Shows
The Force & Friction PodcastThe First 4 Seconds: How Charisma Kills the Value Disconnect | Bruce Scheer | S6 E11Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're joined by Bruce Scheer, co-founder of ValuePros.io, a firm dedicated to helping revenue teams nail their story, prove their impact, and deliver buyer experiences that buyers love. With a mission to "inspire others to inspire others," Bruce brings a wealth of experience from working with some of the biggest names in the world, including Microsoft, SAP, and Tableau. We dive deep into the "va...
2025-11-1746 min
ValuePros ShowThe Buying Experience EdgeWelcome 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 indecision. They introduce the B2B Buying Experience Index-a practical, research-backed framework that breaks down the 10 key factors most crucial in shaping a...
2025-06-0851 min
AZ 12 PodcastArizona Heads to Kansas CityBruce Pascoe joins Mike Luke and Jason Scheer to talk Arizona basketball. What did Bruce think about Arizona's performance against Kansas? How far does Bruce think Arizona can go in March?
2025-03-1258 minAZ 12 PodcastTommy Lloyd and Arizona head to ManhattanIt's Wildcats vs Wildcats on Tuesday night! Bruce Pascoe joins Mike Luke and Jason Scheer to discuss the state of the season. Does Arizona have another heroic road performance in them? Or will Caleb Love and the Wildcats be looking ahead to Houston?
2025-02-111h 06
ValuePros ShowHow to Gain Commitment with your Strategic Accounts with Bruce Scheer and Todd SnelgroveIn 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 perceived value and profitability. - Implement structured value quantification tools to ensure consistency and credibility. Align engagement with customers...
2024-12-1055 min
ValuePros ShowHow to be Buyer Ready with Bruce Scheer and Mike WilkinsonReady 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 to phase 4, align and negotiate approvals. 05:34 76% of B2...
2024-10-2830 min
ValuePros ShowHow to be Client Ready with Bruce Scheer and Mike WilkinsonIn 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 - Comprehensive company research and real-world case studies Tune in and get actionable insights...
2024-10-0130 min
ValuePros ShowHow to be Narrative Ready with Bruce Scheer and Mike WilkinsonWant 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 book during downtime; valuable narrative formula. 08:09 Narrative assists...
2024-09-2455 min
ValuePros ShowHow to be Discovery Ready with Bruce Scheer and Mike WilkinsonJoin 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 - Discover the importance of aligning with customer-specific issues - Explore the concept of QLS: Questioning, Listening, and Summarizing - Tips on building trust and preparing for meaningful discovery discussions Don’t...
2024-09-0423 min
ValuePros ShowHow to be Value Ready with Bruce Scheer and Mike WilkinsonJoin 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 actionable insights and assess your own value readiness with the Value Readiness Assessment Tool available at ValuePros.io. 00:00 Selling based on value yields significant benefits. 04:09 Learning value enablement...
2024-08-1532 min
Double P PodcastsLet's Solve THE AFTERPARTY, season 2 episode 6 'Danner's Fire' Recap Explained Theory Apple TV PlusIn this video, we micro-dosing some theories because we're pyromaniacs, but for clues not fire! Let's Solve THE AFTERPARTY season 2, episode 6 "Danner's Fire." Episode Six finds Zoe play a game of hide and go tea cozy! While Aniq doesn't want to hear about the smack or the wax! We'll go on a search for hidden secrets, frayed family relationships and a boyishly handsome cop in Apple TV Plus' cozy murder mystery! 00:00 Intro 00:04 Quentin Devereaux's Crimes 00:56 Episode 6 Donner's Fire 01:39 Call for help! 02:06 Not by a Team 02:29 Victim Profiles: Edgar & Roxana 03:33 Suspect: ANIQ 04:06 Suspect: FENG 04:44 Suspect: GRACE 05:29 Suspect: HANNAH 05:59...
2023-08-1016 minDouble P PodcastsLet's Solve THE AFTERPARTY, season 2 episode 6 'Danner's Fire' Recap Explained Theory Apple TV PlusIn this video, we micro-dosing some theories because we're pyromaniacs, but for clues not fire! Let's Solve THE AFTERPARTY season 2, episode 6 "Danner's Fire." Episode Six finds Zoe play a game of hide and go tea cozy! While Aniq doesn't want to hear about the smack or the wax! We'll go on a search for hidden secrets, frayed family relationships and a boyishly handsome cop in Apple TV Plus' cozy murder mystery! 00:00 Intro 00:04 Quentin Devereaux's Crimes 00:56 Episode 6 Donner's Fire 01:39 Call for help! 02:06 Not by a Team 02:29 Victim Profiles: Edgar & Roxana 03:33 Suspect: ANIQ 04:06 Suspect: FENG 04:44 Suspect: GRACE 05:29 Suspect: HANNAH 05:59...
2023-08-1016 min
ValuePros ShowHow to Engage Your Customer with Your Personal Story with Mike Adams“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 friendship. Mike is the author of Seven Stories Every Salesperson Must Tell and the co-founder and CEO of The Story Leader, a sales consultancy which focuses on teach...
2019-07-0933 min