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PODCAST

ValuePros Show

The ValuePros Show"s mission is to help sales reps become value professionals. Each episode features thought leaders with timely, relevant, and practical ideas and actions you can take to show up value ready and help your buyers buy.

business

All Episodes

35:34

How to Have a Mindset for Value with Bruce Scheer and...

ValuePros Show ·

2024/11/12

Join Bruce Scheer and Mark Hunter on the ValuePros Show as they uncover the secrets to mastering a value-driven sales mindset. Learn practical strategies to enhance your sales performance and drive meaningful conversations. - Importance of a champion's mindset for success in sales. - Purpose-driven conversations for building lasting relationships. - Structured time management with the "Monday Mission" concept. - Trust-building through effective questioning and listening. Daily habits and goal

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31:42

How to Create the Right First Impression with Bruce...

ValuePros Show ·

2024/11/05

In this episode of ValuePros Show, Bruce Scheer and George Torok discuss the art of making the right first impression in professional settings. Learn actionable insights and techniques to enhance your presentation skills and build lasting connections. - How a childhood birdhouse story helped secure a $10 million contract. - Five essential keys to impactful presentations. - The importance of confidence and how to command attention when speaking. - Tips for virtual meetings and professional

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32:16

How to get Impact Ready with Bruce Scheer and Todd...

ValuePros Show ·

2024/11/05

Join Bruce Scheer and guest Todd Snelgrove on The ValuePros Show as they explore the final dimension of the Value Readiness Framework-being Impact Ready. Learn how to set up, measure, and deliver real quantifiable value for your clients. Dive deep into best practices for maintaining momentum after closing deals, focusing on metrics that matter, and ensuring client success. Perfect for professionals looking to enhance their value-based strategies and drive lasting business impact. Visit ValuePros.io

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30:01

How to be Buyer Ready with Bruce Scheer and Mike...

ValuePros Show ·

2024/10/28

Ready to level up your sales game by 2025? Join us as we dive into the essential steps for being buyer ready and standing out from the competition. - The four-phase value ready assessment for revenue teams. - Key challenges faced by unprepared sellers and how to avoid them. - The importance of personalized attention and leveraging AI tools. - Steps to understand buyer roles, objectives, and challenges. - Building personal connections and aligning with buyer objectives to drive results. 00:00 Move

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56:58

How to be Negotiation Ready with Bruce Scheer and...

ValuePros Show ·

2024/10/21

Discover how to master negotiation and create compelling value propositions with Todd Snelgrove's expert insights. This episode of the ValuePros Show dives deep into effective strategies for aligning cost-saving measures and demonstrating tangible value in sales and negotiations. - Todd’s approach to reducing inventory and maintaining savings. - Developing simplified agreements guaranteeing 10% savings. - The importance of credible value propositions over price discounts. - Practical applications

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44:24

How to be Discovery and Demo Ready with Bruce Scheer...

ValuePros Show ·

2024/10/15

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 collaboration between sales and technical teams Leveraging AI tools for enhanced discovery Don't forget to

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26:33

How to be Time Effective with Bruce Scheer and Morgan...

ValuePros Show ·

2024/10/08

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 activities. - Hear practical tips on how to target the right buyers and maintain focus amidst

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30:50

How to be Client Ready with Bruce Scheer and Mike...

ValuePros Show ·

2024/10/01

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 for achieving client readiness - Utilizing AI tools and avoiding the pitfalls of copy-pasting -

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55:18

How to be Narrative Ready with Bruce Scheer and Mike...

ValuePros Show ·

2024/09/24

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 the hero of the story 00:00 Set theme, foundation, and context for engagement. 05:47 Executives read

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30:55

How to be Mindful in Discovery with Bruce Scheer and...

ValuePros Show ·

2024/09/17

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. The value of asking intelligent questions and mirroring language. 00:00 Insights on being present and

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42:12

How to be Justification Ready with Bruce Scheer and...

ValuePros Show ·

2024/09/10

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 in sales. - Components of a strong business case: problem statement, solution narrative, and financial

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23:13

How to be Discovery Ready with Bruce Scheer and Mike...

ValuePros Show ·

2024/09/04

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37:43

How to Engage with Procurement with Bruce Scheer and...

ValuePros Show ·

2024/08/27

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 procurement processes effectively. Perfect for sales professionals looking to enhance their approach and close

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42:12

How to be Approval Ready with Bruce Scheer and Todd...

ValuePros Show ·

2024/08/20

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 building trust, understanding buyer's needs, delivering impactful solutions, and mastering value

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32:24

How to be Value Ready with Bruce Scheer and Mike...

ValuePros Show ·

2024/08/15

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-based strategies can dramatically improve close rates, deal sizes, and reduce sales cycles. Discover

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40:11

Inspire Your Buyers with Bruce Scheer

ValuePros Show ·

2024/05/04

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, aimed at empowering CEOs and entrepreneurs with stories that not only sizzle but sell. From choosing his

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10:43

Inspire Your Buyers New Show Format

ValuePros Show ·

2023/09/07

We hope this episode finds you motivated and ready to inspire your buyers like never before! We have some exciting updates and changes to share with you regarding our podcast, "Inspire Your Buyers" with Bruce Sheer. First off, we are thrilled to announce a complete reboot of our show's format. Bruce had a powerful epiphany during the pandemic, realizing that his true purpose is to inspire others to inspire others. This revelation led to the rebranding of our business around inspireyourbuyers.com,

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27:16

How to Stop Sending “Beg Mail” and Maintain Relevancy...

ValuePros Show ·

2019/08/13

“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_frictionless, a book that explores the importance of building sales systems to achieve predictable sales

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21:16

How to Sharpen Your Outreach Approach with Ryan...

ValuePros Show ·

2019/07/25

“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-founder of Replyify and SellHack, two services designed to help sellers automate their outreach process

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22:23

How to Improve Yourself Through Coaching with Danny...

ValuePros Show ·

2019/07/19

“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 relationships. Danny is the Head of Business Development and Alliances at SherWeb, a cloud management service that

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