ValuePros Show

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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. The Buying Experience Edge

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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, 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 smooth, high-value buying journey. You'll hear why buyers increasingly distrust sales reps, what top performers do to build trust, how to show up with business cases that actually help buyers buy, and why the buying experience-not just the solution-now sways the majority of big decisions. Whether you're in sales, marketing, or customer success, this episode will show you how to make your value clearer, your buying process smoother, and help you stand out from the competition. If you want actionable tips, fresh perspectives, and some eye-opening stats to inspire your team, you won't want to miss this episode. Let's dive in and discover how to become value ready at every stage of the B2B journey! 00:00 "Achieving Value Clarity" 05:22 "Mastering Value-Based Sales Negotiation" 08:45 "Improving the Broken Buying Experience" 10:06 Optimizing the Buying Experience 16:03 "Being Meeting Ready" 17:08 "Inspire: Go-to-Market Storytelling" 22:25 "Effective Customer Engagement Essential" 27:02 Value Proposition Contextualization 30:38 Mid-Funnel Financial Justification Timing 33:57 "Negotiation Readiness through Value" 36:14 "Navigating Deal Approval Processes" 39:31 Empower Approval: Equip Stakeholders 43:47 Trusted Advisor Through Passion 48:18 Enhance Buying with AI Tools 49:16 Enhancing Sales with Buyer Tools

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  2. The Business Case Advantage

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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 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 decades of value-focused selling 09:08 - Why Business Cases Win: Procurement, psychology, and profit impact 13:32 - Ability to Pay vs. Willingness to Pay: Insights from the field 20:27 - Inside Procurement: Sales tips from the other side of the table 22:44 - Timing Your Value Message: Why the early bird catches the deal 23:14 - Common Mistakes with Value Selling Tools: Avoid the Excel trap! 31:01 - Proof Points: Academic research, industry stats, and procurement testimonials 36:40 - The Power of Visualization: Why execs need one-page business cases 37:06 - Unveiling Value Navigator: Darren Fleming demos an AI-powered value case builder 42:09 - Adding Trust & Credibility: Referencing real research in business cases 44:48 - Customizing Your Story: Real-time adjustments for believable proposals 45:55 - What's Next: Adding value in every buyer conversation Don't miss: Why buyers pick suppliers who co-build business cases—in 80% of deals! How to leverage AI for rapid, tailored, data-backed business cases (demo included) Insider tips from both procurement and sales sides to elevate your deal performance in 2025 Subscribe & leave a review for more value-selling mastery!

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  3. Inside the Buyers' Minds | Part 1

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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 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 to stand out-and the one move that can make you a true partner to buyers - The massive opportunity for salespeople who proactively help build a clear, defensible business case - How to move beyond price-cutting and instead become indispensable to procurement and executive decision makers - Actionable ways to reframe your value proposition and sell more effectively in today's challenging economy If you're a B2B seller or revenue leader aiming to win deals with high-consideration solutions, you'll want to hear Dean's candid insights on procurement's "tug of war," risk aversion, and the hidden dynamics that influence how and why decisions get made. You'll walk away with practical tips to engage Procurement as an ally, create measurable outcomes, and ensure you're one of the top 10% who actually shapes the business case-and wins the deal. Subscribe, like, and leave a review to help others find and benefit from our show. For more resources and to access bonus materials, check out ValuePros.io. Let us know your biggest takeaway in the comments! #B2BSales #Procurement #ValueSelling #InspireYourBuy 00:00 ""Adapting to Economic Cycles Webinar"" 07:07 Extended Buying Cycles in IT Procurement 10:00 Procurement Challenges in Economic Uncertainty 11:03 ""Procurement Drives Cost Savings"" 17:35 Maximizing Return from Business Initiatives 19:09 ""Strategic Innovation as Safety"" 23:11 ""Building Effective Procurement Cases"" 25:57 CFO Approval Needed for Large Deals 30:03 Budget Strategy: Value Retention Key 33:48 Vendor Relationship Success Story 35:40 Concentrating Suppliers for Economic Advantage 40:33 Insufficient Supplier Management Resources 43:30 Optimizing Vendor-Buyer Partnerships"

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  4. Leading with Love, Purpose and Connection with Bruce Scheer and Genevieve Piturro

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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 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 story is a testament to the incredible changes that occur when you align your work with your purpose and passion. So, tune in as we uncover how you can make a significant impact by building genuine connections and providing an exceptional buying experience. Enjoy the conversation! 00:00 B2B Buying Experience Importance 03:33 "Improving B2B Buying Experience" 08:44 Embracing Emotional Intelligence at Work 13:01 Align Business Solutions with Personal Life 16:24 Collaboration in Value Proposition Formation 20:34 "Visionary Collaboration Inspires Growth" 23:13 The Power of Belonging 27:47 "Post-Sale Commitment and Success" 31:35 Visiting Shelter to Comfort Children 33:01 "Pajama Program: From Executive to Purpose" 37:15 Free Leadership Coaching and Tips 40:13 "Leading B2B Sales with Heart"

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  5. Be Uncopyable to Improve your Win Rate with Bruce Scheer and Steve Miller

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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 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 your marketing. 00:00 "Steve's Uncopyable Sales Secrets" 03:21 "Peter Drucker: Marketing and Innovation" 07:18 Indistinguishable Competitors in Digital Security 09:57 Key to Brand Differentiation 13:29 AI-Enhanced Delivery Innovation 17:26 Truck Industry Competitive Dynamics 20:20 American Girl Store Marketing Insights 23:46 Marketing: Creating and Delivering Value 27:43 Velcro's Nature-Inspired Invention 30:21 Defining Customer Value Perceptions 35:02 "Uncopyable: Gaining Unfair Business Advantage" 38:14 "Stand Out: Be Uncopyable"

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  6. Align your revenue team for success with CASH with Bruce Scheer and A. Lee Judge

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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 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 the buyer's journey. - The crucial elements of becoming a trusted adviser to facilitate buyer decisions. 00:00 Sales & Marketing Alignment Insights 03:51 ""CASH: Key to Team Efficiency"" 09:19 Marketing Insights from Sales Meetings 12:19 Cross-Functional Team Visits Enhance Value 15:45 ""Revenue Team Sweet Spot"" 17:19 Revenue Team Kickoff Enthusiasm 20:09 Aligning Sales and Marketing for Better Leads 25:47 Rethinking the Customer Funnel 28:13 Modern Buyer's Journey Insights 31:30 Balancing Content: Quality vs. Quantity 33:15 Quality vs. Quantity in Content 38:03 Authority vs. Influence in Decision-Making 39:46 Bridging Sales and Marketing Gaps 43:54 Aligning Sales and Marketing Teams

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  7. Listen to Elevate the Buying Experience with Bruce Scheer and Andrew McMaster

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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 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 insights on balancing speaking and listening to improve sales conversations. 00:00 ""Elevating the Buying Experience"" 05:10 Power of Effective Listening 07:22 ""Listening Beyond Preconceptions"" 12:30 Uncovering Hidden Buyer Needs 16:39 Optimal Conversation Balance in Sales 17:24 Empowering Listener During Demos 21:55 Compassion Melts Fearful Anger 24:42 ""Emotion vs. Logic in Decision-Making"" 30:08 ""Improv Techniques in Sales"" 32:15 ""The Power of Listening in Sales""

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  8. How to Create an Uncopyable Buying Experience with Bruce Scheer and Kay Miller

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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. - 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 apart from the competition. 00:00 "Uncopyable Moose Branding Strategy" 03:19 "B2B Buying Experience Index" 07:26 Human Touch in Sales Transactions 12:18 "Katie O'Neil: Sales Mastery" 14:25 Luxury RV Sales Strategies 18:57 Personal Branding: The Key to Uniqueness 19:43 Building Trust Through Honest Branding 23:34 Personal Stories in Business Success 29:39 Personal Branding Insights with Kaye 30:25 "Defining Your Personal Brand" 34:17 "Ask Customers Why They Choose You"

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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.

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