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 MEDMEN, 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.