PODCAST · business
ValuePros Show
by ValuePros.io
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.
Episodes
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The Buying Experience Edge
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,...
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The Business Case Advantage
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…
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Inside 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...
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Leading with Love, Purpose and Connection with Bruce Scheer and Genevieve Piturro
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...
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Be Uncopyable to Improve your Win Rate with Bruce Scheer and Steve Miller
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...
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Align your revenue team for success with CASH with Bruce Scheer and A. Lee Judge
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...
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Listen to Elevate the Buying Experience with Bruce Scheer and Andrew McMaster
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...
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How to Create an Uncopyable Buying Experience with Bruce Scheer and Kay Miller
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. -...
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How to Connect with your Buyers for Sales Success with Bruce Scheer and Ginger Johnson
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...
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How to Rate Your B2B Buying Experience with Bruce Scheer and David Svigel
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...
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Elevate Your Total Value Experience with Bruce Scheer and Darrin Fleming
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...
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Connected Revenue with Bruce Scheer and Scott Presse
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…
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Improving Performance through Wellness with Bruce Scheer and Gloria Treister
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…
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Improving the Total Value Experience through marketing with Bruce Scheer and Neil Wilkins
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...
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How to Win Early Adopters Faster with Bruce Scheer and Brendan McAdams
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...
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How to improve sales performance through stories with Bruce Scheer and Kelly Breslin Wright
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...
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How to Gain Commitment with your Strategic Accounts with Bruce Scheer and Todd Snelgrove
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...
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Selling for the Elusive First Impact with Bruce Scheer and Chuck Marcouiller
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…
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How to deliver value through coaching with Bruce Scheer and Scott Presse
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)...
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How to Lead with an Assessment with Bruce Scheer and Paul Roberts
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.…
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How to Have a Mindset for Value with Bruce Scheer and Mark Hunter
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.…
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How to Create the Right First Impression with Bruce Scheer and George Torok
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…
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How to get Impact Ready with Bruce Scheer and Todd Snelgrove
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…
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How to be Buyer Ready with Bruce Scheer and Mike Wilkinson
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...
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How to be Negotiation Ready with Bruce Scheer and Todd Snelgrove
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…
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How to be Discovery and Demo Ready with Bruce Scheer and Ray Schloss
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…
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How to be Time Effective with Bruce Scheer and Morgan Lim
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...
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How to be Client Ready with Bruce Scheer and Mike Wilkinson
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...
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How to be Narrative Ready with Bruce Scheer and Mike Wilkinson
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...
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How to be Mindful in Discovery with Bruce Scheer and Joy Rains
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. -...
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How to be Justification Ready with Bruce Scheer and Darrin Fleming
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...
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How to be Discovery Ready with Bruce Scheer and Mike Wilkinson
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...
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How to Engage with Procurement with Bruce Scheer and Dean Edwards
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...
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How to be Approval Ready with Bruce Scheer and Todd Snelgrove
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…
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How to be Value Ready with Bruce Scheer and Mike Wilkinson
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…
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Go to Market with a Story that Sizzles
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...
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How 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...
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How 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…
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How 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…
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How 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…
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How 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...
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How 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...
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How 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...
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How 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...
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How 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…
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How to be Buyer-Centric in your Sales Process with Tom Williams
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…
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How 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…
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How 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...
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How to go BALD and like it with Andy Paul
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...
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How to Connect with Your Customers' Career Goals with Mark S.A. Smith
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…
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ABOUT THIS 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.
HOSTED BY
ValuePros.io
CATEGORIES
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Frequently Asked Questions
How many episodes does ValuePros Show have?
ValuePros Show currently has 61 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is ValuePros Show about?
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.
How often does ValuePros Show release new episodes?
ValuePros Show has 61 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to ValuePros Show?
You can listen to ValuePros Show on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts ValuePros Show?
ValuePros Show is created and hosted by ValuePros.io.
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