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 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 transforms sales professionals' lives. 08:51 3 critical value dimensions to build trust. 12:19 B2B buyers demand preparedness and tailored narratives. 16:43 Identify key people, sell to benefit, value discovery. 20:25 Understand customer needs, provide relevant solutions. 23:50 Align with stakeholders, meet procurement and compliance. 26:55 Prepare team, define metrics, deliver promised value. 31:04 Learn, enhance, improve, connect, and stay updated. 31:54 Special episode, share and leave a review.