Shows
Discover Fresh PerspectivesThe Power of Charisma: Bruce Scheer’s BRAVE Framework for Transforming Professional ConnectionsSend us a textWelcome to another episode of Discover Fresh Perspectives with your host, David Gouthro! In today’s conversation, David sits down with Bruce Scheer, founder of ValuePros.io and an expert in bridging the “value disconnect” in business communication. Together, they dive deep into the power of charisma—not just as an innate trait but as a skill anyone can develop and refine.Bruce shares his personal journey into understanding charisma, sparked by his quest to improve his own presence, especially in our increasingly virtual world. From the importan...
2025-12-2337 min
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
Biz Book Pub Hub PodcastHUB 470: AUTHOR PANEL - Bruce Scheer, Diane Wolf, and Sophie LechnerYou didn’t pour your time, energy, and insight into a book just to say you did it. You wrote it because your message matters—and because you knew that getting it into the hands of others could spark something bigger.
A book has staying power. It captures what you stand for and how you think, in your own words. Done well, it becomes more than a tool—it becomes a turning point. It can shift how people see you, what opportunities come your way, and the kind of legacy you leave behind.
...
2025-09-0248 min
Biz Book Pub Hub PodcastHUB 462 - Author Panel - CB Bowman, Jennifer Eggers, and Simone MorrisPublishing your book isn’t the finish line—it’s the starting point. That moment your book becomes available marks the beginning of a new chapter: not just as a writer, but as an author with a message to share and a business to grow.
What many authors overlook is that the biggest opportunities come after the book is out in the world. That’s when you can deepen connections with readers, strengthen your brand, and use your book as a powerful tool to drive visibility and revenue.
That’s where the Biz Book Pub Hub comes...
2025-07-1550 min
Biz Book Pub Hub PodcastHUB 459: AUTHOR PANEL - CB Bowman and Gloria TreisterYou didn’t pour your heart into writing a book just to cross it off your to-do list. You wrote it because you have something to say that matters—something that deserves to be heard, remembered, and built on for years to come.
A book isn’t just a moment—it’s a movement. It captures your ideas, your voice, and your perspective in a way that no speech, post, or marketing campaign ever could. And when you treat it like the powerful foundation it is, your book doesn’t just open doors—it builds your le...
2025-07-0348 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
ValuePros ShowThe Business Case AdvantageUnlock 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 - Welcome & Introductions: Setting the stage for value selling mastery [Bruce Scheer, David, Dean Edwards] 04:45 - Meet Todd Snelgrove: Lessons from...
2025-05-3147 min
Biz Book Pub Hub PodcastHUB 447: AUTHOR PANEL - Bruce Scheer, Emily Crookston, and Karin FreelandHave you ever thought of your book as a business card that opens doors? It’s not just about selling copies; it’s about the ripple effects your book creates in your industry and beyond.
From attracting the right clients to building a reputation as a thought leader, a book can position you for success in ways you never imagined. But it requires more than just publishing—it needs a plan to engage your audience and amplify your message.
That’s why I created the Biz Book Pub Hub. Our expe...
2025-05-2249 min
ValuePros ShowInside the Buyers' Minds | Part 1"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 teams are dealing with behind the scenes, and how that impacts your sales strategy - Why most sellers fail t...
2025-05-1245 min
ValuePros ShowLeading with Love, Purpose and Connection with Bruce Scheer and Genevieve PiturroWelcome 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 shares her unique journey from a high-powered career in New York's TV industry to founding a nonprofit organization that has profoundly impacted children's lives. Her...
2025-04-0741 min
ValuePros ShowBe Uncopyable to Improve your Win Rate with Bruce Scheer and Steve MillerUnlock 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 domains. - Strategies for creating a unique customer experience that becomes...
2025-03-0339 min
Biz Book Pub Hub PodcastHUB 423: AUTHOR PANEL - Bruce Scheer, Jenny Morse, and Lilian SueWriting, publishing, and marketing a business book can feel overwhelming when you go it alone. But what if you didn’t have to? That’s where the Biz Book Pub Hub comes in. We’ve built a community of over 50 experts who support entrepreneurs becoming authors every step of the way—from the first draft to a fully launched and marketed book.In the Hub, you’ll find guidance on writing, editing, publishing, and creating powerful marketing strategies that amplify your book’s reach. Plus, our free virtual networking events connec...
2025-02-2753 min
ValuePros ShowAlign your revenue team for success with CASH with Bruce Scheer and A. Lee JudgeDiscover 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 team mindset, bridging the divide between departments. - The role of content quality and quantity throughout...
2025-02-2544 min
ValuePros ShowListen to Elevate the Buying Experience with Bruce Scheer and Andrew McMasterJoin 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 effective communication. - Understand how to engage with buyers by tapping into their core needs and emotions. - Gain...
2025-02-1133 min
ValuePros ShowHow to Create an Uncopyable Buying Experience with Bruce Scheer and Kay MillerJoin 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 customer-centric selling. - Gain insights on how to create a personal brand that sets you ap...
2025-02-0436 min
ValuePros ShowHow to Connect with your Buyers for Sales Success with Bruce Scheer and Ginger JohnsonJoin 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 follow-up and follow through in creating lasting connections. - How a connector's mindset—being positive, objective, an...
2025-01-3029 min
ValuePros ShowHow to Rate Your B2B Buying Experience with Bruce Scheer and David SvigelDiscover 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! 00:00 "Enhancing B2B Buying Experiences" 04:55 "B2...
2025-01-2233 min
ValuePros ShowElevate Your Total Value Experience with Bruce Scheer and Darrin FlemingUnlock 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 to build trust, understand needs, and deliver insights. - Enhance win rates, shorten deal cycles, and minimize discounting with...
2025-01-1541 min
ValuePros ShowConnected Revenue with Bruce Scheer and Scott PresseWelcome 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 among departments can lead to impactful messaging and tools. Understanding Buyer Journey - Understand the buyer...
2025-01-0736 min
ValuePros ShowImproving Performance through Wellness with Bruce Scheer and Gloria TreisterIn 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, such as viewing food as either medicine or poison. - The benefits of short exercise bursts, or "exercise snacks," for in...
2024-12-2151 min
ValuePros ShowImproving the Total Value Experience through marketing with Bruce Scheer and Neil WilkinsIn 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 "value-ready framework" for successful sales. - The need for consistent narratives across all company functions for a unified customer experience.
2024-12-2140 min
ValuePros ShowHow to Win Early Adopters Faster with Bruce Scheer and Brendan McAdamsJoin 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 sales. - Validating products through early sales and feedback. 00:00 Winning early adopters requires founder-led sales efforts. 03:53...
2024-12-2131 min
ValuePros ShowHow to improve sales performance through stories with Bruce Scheer and Kelly Breslin WrightDiscover 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 engage customers. - Consistency and alignment in storytelling across the organization. - Real-life examples of effective storytelling, including personal anecdotes and...
2024-12-1754 min
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 ShowSelling for the Elusive First Impact with Bruce Scheer and Chuck MarcouillerJoin 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 story illustrating the importance of assessing value from the consumer's pe...
2024-12-0240 min
ValuePros ShowHow to deliver value through coaching with Bruce Scheer and Scott PresseJoin 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 sales. - Differences between effective coaching and daily communication. Early-stage coaching in sales cycles for optimized outcomes.
2024-11-2645 min
ValuePros ShowHow to Lead with an Assessment with Bruce Scheer and Paul RobertsUnlock 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 mutual commitment before conducting assessments. - Monetizing assessments and ensuring their value is clearly communicated to clients. 00:00 Bruce Scheer discusses value...
2024-11-1934 min
ValuePros ShowHow to Have a Mindset for Value with Bruce Scheer and Mark HunterJoin 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 setting for staying focused and productive. 00:00 Sales expert Mark Hunter discusses creating value. 05:13 Sales: Helping others achieve the impossible...
2024-11-1235 min
ValuePros ShowHow to Create the Right First Impression with Bruce Scheer and George TorokIn 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 presentation. - Why focusing on the audience rather than personal introductions builds credibility. For more resources and...
2024-11-0531 min
ValuePros ShowHow to get Impact Ready with Bruce Scheer and Todd SnelgroveJoin 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 for valuable resources and tools. Subscribe, rate, and review to stay updated with top-notch content on value creation and delivery. 00:00 Continuation of...
2024-11-0532 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 Negotiation Ready with Bruce Scheer and Todd SnelgroveDiscover 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 of behavioral economics in pricing strategies. - Utilizing total cost of ownership and other negotiation techniques to create win-win scenarios. 00:00 Assumed value: Uniquely Swedish in...
2024-10-2156 min
ValuePros ShowHow to be Discovery and Demo Ready with Bruce Scheer and Ray SchlossDiscover 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 like, subscribe, and share for more insights. Visit valuepros.io for additional resources and a free value-ready assessment. 00:00 Discovery requires personal understanding, not...
2024-10-1544 min
ValuePros ShowHow to be Time Effective with Bruce Scheer and Morgan LimUnlock 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 distractions. - Understand the significance of internal collaboration and time effectiveness. - Explore actionable strategies to enhance your...
2024-10-0826 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 Mindful in Discovery with Bruce Scheer and Joy RainsUnlock 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 effective in sales. 04:37 Mindfulness stopped my insecurities, and improved customer interaction. 07:47 Mental preparation and v...
2024-09-1730 min
ValuePros ShowHow to be Justification Ready with Bruce Scheer and Darrin FlemingIn 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 analysis. - The cost of inaction and leveraging industry benchmarks to motivate decisions. - Insights on becoming a master seller...
2024-09-1042 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 Engage with Procurement with Bruce Scheer and Dean EdwardsDive 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 more deals. Don’t miss out on this invaluable episode! 00:00 Information security is vital for company success. 03:55 Get involved early, don't start late. 07:08 Strategic fi...
2024-08-2737 min
ValuePros ShowHow to be Approval Ready with Bruce Scheer and Todd SnelgroveIn 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 quantification to succeed in B2B sales. Don't miss this in-depth discussion aimed at helping value professionals get ready to connect the dots so buyers can buy.
2024-08-2042 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
ValuePros ShowInspire Your Buyers with Bruce ScheerEpisode 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 favorite shark with the help of ChatGPT to sharing insights from his global experiences and the essence of narrative imperative in business, Bruce...
2024-05-0440 min
The Ambitious LifeThe Ambitious Life Podcast Episode 8 with Ray NugentDo you go hard and burn out? Maybe that's because you're trying to work too hard for too long.
This highlight is just one of the many insights that came up in Episode #8 with Ray Nugent.
Other topics we covered:
Investing your way to wealth
Weekly Income goals
Expanding your means
Why you should value your time
Learning from failure
Efficient and Effective workouts
Prioritizing your time
Following successful models
The importance of Men's Mental Fitness and...
2021-05-131h 01
ValuePros ShowHow to Stop Sending “Beg Mail” and Maintain Relevancy with Anthony Coundouris“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 results. With his global experience in marketing, Anthony has learned the impo...
2019-08-1327 min
ValuePros ShowHow to Sharpen Your Outreach Approach with Ryan O’Donnell“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. Since 2006, Ryan has worked in software solutions for salespeople with a focus on optimizing sales processes and improvin...
2019-07-2521 min
ValuePros ShowHow to Improve Yourself Through Coaching with Danny Brown“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 focuses on helping businesses increase efficiency and improve user experience. Additionally, Danny is an exper...
2019-07-1922 min
ValuePros ShowHow to Understand Yourself and Connect with Buyers with Casey Murray“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) companies and their sales teams to improve their sales strategies. His services have helped baseball teams, cloud database and data security providers, insurance companies, and digital health services build bet...
2019-07-0925 min
ValuePros ShowHow to Take the Cold Out of the Cold Call with Sam Richter“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 is the founder and CEO of SBR Worldwide / Know More and author of Take the Cold Out of Cold Calling. In addition to his extensive sales experience and numerous award...
2019-07-0924 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
ValuePros ShowHow to Help Your Customer See the Business Value of Change with Darrell Amy“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. Darrell is the founder and chief innovation officer of Convergo Marketing and a co-host on the Selling From the Heart Podcast. With his extensive experience, he provides business-to...
2019-06-2830 min
ValuePros ShowHow to Optimize Your Time to Maximize Your Value as a Seller for Yourself, Your Company and Your Customer“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 productive and valuable seller. David is a Veteran of the U.S. Marine Corps and has over 25 years of sales experience in the electronics and manufacturing industries. In addition to se...
2019-06-2838 min
ValuePros ShowHow to Lead in the Buyer Journey with Next Steps with Darrin Fleming and David Svigel 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 help clients with creating assessments and value-selling tools that are useful in helping buyers see and communicate the case for change and create urgency around change initiative. When Things Go Wrong...
2019-03-0429 min
ValuePros Showow to be Buyer-Centric in your Sales Process with Tom WilliamsEpisode 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 selling organizations, if we can improve how we sell and how we interact with our counterparts in the buying side of th...
2019-03-0426 min
ValuePros ShowHow to take advantage of Content for Sales with Bernie Borges 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 over to the marketing side – so he’s walked many miles in both shoes and is gifted in bringing both together to influence revenue growth. We will be talking about C...
2019-03-0431 min
ValuePros ShowHow to sell to CEOs and Senior Executives with Chris Orlob 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 makers. The Study Says … for Executives … No More than 4 Questions! In the summer of 2017, Gong.io created a discovery call benchmark report. They analyzed a bunch of disco...
2019-03-0418 min
ValuePros ShowHow to go BALD and like it with Andy PaulEpisode 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 learnings around his BALD framework. Humans are Underrated We are in the era of AI, ML, and DL – and we are going to see a lot...
2019-03-0435 min
ValuePros ShowHow to Understand Your Customer’s Customer with Cheryl McCurdy ChristiansenEpisode Overview In this episode, Cheryl Christiansen speaks with us about the importance of understanding your customer's customer. Cheryl started her consulting practice Data2Develop after spending several years in sales-facing leadership positions with blue-chip brands including Oracle. We are both active members of the sales enablement society, and share some perspective on the importance of really understanding your customer and their business dynamics, starting with their customers. True Intimacy is Knowing Your Customer’s Customers’ Pain True customer intimacy is when you know your customer's customer’s pain. A lot of time...
2018-12-2100 min
ValuePros ShowHow to Connect with Your Customers’ Career Goals with Mark S.A. SmithEpisode 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 for us, the bottom line is it’s the fastest path to selling success and having customers make what Mark likes to call high consider...
2018-12-2132 min
ValuePros ShowHow to Lead with a Theme versus Stuff with Bruce Scheer, A. Lee Judge, and Dontaye CarterEpisode Overview This episode features yours truly, Bruce Scheer, being interviewed by A. Lee Judge and Dontaye Carter from Atlanta. They have a great show called the Business of Content Podcast. In this episode we will talk about the major pitfall sellers and marketers fall into - how they are leading with their "stuff" and their "all about me" content as opposed to leading with a "theme" – a point of view that addresses their target customers' big problem and offers a big idea theme that resonates! The Big Idea Theme Precedes Sales and Mar...
2018-12-2130 min
ValuePros ShowHow to Listen More and Sell More with Gerhard GschwandtnerEpisode Overview In this episode, Gerhard talks about how to listen more and sell more. It’s a fun episode that offers guidance on how to show up with a listening mindset and be present for the customer and ready to discuss the customer problem. Episode Timestamps [0:28] Gerhard Introduction Salespeople talk too much: Anxiety as a cause. The first rule for having a good conversation is to prepare yourself: Come in with a clean slate. Mindset of being there for the other person. Use the formula that Dr. Lyman K. Ste...
2018-10-2621 min
ValuePros ShowHow to Sell Complex Solutions to Multiple Buyers with David Svigel Episode Overview This episode features David Svigel, the co-founder of ROI-Selling.com. He’s been a close friend and business partner of mine for over a decade. We've tag teamed on several successful client engagements where the b2b client wanted to up their game in value selling - and that meant being able to communicate and quantify the business value proposition to targeted prospects. In this episode, David and I will talk about some of the trends we've seen in buyer behavior, and how this has added gravity to being able to sell both per...
2018-10-1624 min
ValuePros ShowHow to Sell like a Startup Founder with Jeremy DiamondEpisode Overview This episode features Jeremy Diamond, founder of the blog Startup Deck Review, which is dedicated to studying startup pitch decks. He has a rich media background and is an MBA graduate from the University of Washington Foster School of Business. In this episode we will be covering 3 key factors in a winning pitch, how to communicate your “Grit”, and advice for sellers in how to improve their selling conversations. Episode Timestamps [1:27] How Jeremy Got Focused on Helping Startups Master Their Pitch Originally worked in TV production for Discovery and A...
2018-10-0321 min
ValuePros ShowHow to harness the power of improv in your selling conversations Episode Overview In this episode, we are speaking with Andrew McMasters. Originally from Philadelphia, he's an actor who's been working in Seattle for over 30 years. He started Jet City Improv back in 1992 and left that company back in October 2017 after 25 years. For the last 10 years, he's been working with organizations– helping them improve communications, team cooperation, and innovation. He also works with sales teams on listening, accepting and building on offers to provide customers with solutions for the needs they have. In this episode, Andrew and I talk about the power of I...
2018-10-0320 min
ValuePros ShowHow to StorySell with Ed Bilat Episode Overview In this episode, we talk with Ed Bilat about how we can up our sales conversations by telling stories– what some refer to as "Story Selling". We are all humans at the end of the day, meaning that we live our lives through stories– stories we tell others, stories others tell us, and the stories we tell ourselves. The exciting thing about stories is they play a profound influence on our ability to persuade others. Ed is the leader of storytellingsales.com with the aim of helping sales teams and business owner...
2018-10-0327 min
ValuePros ShowHow to use video outreach to get the meetingEpisode Overview This episode features Chris Ortolano, a sales workflow consultant based in Portland, Oregon. He provides an outside perspective to help organizations address their weaker elements to accelerate their revenue cycle. He is a leader of his firm, Outbound Edge, and will speak about the power of video in sales outreach and how to drive buyer engagement. Episode Timestamps [1:30] How Chris became focused on helping sellers use video to connect with potential buyers Manages an online community of sales and marketing professionals called salesstack.io: Met people wh...
2018-09-0522 min
ValuePros ShowHow to Get a Meeting with Anyone with Stu HeineckeEpisode Overview Our guest, Stu Heinecke, is a master of getting a meeting with anyone. Stu is a Wall Street Journal Cartoonist, a hall of fame nominated marketer, and author of the book, How to Get a Meeting with Anyone. I know it can be frustrating trying to get meetings with key decision makers and buyers. Stu will share with us ways to focus on the right areas to up our percentage on the people we reach out to and people who respond. This episode will cover how Stu got into this area of focus, his notions...
2018-08-1725 min
ValuePros ShowHow to sharpen your social outreach strategy with A. Lee JudgeEpisode Overview In this episode, you'll hear us talk about how to connect with potential buyers online, how to build trust over time by contributing content and closing new business with the buyers you've been building relationships with. I met our guest, A Lee Judge, on LinkedIn, where I sent a connection request knowing he'd be someone I would want to follow. He has a beautiful podcast - the Business of Content Podcast with his co-host Dontaye Carter. I love Lee's quote, “it's better to ask a favor from a friend versus a sale from a stranger."...
2018-07-1830 min
ValuePros ShowGetting Your Stories to Work with Theresa FrancomacaroEpisode Overview There has been a primary theme in storytelling over the past few years in sales. Stories are the #1 way to connect with a buyer and help them see their situation in a new way. In this episode we will push into how to tell better stories with Theresa Francomacaro– a chief storyteller for a construction company and a facilitator/learning professional who consults for individuals and businesses. We will talk about understanding story structure, as well as the neurological aspects of how stories impact prospects. The way you tell your story will fundamentally shift the em...
2018-07-1029 min
ValuePros ShowHow to Sell Based on Business Value with Darrin FlemingEpisode Overview Sellers struggle with selling business value. They are taught to sell products, but not how to sell based on business value. In this episode, my former college roommate, business partner, and lifelong friend, Darrin Fleming, speaks about why we should be selling based on business value. Darrin is the founder and CEO of ROI-Selling.com and a business leader with experience in marketing and sales across different sizes of businesses, from small companies to huge multinational corporations. He helps his clients build their strategic marketing capability, and is a specialist in honing his clients' business...
2018-07-0925 min