ValuePros Show

Where value pros get value ready

The ValuePros Show feature conversations with various experts, guided by Bruce Scheer, exploring key aspects of business and sales. The discussions emphasize the importance of creating unique and uncopyable value in a commoditized world. Topics span building trust and credibility with buyers, understanding their needs through mindful discovery, and effectively communicating value via narratives and compelling justifications. Furthermore, the experts discuss strategies for driving successful execution, including being approval and negotiation ready, and focusing on the impact and long-term value delivered. Mindset, time management, and the role of coaching in improving sales performance are also examined, highlighting a holistic approach to creating positive buyer experiences and achieving business success.

New Webinar Sessions

Inside the Buyers' Minds | Part 1
KEY TOPICS
  • Procurement Dynamics
  • Economic Uncertainty
  • Value Realization
  • Business Case
  • Supplier-Procurement Collaboration
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

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