ValuePros Show

Discover the essentials of being discovery and demo ready with sales veteran Ray Schloss and host Bruce Scheer. Learn how to engage customers effectively and win sales with practical, customer-centric strategies. Importance of customer-specific and centric presentations Utilizing thorough discovery to identify "win statements" Customizing demonstrations to fit prospects' environments Key collabora...

Unlock the secrets to mastering time effectiveness with Morgan Lim, author of "Unleashing the Power of Time." Join Bruce Scheer as he delves into Morgan's OPPTIC framework and its transformative impact on sales performance. - Learn Morgan's unique perspective on partnering with time rather than fighting against it. - Discover the OPPTIC framework for qualifying opportunities and organizing sales a...

In this episode of ValuePros Show, Bruce Scheer and guest Mike Wilkinson dive into the critical importance of client readiness in B2B sales. Learn how to stand out as a value professional and avoid common pitfalls that hold salespeople back. - Framework of being ""value ready"": 4 phases, 10 dimensions - Consequences of poor client readiness and benefits of being well-prepared - Practical steps fo...

Want to master the art of sales narratives? In this episode of ValuePros Show, Bruce Scheer and Mike Wilkinson dive deep into crafting compelling sales stories. Understand the key stages of the sales cycle Learn how to present solution concepts effectively Discover the importance of scheduling follow-up interactions Get insights on a five-part sales narrative model Find out how to make your buyer...

Unlock the power of mindfulness to enhance your sales interactions with insights from expert Joy Rains.   Learn practical techniques to stay present and focused with your clients. - Methods for internal mental preparation and visualization. - Techniques for effective listening and communication. - Importance of being present and releasing judgments. - Practical meditation tools to maintain focus....

In this episode of the ValuePros Show, Bruce Scheer and Darrin Fleming delve into the art of being "justification ready" in the sales process. Learn how to build compelling business cases that secure decision-maker buy-in and close more deals effectively. - Quantifying intangible benefits and aligning them with strategic objectives. - Understanding the emotional dimension and risk quantification i...

Join Bruce Scheer and value selling expert Mike Wilkinson as they dive into the essential skill of being discovery ready in sales. Learn how to master value discovery and improve your sales approach with practical tips and insights. - Understand why value discovery is crucial for customer-centric selling - Learn how to gain a competitive advantage through effective discovery conversations - Discov...

Dive into the ValuePros Show with host Bruce Scheer and procurement expert Dean Edwards. Discover the secrets to becoming approval ready in B2B sales. Learn about the internal rate of return, information security challenges, and the distinct roles within procurement - purchasing, sourcing, and category management. Gain actionable strategies to build trust, demonstrate value, and navigate procureme...

In this episode of the ValuePros Show, host Bruce Scheer and guest Todd Snelgrove dive into the crucial phase of driving execution with a focus on being Approval Ready. Todd, a leading expert in value based selling and pricing, shares his extensive knowledge on engaging with procurement, debunking misconceptions, and creating compelling business cases. Listeners will gain actionable insights on bu...

Join Bruce Scheer, host and guest of the ValuePros Show, as he dives deep into a comprehensive framework for value readiness, developed with fellow ValuePros co-founders and extensive market research. Featuring value training expert Mike Wilkinson, this episode covers critical phases like Building Trust, Understanding Needs, Delivering Insights, and Driving Execution. Learn how incorporating value...

Episode Overview Today, we dive deep into the power of narrative in shaping successful go-to-market strategies. Join us as Bruce draws on his extensive experience with global giants like McKesson Technology and SAP, illustrating how visualizing problems through simple yet impactful doodles can redefine buyer engagement. We'll also discuss the conciseness and accessibility of Bruce's new book, aime...

"Beg mail is infamous for its ability to hinder the sales process by irritating buyers. You can learn how to drop beg mail for its more powerful sibling, value mail!" Episode Overview In this episode, Bruce Scheer talks to Anthony Coundouris about what you can do to add value to your emails and maximize your success with buyers. Anthony is an independent marketing officer and the author of run_fri...

"Every salesperson can benefit from making their outreach efforts more focused and efficient. Whether that entails building client lists or focusing on automation, today's episode will give you the information you need to improve your sales outreach." Episode Overview In this episode, Bruce Scheer talks to Ryan O'Donnell about the value of building a focused client outreach system. Ryan is the co-...

"When it comes to learning as a salesperson, one essential function is opening up to coaching and feedback. This episode looks at why professional feedback matters and what you can do to become open to self-improvement."   Episode Overview In this episode, Bruce Scheer talks to Danny Brown about how seeking coaching and feedback can lead to more effective sales and stronger professional relationsh...

"Contrary to popular belief, being a good salesperson isn't just about the customer. It's also about having a better understanding of yourself."   Episode Overview In this episode, Bruce Scheer talks to Casey Murray about the role of self-awareness in improving your connection to buyers. Casey is the President of The Virtual CRO and a sales coach who works directly with business-to-business (B2B)...

"Every salesperson worries about their strategies becoming stale, especially when approaching buyers for the first time. If you wonder how you can approach cold calls and meetings with a fresh mindset, then this episode is for you."   Episode Overview In this episode, Bruce Scheer talks to Sam Richter about the importance of research for improving the quality of your sales calls and meetings. Sam...

"Stories are a fundamental part of who we are, but sometimes salespeople are reluctant to include them in their sales strategies. In this episode, we explore why personal stories are essential to your sales approach."   Episode Overview In this episode, Bruce Scheer talks to Mike Adams about how to use your personal story to create meaningful connections with buyers and open the door to a sales fr...

"Sometimes a sales conversation can feel like we're speaking different languages. If you've ever had that experience, you may benefit from this week's podcast on the importance of business knowledge to every sale."   Episode Overview In this episode, Bruce Scheer talks to Darrell Amy about the importance of learning to manage and focus your time to become a more productive and valuable seller. Dar...

"Some of us have wondered how to become more efficient as salespeople while completing the many day-to-day tasks necessary that lead up to great sales conversations. If that describes you, then this episode is definitely worth your time."   Episode Overview In this episode, Bruce Scheer talks to David Guarino about the importance of learning to manage and focus your time to become a more productiv...

  Episode Overview This episode, " How to lead in the buyer journey with Next Steps," featured Darrin Fleming, David Svigel, Principals at ROI-Selling and me – Bruce Scheer. The three of us have been helping sellers for years in having more concerted next step conversations that are useful in leading and supporting the buyer through the buying process. Specifically, we have partnered together to h...

Episode Overview In this episode, Tom Williams, co-founder, and CEO of DealPoint and I talk about taking a buyer-centric approach in influencing the buying process.     Energy Being Wasted Energy is wasted not just on the seller side of the sales process but also on the buyer side. When you look at the US and global economy, the amount of time that's wasted on bad deals is just criminal. As for se...

  Episode Overview This episode features Bernie Borges, Chief Marketing Officer at Vengreso. Vengreso's focus is on helping organizations with their digital sales transformation. Bernie has been on this focus for longer than most and comes to the table as a top-class marketer who continues to be very relevant for sales. He carried a bag in his personal sales career for ten years, and then switched...

  Episode Overview In this episode, Chris Orlob, Senior Director of Product Marketing Gong.io and I talk about what's working and not working and CEO level sales conversations. Chris shares some surprising insights about how things change based on how high up in the organization you are having selling conversations – and how things should change to be more in-tune with senior business decision mak...

Episode Overview For this episode, I'm speaking with Andy Paul. We had the opportunity to meet in person at the sales enablement conference in Denver, thanks to Nancy Nardin, Founder of Smart Selling Tools, who made the introduction.  Andy has several books out and has launched a new learning community for sellers and leaders called The Sales House. In this episode, Andy breaks down some essential...

Episode Overview I met Mark S.A. Smith on LinkedIn. He's an avid writer with 14 books under his belt, and has years of experience working with executives. He's a master at selling complex things as fast as they possibly can be sold. In this episode, Mark talks to us about an unusual topic - how to connect with your customers' career goals. Why do we want to do this? Well as Mark breaks this down f...