miss.
SEs' technical contacts can surface unofficial updates and explain quiet periods, helping the account team act fast.
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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 journey?’
You already know what we think: MEDDIC is best adopted when it’s applied as a common language.
And in this episode, the Med Men give their verdict. Watch this episode to find out more about this all-important topic.
If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!
Until then, May your Champions be strong!
*Who are Pim Roelofsen and Andy Whyte?*
*Pim Roelofsen*
Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home.
Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim utilizes this framework as an individual contributor whilst taking a holistic approach across the on-scale international implementation.
Out of the day-to-day, Pim chairs the Pavilion MEDDIC channel.
*Andy Whyte*
The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years.
Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™.
Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for 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.
The MedMen Show: Fast, Smart Insights for B2B Sales Professionals