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"

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

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""

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"

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 from mere networking. - The importance of trust, educational value, and emotional connection in sales. - Key strategies for making the first move and building authentic relationships. - The significance of follow-up and follow through in creating lasting connections. - How a connector's mindset—being positive, objective, and willing—is crucial for relationship building.

Don't miss this episode packed with powerful tips and real-world examples to help you connect better with your buyers!

00:00 Optimizing B2B Buying Experience 04:15 ""Authentic Sales, Beyond Numbers"" 06:46 ""Self-Discovery Ripple Effect"" 12:45 ""Inspiring Others to Inspire"" 13:47 Connector's Mindset: Key to Success 17:46 Follow-Up vs. Follow-Through 22:54 Grace and Leadership in Sales 26:31 Small Talk Builds Big Connections 29:08 Connector's Mindset Highlights

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 B2B Buying Experience Index. - Four key phases of the buying journey. - Ten essential pillars for an exceptional B2B buying experience. Leave a like and subscribe to the ValuePro Show for more insights! 00:00 "Enhancing B2B Buying Experiences" 04:55 "B2B Buying Experience Index" 06:21 B2B Buying Experience Framework 10:46 "Trust & Education in B2B Buying" 14:18 "Listening: Key to Trust Building" 17:35 Personalized Context in Buying Solutions 21:25 Trusted Adviser: Key to B2B Sales 24:02 "Accelerating Impact Through Collaboration" 27:12 "Post-Sale Commitment and First Impact" 31:21 Transforming B2B Buying Experience 32:48 "Experience Over Product"

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 customer business outcomes. - Utilize value tools like ROI calculators and value enablement techniques. - Overcome barriers such as product-centric perspectives and ineffective tools. - Implement a framework to build trust, understand needs, and deliver insights. - Enhance win rates, shorten deal cycles, and minimize discounting with value-led selling.

00:00 Buyers prefer sales-free experiences, demanding trusted advisors. 05:24 Total value experience: cumulative buyer interaction quality. 07:09 Buyers' remorse common post-contract; ensure first impact. 11:12 Current tools hinder enhancing buyer value experience. 14:30 Barriers, low value, and discount pressure hinder. 19:29 Right tools align seller-buyer around buyer's KPIs. 21:58 Four phases for delivering high-value experiences. 23:50 Lead with value to enhance win rate. 29:00 Providing tools for sellers to understand buyers. 33:11 Playbooks, training, and coaching for sales success. 36:57 Developing strategic alignment and sales self-sufficiency. 38:31 Creating a higher total value experience discussed. 41:02 Total value experience transforms the buyer journey.

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, marketing, and other departments. Go-To-Market Strategy - Learn how to refine and align your go-to-market strategies with a connected revenue model. Cross-Functional Content Development - Find out how collaboration among departments can lead to impactful messaging and tools. Understanding Buyer Journey - Understand the buyer journey to better tailor your messaging and outreach efforts. Sales Enablement Tools - Explore the development and use of tools like talk tracks, infographics, and animations for effective customer engagement. 00:00 Discussing connected revenue strategies with Scott Presse. 04:10 Disconnection exists between marketing and revenue responsibility. 07:17 Sales and marketing: why change, why us, unique. 09:26 Align marketing with executive-level conversations more. 14:24 Align sales and marketing through buyer journey. 18:46 Collaborative sales-marketing builds effective sales tools. 20:18 Collaborative content development for Workfront's sales narrative. 23:00 Collaborative content crucial for effective stakeholder engagement. 28:39 Experiential video-based learning crucial for sales training. 30:42 Operationalize through playbooks, training, and coaching. 32:57 Connected revenue requires strategic organizational shift. 36:05 Leadership commitment and collaboration are essential.

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 can be influenced by lifestyle choices like diet, sleep, and exercise. - Gloria’s inspiring journey from discovering a parathyroid issue to reversing osteopenia. - Practical advice for making food choices, such as viewing food as either medicine or poison. - The benefits of short exercise bursts, or "exercise snacks," for integrating fitness into daily life. - The importance of understanding medication interactions and how to be proactive about personal health management. 00:00 Gift book focuses on self, health, wealth. 04:07 Love yourself to prioritize health and well-being. 07:19 Prioritizing health improves life for everyone. 12:26 Lack of education on food; medication-focused learning. 14:55 Investigate root causes, not just symptoms. 16:38 Lab testing helps identify health issue causes. 21:00 Challenging doctor's advice: Addressing bone density now. 23:38 Parathyroid issue required surgery; supplements helped. 28:42 Choose organic foods; check PLU labels. 33:48 Exercise refreshes mood and combats post-lunch slump. 37:10 Gut health, exercise, sleep, community boost wellbeing. 37:56 Community contributes significantly to longevity and health. 42:24 House plants detoxify air; affordable air purifier. 44:33 Feel great at any age with hormone testing. 47:54 30-day health guide: daily, concise well-being tips. 51:02 Like, subscribe, review, and prioritize self-care.

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 education to build lasting trust and value. - Exploring the concept of value creation without selling products. - Advantages of co-creation, personalization, and collaboration in marketing. - Bruce Scheer’s "value-ready framework" for successful sales. - The need for consistent narratives across all company functions for a unified customer experience. 00:00 Excited to discuss enhancing total value experience. 06:44 Improving marketing's role in total value experience. 09:11 Value is subjective; cocreate for effective sales. 11:42 Patience over quick wins ensures long-term success. 15:25 Understand needs, deliver insights, justify value, execute. 20:03 Marketing journey: Awareness, conversion, retention, advocacy. 24:39 Personalization through co-creation enhances customer experience. 27:09 Understand prospects deeply for personalized value creation. 30:36 Customize value story for each discipline consistently. 32:30 Streamlines messaging, reduces risk, builds brand consistency. 37:07 Provide value without mentioning your product directly. 39:41 Align marketing with customer-centric value, cocreation.