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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 management & marketing

All Episodes

51:55

The Buying Experience Edge

ValuePros Show ·

2025/06/08

Welcome to a special episode of Inspire Your Buyers, titled "The Buying Experience Edge." This time, hosts Bruce Scheer and Mike Wilkinson are joined by value experts Darren Fleming, Todd Snelgrove, Dean Edwards, and David Spiegel-collectively boasting over 125 years of experience in sales, procurement, pricing, and value enablement. In this jam-packed conversation, the team confronts the troubling disconnect between B2B sellers and buyers, uncovering why so many deals stall out or end in

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47:55

The Business Case Advantage

ValuePros Show ·

2025/05/31

Unlock the secrets to winning executive buy-in and selling on value (not price) in tough economic times. In this episode, host Bruce Scheer sits down with value selling authority Todd Snelgrove (author, "Value First Then Price" and creator of "Total Profit Added"), procurement expert Dean Edwards, stakeholder David, and ROI-selling leader Darren Fleming, to break down how business cases can drive premium deals—without discounting. 👉 Skip ahead to what matters most with these timestamps: 00:00 -

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45:55

Inside the Buyers' Minds | Part 1

ValuePros Show ·

2025/05/12

"Inside the Buyers' Minds | Revenue Mastery Series Part 1 – Inspire Your Buyers Podcast Welcome to Part 1 of our special Revenue Mastery Series, “Inside the Buyers' Minds”! Join host Bruce Scheer and expert guests Dean Edwards (seasoned procurement executive), Todd Snelgrove (value-based selling authority), and David Svigel (value tools expert) as we dig deep into what really happens on the buying side-especially in times of economic uncertainty. In this episode, you'll discover: - What procurement

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41:21

Leading with Love, Purpose and Connection with Bruce...

ValuePros Show ·

2025/04/07

Welcome to this episode of Inspire Your Buyers, where we dive into the transformative power of leading with love, purpose, and connection in the world of sales. Joining us are two inspirational figures: Genevieve Piturro, the award-winning author known for her remarkable TEDx talks and her heartwarming mission with The Pajama Program, and Bruce Scheer, our insightful host. They explore how emotional connection, collaboration, and shared success are essential in today's competitive market. Genevieve

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39:11

Be Uncopyable to Improve your Win Rate with Bruce...

ValuePros Show ·

2025/03/03

Unlock the secrets to making your brand truly stand out with insights from Steve Miller, the marketing gunslinger himself. Discover how to be uncopyable and gain an unfair advantage in your market. - The key functions of a business according to Peter Drucker: marketing and innovation. - Why being different, not just better, is crucial for success. - How to avoid commoditization and offer an uncopyable experience. - The value of getting out of your industry box and stealing genius from other

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44:55

Align your revenue team for success with CASH with...

ValuePros Show ·

2025/02/25

Discover how to align your revenue team for success in an ever-evolving market with insights from A. Lee Judge's book, "CASH: The 4 Keys to Better Sales, Smarter Marketing, and a Supercharged Revenue Team." Join Bruce Scheer as he discusses the transformative approach to connecting sales and marketing. - The shift in buyer control and its impact on sales and marketing dynamics. - Exploring Lee's CASH framework: Communication, Alignment, Systems, and Honesty. - The significance of fostering a revenue

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33:07

Listen to Elevate the Buying Experience with Bruce...

ValuePros Show ·

2025/02/11

Join host Bruce Scheer and guest Andrew McMasters as they reveal the secrets to enhancing the buying experience through deep, intentional listening. In this episode, discover why mastering listening skills can set sales professionals apart and drive better business outcomes. - Explore why buyers often value the experience over the product itself. - Discover how deep listening can help sales professionals differentiate themselves. - Learn about the impact of biases and solution-oriented listening on

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36:59

How to Create an Uncopyable Buying Experience with...

ValuePros Show ·

2025/02/04

Join Bruce Scheer as he dives into creating uncopyable buying experiences with sales expert Kay Miller. Learn how to stand out in sales by offering more than just products—offer memorable buying experiences. - Explore why conventional sales tactics are falling short with today's buyers. - Understand the significance of building trust and engaging naturally with customers. - Discover the concept of personal branding and its impact on sales. - Learn from real-world examples like Katie RV O'Neil's

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29:55

How to Connect with your Buyers for Sales Success...

ValuePros Show ·

2025/01/30

Join us on the ValuePros Show as we dive into the essentials of connecting with buyers for sales success with expert Ginger Johnson. Discover actionable insights that will transform your connections and boost your sales performance. - Understanding what true connectivity means and how it differs from mere networking. - The importance of trust, educational value, and emotional connection in sales. - Key strategies for making the first move and building authentic relationships. - The significance of

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33:23

How to Rate Your B2B Buying Experience with Bruce...

ValuePros Show ·

2025/01/22

Discover how to master the B2B buying experience with insights from Bruce Scheer and David Svigel. Learn key strategies to delight your buyers and drive growth. - Importance of the buying experience in 2025. - Critical statistics highlighting buyer preferences and behaviors. - Introduction to the B2B Buying Experience Index. - Four key phases of the buying journey. - Ten essential pillars for an exceptional B2B buying experience. Leave a like and subscribe to the ValuePro Show for more insights!

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41:50

Elevate Your Total Value Experience with Bruce Scheer...

ValuePros Show ·

2025/01/15

Unlock the secrets to transforming your sales strategy with Bruce Scheer and Darrin Fleming as they delve into the Total Value Experience (TVE). Learn how to effectively focus on delivering customer value and improve your business outcomes. - Shift from selling technology features to focusing on customer business outcomes. - Utilize value tools like ROI calculators and value enablement techniques. - Overcome barriers such as product-centric perspectives and ineffective tools. - Implement a framework

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36:46

Connected Revenue with Bruce Scheer and Scott Presse

ValuePros Show ·

2025/01/07

Welcome to the ValuePros Show! In today's episode, Bruce Scheer talks with Scott Presse about the significant benefits of adopting a connected revenue model and the steps needed to execute it effectively. Unified Messaging - Discover the importance of having a unified voice across sales, marketing, and other departments. Go-To-Market Strategy - Learn how to refine and align your go-to-market strategies with a connected revenue model. Cross-Functional Content Development - Find out how collaboration

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51:27

Improving Performance through Wellness with Bruce...

ValuePros Show ·

2024/12/21

In this episode of the ValuePros Show, Bruce Scheer and health expert Gloria Treister discuss how holistic health practices can boost performance and well-being. Learn actionable tips for taking control of your health through lifestyle changes and self-advocacy. - How 80% of genetic expressions can be influenced by lifestyle choices like diet, sleep, and exercise. - Gloria’s inspiring journey from discovering a parathyroid issue to reversing osteopenia. - Practical advice for making food choices,

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40:40

Improving the Total Value Experience through...

ValuePros Show ·

2024/12/21

In this episode of ValuePros Show, Bruce Scheer and marketing expert Neil Wilkins delve into the importance of improving the total value experience through strategic marketing. Discover how focusing on customer-centric practices can build trust and drive long-term success. - Emphasizing customer education to build lasting trust and value. - Exploring the concept of value creation without selling products. - Advantages of co-creation, personalization, and collaboration in marketing. - Bruce Scheer’s

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31:16

How to Win Early Adopters Faster with Bruce Scheer...

ValuePros Show ·

2024/12/21

Join Bruce Scheer and B2B sales expert Brendan McAdams as they discuss powerful strategies to help early-stage startups achieve rapid customer adoption. Discover actionable insights from Brendan's book and learn how to refine your sales approach for success. - The importance of founders taking an active role in sales. - Framework for securing early customer adoption. - Using discovery conversations to refine messaging and engagement. - Overcoming cultural aversions and negative stereotypes in

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54:48

How to improve sales performance through stories with...

ValuePros Show ·

2024/12/17

Discover how the power of storytelling can revolutionize your sales performance! Join Bruce Scheer and Kelly Breslin Wright as they delve into the critical role of narratives in aligning company missions, engaging customers, and driving business success. - Crafting unique value propositions and integrating them into a compelling company narrative. - Strategic priority of company storytelling with executive and board alignment. - Importance of conveying the "why" behind a company to emotionally

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55:14

How to Gain Commitment with your Strategic Accounts...

ValuePros Show ·

2024/12/10

In this episode of ValuePros Show, Todd Snelgrove and guest Mike Wilkinson dive deep into strategic account management and the importance of value quantification in sales processes. Learn actionable insights to enhance your sales techniques and improve customer relationships. - Differentiate between cost, price, and total value to drive strategic account engagement. - Use decoy pricing and the compromise effect to influence consumer choices effectively. - Avoid offering products for free to enhance

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40:11

Selling for the Elusive First Impact with Bruce...

ValuePros Show ·

2024/12/02

Join us on the ValuePros Show as Bruce Scheer and Chuck Marcouiller dissect the art of making a strong first impact in sales. Learn the essentials to navigate the value fog and drive measurable outcomes. - Discover the "Three C’s" of value selling: context, clarity, and confidence. - Understand how to define and achieve the elusive "first impact." - Learn why consumers prioritize pain avoidance over potential gains. - Explore the "I MADE" framework for evaluating solution impacts. - Hear a personal

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45:53

How to deliver value through coaching with Bruce...

ValuePros Show ·

2024/11/26

Join Bruce Scheer and guest Scott Presse as they delve into effective sales leadership and the transformative power of structured coaching. Discover how to maximize your sales team's performance and boost revenue through targeted strategies. - The significance of Return on Sales Leadership (ROSL) and its impact on meeting quotas. - Importance of maintaining a healthy and balanced sales pipeline for productivity and revenue. - Structured coaching principles for better prioritization and action in

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34:36

How to Lead with an Assessment with Bruce Scheer and...

ValuePros Show ·

2024/11/19

Unlock the secrets to leveraging business value assessments in your sales strategy. Join Bruce Scheer and Paul Roberts as they delve into the transformative power of assessments to drive growth and build trust. - Importance of assessments in aligning decision-makers and strategic planning. - Phases of successful assessments: information gathering, analysis, and recommendations. - Role of high-quality presentations in risk management sectors like finance and healthcare. - Establishing trust and

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63 results

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