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ValuePros Show

Where value pros get value ready

The ValuePros Show, hosted by Bruce Scheer, features conversations with experts on creating unique, uncopyable value in a commoditized world. Across the episodes, you’ll learn how to:

  • Build trust and credibility with your buyers
  • Understand buyer needs through mindful discovery
  • Communicate value with compelling narratives and justifications
  • Drive execution by being approval and negotiation ready
  • Focus on the impact and long-term value you deliver
  • Strengthen mindset, time management, and coaching to elevate performance

New Webinar Sessions

Inside the Buyers' Minds | Part 1
KEY TOPICS
  • Procurement Dynamics
  • Economic Uncertainty
  • Value Realization
  • Business Case
  • Supplier-Procurement Collaboration
SUMMARY
The Business Case Advantage
KEY TOPICS
  • Value Selling
  • Business Cases
  • Procurement Engagement
  • Value Navigator
  • Buying Experience
SUMMARY
The Buying Experience Edge
KEY TOPICS
  • B2B Buying Experience
  • Value Disconnect
  • Value Clarity
  • Trust and Credibility
  • Value Justification
SUMMARY
Align your revenue team for success with CASH with Bruce Scheer and A. Lee Judge
KEY TOPICS
  • Revenue Team Alignment
  • Sales and Marketing
  • Buyer’s Journey Shift
  • CASH Framework
  • Content quality quantity
SUMMARY
Be Uncopyable to Improve your Win Rate with Bruce Scheer and Steve Miller
KEY TOPICS
  • Being uncopiable
  • Marketing and innovation
  • Creating a customer
  • Competitive differentiation
  • The experience marketing
SUMMARY
Connected Revenue with Bruce Scheer and Scott Presse
KEY TOPICS
  • Connected revenue concept
  • Sales and marketing alignment
  • Go-to-market strategy
  • Unified messaging
  • Cross-functional content
SUMMARY
Elevate Your Total Value Experience with Bruce Scheer and Darrin Fleming
KEY TOPICS
  • Total value experience
  • Buyer experience focus
  • Value-centric strategies
  • Go-to-market success
  • Overcoming sales barriers
SUMMARY
How to Connect with your Buyers for Sales Success with Bruce Scheer and Ginger Johnson
KEY TOPICS
  • Human to human
  • Sales success
  • Buying experience
  • Build trust
  • Follow up
SUMMARY
How to Create an Uncopyable Buying Experience with Bruce Scheer and Kay Miller
KEY TOPICS
  • Uncopyable buying experience
  • Personal branding
  • Building trust
  • Buyer experience
  • Sales process
SUMMARY
How to Create the Right First Impression with Bruce Scheer and George Torok
KEY TOPICS
  • First impressions matter
  • Executive presentation coaching
  • Building trust with buyers
  • Importance of credibility
  • The five keys
SUMMARY
How to Gain Commitment with your Strategic Accounts with Bruce Scheer and Todd Snelgrove
KEY TOPICS
  • Gaining commitment
  • Strategic accountability
  • Value quantification
  • Total profit added
  • Procurement process
SUMMARY
How to Lead with an Assessment with Bruce Scheer and Paul Roberts
KEY TOPICS
  • Business value assessment
  • Differentiate sales experience
  • Trusted advisor role
  • Customer alignment
  • Assessment types
SUMMARY
How to Rate Your B2B Buying Experience with Bruce Scheer and David Svigel
KEY TOPICS
  • B2B buying experience
  • Importance of experience
  • B2B buying index
  • Key buying phases
  • Value articulation
SUMMARY
How to Win Early Adopters Faster with Bruce Scheer and Brendan McAdams
KEY TOPICS
  • Winning early adopters
  • B2B sales expert
  • Go-to-market success
  • Founder’s role in sales
  • Mindset for sales
SUMMARY
How to be Approval Ready with Bruce Scheer and Todd Snelgrove
KEY TOPICS
  • Value ready assessment
  • Driving execution phase
  • Engaging procurement team
  • Price versus cost
  • Value quantification methods
SUMMARY
How to be Buyer Ready with Bruce Scheer and Mike Wilkinson
KEY TOPICS
  • Being buyer ready
  • Value-based selling
  • Buyer research
  • Personal connections
  • Sales performance
SUMMARY
How to be Client Ready with Bruce Scheer and Mike Wilkinson
KEY TOPICS
  • Client readiness
  • Value professional
  • B2B sales
  • Industry knowledge
  • Client’s time
SUMMARY
How to be Credibility Ready with Bruce Scheer and Mike Wilkinson
KEY TOPICS
  • Credibility readiness
  • First impressions
  • Digital presence
  • Audio quality
  • LinkedIn profile
SUMMARY
How to be Demonstration Ready with Bruce Scheer and Mike Wilkinson
KEY TOPICS
  • Demonstration readiness
  • Value discovery
  • Customer needs
  • Value proposition
  • Cost of inaction
SUMMARY
How to be Discovery Ready with Bruce Scheer and Mike Wilkinson
KEY TOPICS
  • Discovery readiness
  • Value selling
  • Customer centricity
  • Value mystery
  • Effective conversations
SUMMARY
How to be Discovery and Demo Ready with Bruce Scheer and Ray Schloss
KEY TOPICS
  • Discovery readiness
  • Demo readiness
  • Value presentation
  • Emotional impact
  • Sales enablement
SUMMARY
How to be Discovery and Demo Ready with Bruce Scheer and Ray Schloss
KEY TOPICS
  • Discovery readiness
  • Demonstration readiness
  • Value proposition
  • Emotional connection
  • Novice vs expert
SUMMARY
How to be Justification Ready with Bruce Scheer and Darrin Fleming
KEY TOPICS
  • Justification readiness
  • Business case
  • Value selling
  • Financial justification
  • Strategic alignment
SUMMARY
How to be Mindful in Discovery with Joy Rains
KEY TOPICS
  • Mindfulness in sales
  • Discovery process
  • Meditation benefits
  • Customer focus
  • Internal preparation
SUMMARY
How to be Narrative Ready with Bruce Scheer and Mike Wilkinson
KEY TOPICS
  • Compelling sales narratives
  • Narrative’s importance (the why)
  • Structuring a narrative (the how)
  • Visualizing the narrative
  • The SIZZLES framework
SUMMARY
How to be Negotiation Ready with Bruce Scheer and Todd Snelgrove
KEY TOPICS
  • Value quantification
  • Unique selling proposition
  • Total profit added
  • Behavorial economics
  • Value agreement
SUMMARY
How to be Time Effective with Morgan Lim
KEY TOPICS
  • Time effectiveness
  • Sales professionals
  • Optic framework
  • Qualifying opportunities
  • Organizing sales
SUMMARY
How to be Value Ready with Bruce Scheer and Mike Wilkinson
KEY TOPICS
  • Value readiness framework
  • Building trust with buyers
  • Understanding buyer needs
  • Delivering business insights
  • Driving deal execution
SUMMARY
How to deliver value through coaching with Bruce Scheer and Scott Presse
KEY TOPICS
  • Value through coaching
  • Return on sales leadership
  • Coaching best practices
  • Pipeline health coaching
  • Prioritize don’t democratize
SUMMARY
How to get Impact Ready with Bruce Scheer and Todd Snelgrove
KEY TOPICS
  • Value readiness framework
  • Impact ready dimension
  • Value quantification
  • Measuring client value
  • Procurement perspectives on value
SUMMARY
How to have a Mindset for Value with Bruce Scheer and Mark Hunter
KEY TOPICS
  • Value creation in sales
  • Mindset for sales success
  • The importance of trust
  • Effective questioning techniques
  • Time management for sales
SUMMARY
How to improve sales performance through stories with Bruce Scheer and Kelly Breslin Wright
KEY TOPICS
  • Sales performance improvement
  • Power of storytelling
  • Company mission alignment
  • Customer emotional connection
  • Training in storytelling
SUMMARY
Improving Performance through Wellness with Bruce Scheer and Gloria Treister
KEY TOPICS
  • Holistic health practitioner
  • Corporate wellness expert
  • Wellness as strategy
  • Preventable chronic disease
  • Food and exercise
SUMMARY
Improving the Total Value Experience through marketing with Bruce Scheer and Neil Wilkins
KEY TOPICS
  • Total value experience
  • Mindful marketing practices
  • Customer journey enhancement
  • Co-creating value
  • Sales-free experience
SUMMARY
Listen to Elevate the Buying Experience with Bruce Scheer and Andrew McMaster
KEY TOPICS
  • Elevating buying experience
  • Importance of listening
  • Listening without agenda
  • Overcoming listening mistakes
  • Buyer experience priority
SUMMARY
Selling for the Elusive First Impact with Bruce Scheer and Chuck Marcouiller
KEY TOPICS
  • Selling first impact
  • Revenue enablement
  • Defining value
  • Impact stages
  • Buyer needs
SUMMARY
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KEY TOPICS
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KEY TOPICS
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KEY TOPICS
SUMMARY
How to Engage with Procurement with Bruce Scheer and Dean Edwards
KEY TOPICS
  • Approval Readiness
  • Internal Rate Return
  • Information Security
  • Procurement Types
  • Value Proposition
SUMMARY

See our ValuePros Show Episodes

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