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.