ValuePros Show

ValuePros.io
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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.

  1. How to be Negotiation Ready with Bruce Scheer and Todd Snelgrove

    6 DAYS AGO

    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 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 industrial bearing company. 06:06 Find value quantification numbers in company reports. 08:44 Optimizing pump performance and energy efficiency ideas. 11:16 Focus on value throughout negotiation and development. 16:00 Knowledge gained during building helps in negotiation. 19:13 Identifying customer value beyond cost reduction. 21:00 Trade-offs: Cost, customer demand, product lifespan, market timing. 24:37 Consider usage, maintenance, lifespan, and overall efficiency. 27:00 Disposal value, operating cost crucial for resale. 31:31 Focus on lifecycle value, not acquisition cost. 36:25 Color printing improves school test scores. 39:48 Customers' value over volume is sustainable business. 41:13 Limit choices to avoid lowest cost justification. 46:25 Behavior influences pricing and value perception decisions. 48:46 Reduce inventory, save costs; outsource for efficiency. 53:28 Guarantees enhance credibility and professional relationships. 54:49 Quantify value proposition, or face business decline.

    57 min
  2. How to be Discovery and Demo Ready with Bruce Scheer and Ray Schloss

    OCT 15

    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 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 assumptions. 04:08 Use AI for genuine customer understanding, not salesmanship. 09:09 Show value for 10% increase using storytelling. 10:22 Microsoft focused on business value selling transformation. 15:50 Great product and customer care yield genuine data. 20:30 Feelings remembered, details forgotten from meetings. 21:37 Differentiation is vital in competitive technical demos. 27:34 Identify win statements to prove project success. 29:26 Preparation and dry runs ensure effective presentations. 34:42 Experienced sellers succeed without rigid sales methodologies. 37:37 Willy Wonka confronts Charlie and Grandpa Joe. 41:43 Be impactful and memorable, go the extra mile. 43:13 Prioritize discovery; engage listeners; memorable presentations.

    44 min
  3. How to be Time Effective with Bruce Scheer and Morgan Lim

    OCT 8

    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 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 overall sales process and performance. Tune in to elevate your time management skills and drive sales success! 00:00 Time management insights for sales professionals' effectiveness. 03:18 Dysfunctional relationship with time in sales career. 06:26 Partner with time, focus on top targeted accounts. 10:57 Qualify opportunities through balanced, engaging questioning. 14:13 Customer outcome, pain, people, timeline, impact assessment. 18:12 Organize business accurately considering constant changes. 19:52 Focus on three main tasks daily in sales. 23:23 Optimize sales by organizing and being time-effective. 25:53 Morgan Lim's interview on time effectiveness concluded.

    27 min
  4. How to be Client Ready with Bruce Scheer and Mike Wilkinson

    OCT 1

    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 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 to enhance your client-ready approach in B2B sales! 00:00 Discussing client readiness in Value Pros framework series. 05:53 Show client readiness to differentiate and collaborate. 08:43 Evaluate client readiness on 5-level scale. 11:48 Respect the client's valuable time during meetings. 15:38 Focus on mindset, industry knowledge, and trends. 18:47 Automated research tool profiles target companies efficiently. 21:08 Use industry language to better communicate. 23:10 Conduct thorough research on company's internal strategies. 28:11 Contextualize solutions to clients' specific needs. 30:04 All 10 readiness dimensions needed for success.

    31 min
  5. How to be Narrative Ready with Bruce Scheer and Mike Wilkinson

    SEP 24

    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 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 buyers' understanding and engagement. 12:56 Creating a sizzling narrative: framework, structure, targeting buyers. 13:49 Focus narrative on key decision-makers and stakeholders. 18:59 They lack a CRM system, causing issues. 20:31 Highlighting cost savings and problem importance in sales. 23:36 Homework and narrative critical for problem showcasing. 29:32 Managed a $375M HP-Microsoft joint venture project. 31:10 Putting the pandemic in context via story. 34:32 Feeling trapped, resolved to get boat. 39:31 Lay out steps, visualize narrative and problems. 42:21 Visualizing communication issues resonated, prompting stakeholder empathy. 43:16 Contrasted ""big ugly"" and ""big beautiful"" successfully. 48:58 Videos and dialogue change buyers' emotional states. 52:51 Self-assess, improve, and build your market narrative. 54:30 Discussion on narrative skills and resources.

    55 min
  6. How to be Mindful in Discovery with Bruce Scheer and Joy Rains

    SEP 17

    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. - 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 visualization are crucial. 12:03 Release dizziness, listen actively, use open questions. 15:47 Use open-ended questions to gauge customer opinions. 18:32 Focus on listening to understand, not respond. 22:58 Stone Touch reminds me to stay present. 25:45 Numbered breath meditation helps stay present. 27:19 Train mind for success; prioritize customer's experience. 30:16 Episode wrap-up: Mindfulness with Joy Range.

    31 min
  7. How to be Justification Ready with Bruce Scheer and Darrin Fleming

    SEP 10

    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 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 versus a novice seller. Tune in to enhance your sales strategy and boost your win rates! 00:00 Ensure discovery, demonstrate value, justify, execute, impact readiness. 03:23 Engineer evaluating and justifying projects in manufacturing. 08:42 Deals lost due to weak business case, confidence. 10:38 Lack of confidence leads to no decision. 16:20 Most sellers focus on product, not client outcomes. 18:44 Become a business partner, understand and lead customers. 22:21 Align with strategic goals; analyze client and buyer. 27:30 Tool quantifies business case benefits and financial metrics. 28:48 Core metrics drive business value; cost of inaction. 33:37 Quantifiable tangible, critical intangible, strategic impact, possibilities. 35:51 Highlight strategic benefits tied to corporate initiatives. 38:51 Ensure ROI, conduct risk assessment, offer options. 41:16 Thanks for checking out this episode.

    42 min
  8. How to be Discovery Ready with Bruce Scheer and Mike Wilkinson

    SEP 4

    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 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 miss this episode and enhance your value-based selling skills! 00:00 Importance of discovery in sales: customer centricity. 05:18 Salespeople struggle to define sales value clearly. 06:47 Solving value mystery, important and fundamental. 12:23 Prepare for client conversations, identify generic issues. 14:22 Building trust is key in specific communication. 16:59 Discovery readiness involves customer-centered, conversational approach. 19:56 Identifying value at three levels of business.

    23 min
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5
out of 5
25 Ratings

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.

Information

  • Creator
    ValuePros.io
  • Years Active
    2018 - 2024
  • Episodes
    37
  • Rating
    Clean
  • Copyright
    © ValuePros.io 2024
  • Show Website
    ValuePros Show

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