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.

Join Bruce Scheer and B2B sales expert Brendan McAdams as they discuss powerful strategies to help early-stage startups achieve rapid customer adoption. Discover actionable insights from Brendan's book and learn how to refine your sales approach for success. - The importance of founders taking an active role in sales. - Framework for securing early customer adoption. - Using discovery conversations to refine messaging and engagement. - Overcoming cultural aversions and negative stereotypes in sales. - Validating products through early sales and feedback. 00:00 Winning early adopters requires founder-led sales efforts. 03:53 Simplifying startup obstacles for successful product adoption. 07:05 Sales is about discovering needs and fit. 12:42 Sales skills are crucial for career advancement. 16:42 Communicate ideas early for effective traction. 17:38 Engage early adopters to gather valuable feedback. 22:32 Mindset to messaging: a natural progression flow. 24:12 Conversations clarify solutions, identify needs, drive understanding. 30:08 Mindset, messaging, and early adopter engagement insights. 31:03 Keep showing up with value.

Discover how the power of storytelling can revolutionize your sales performance! Join Bruce Scheer and Kelly Breslin Wright as they delve into the critical role of narratives in aligning company missions, engaging customers, and driving business success. - Crafting unique value propositions and integrating them into a compelling company narrative. - Strategic priority of company storytelling with executive and board alignment. - Importance of conveying the "why" behind a company to emotionally engage customers. - Consistency and alignment in storytelling across the organization. - Real-life examples of effective storytelling, including personal anecdotes and the Tableau story. Don't forget to like, subscribe, and share for more insights on enhancing sales through storytelling! 00:00 Left consulting for sales in tech startups. 07:55 Unified strategy requires clear mission, vision alignment. 10:40 Culture emotionally connects, driving increased sales engagement. 19:21 Storytelling fosters connection, trust, and empathy. 23:55 Tableau started to integrate data with visuals. 30:30 Illustrating company's mission, vision, and unique narrative. 34:06 Focus on individual motivation for customer engagement. 38:15 Personal stories build trust in sales interactions. 47:02 Whole company Tableau training enhanced storytelling impact. 49:35 Customers seek thought leadership, trust, emotional connection. 55:49 Tableau: Empowers all users, frees specialized resources. 01:03:25 Use storytelling to improve communication and engagement. 01:06:20 Kelly's storytelling insights enhance sales and connections.

In this episode of ValuePros Show, Todd Snelgrove and guest Mike Wilkinson dive deep into strategic account management and the importance of value quantification in sales processes. Learn actionable insights to enhance your sales techniques and improve customer relationships. - Differentiate between cost, price, and total value to drive strategic account engagement. - Use decoy pricing and the compromise effect to influence consumer choices effectively. - Avoid offering products for free to enhance perceived value and profitability. - Implement structured value quantification tools to ensure consistency and credibility. Align engagement with customers' buying stages for more impactful sales interactions. 00:00 Driving strategic value through customer education. 06:21 Collaboration across departments ensures organizational success. 09:18 Focus on profit, not just total costs. 11:13 Accelerating time to market is crucial. 14:06 Business requirements assessment includes detailed financial considerations. 19:22 Focus on long-term cost, not initial price. 20:25 Companies struggle quantifying value; Excel errors persist. 23:32 ROI is crucial; accuracy and research matter. 27:03 Follow up on customer satisfaction and improvements. 31:04 Quantify your value to capture our attention. 35:25 Majority of buyer journey is independent research. 37:59 Belief and passion significantly impact business success. 41:03 Profitable companies prioritize holistic and strategic value. 42:25 Discounting doesn't increase overall product usage. 48:06 Charge vs. free: Bundling services in industries. 51:03 Value must be central to product development. 52:35 Process ensures effective value delivery and implementation.

Join us on the ValuePros Show as Bruce Scheer and Chuck Marcouiller dissect the art of making a strong first impact in sales. Learn the essentials to navigate the value fog and drive measurable outcomes. - Discover the "Three C’s" of value selling: context, clarity, and confidence. - Understand how to define and achieve the elusive "first impact." - Learn why consumers prioritize pain avoidance over potential gains. - Explore the "I MADE" framework for evaluating solution impacts. - Hear a personal story illustrating the importance of assessing value from the consumer's perspective. 00:00 Chuck Marcouiller discusses crucial first-impact selling. 05:07 Define customer impact to reduce software churn. 09:21 No decision prevails; clarity and confidence lacking. 12:20 Clear value fog for better deal success. 13:28 Value is defined by the receiver's perception. 19:32 Decisions blend logic, emotion; emotional impact crucial. 22:41 Three stages: solution impact, status quo impact. 24:58 Evaluating inaction costs, proving initial ROI impact. 27:54 Software implementation requires active collaboration between parties. 32:51 Aim: 90% pass certification, assess coaching effectiveness. 36:00 "Order doesn't matter; essential ingredients ensure success." 37:32 Documented processes create confidence, clarity, success.

Join Bruce Scheer and guest Scott Presse as they delve into effective sales leadership and the transformative power of structured coaching. Discover how to maximize your sales team's performance and boost revenue through targeted strategies. - The significance of Return on Sales Leadership (ROSL) and its impact on meeting quotas. - Importance of maintaining a healthy and balanced sales pipeline for productivity and revenue. - Structured coaching principles for better prioritization and action in sales. - Differences between effective coaching and daily communication. Early-stage coaching in sales cycles for optimized outcomes. 00:00 ValuePro Show features trusted advisor Scott Presse. 04:13 Sales management isn't formally taught or learned. 09:25 Coaching shifts performance, reduces reliance on top performers. 13:10 Evaluate sales leadership by quota achievement rate. 16:13 Calls often lack preparation, lead to low-value exchange. 19:18 Coach early to ensure long-term success. 23:14 Pipeline: Opportunities' aggregate, not deal reviews. 24:06 Quantity vs quality: Achieving quota through strategic engagement. 28:33 Pipeline discipline helps sellers understand business health. 32:13 Strategic focus on select accounts and coaching. 36:17 Coaching guides organize best practices for leaders. 38:42 Seek honesty, ask: What are you proud of? 41:38 Second-line sales leaders need improved coaching responsibility. 45:06 Scott shares practical sales coaching strategies.

Unlock the secrets to leveraging business value assessments in your sales strategy. Join Bruce Scheer and Paul Roberts as they delve into the transformative power of assessments to drive growth and build trust. - Importance of assessments in aligning decision-makers and strategic planning. - Phases of successful assessments: information gathering, analysis, and recommendations. - Role of high-quality presentations in risk management sectors like finance and healthcare. - Establishing trust and mutual commitment before conducting assessments. - Monetizing assessments and ensuring their value is clearly communicated to clients. 00:00 Bruce Scheer discusses value selling with Paul Roberts. 04:15 Stand apart with improved sales and experience. 09:10 10-dimension self-assessment with personalized improvement report. 10:44 Assess options and compete with consulting firms. 15:41 Need proof through assessment before considering big change. 20:24 Peer-to-peer selling maximizes client outcomes effectively. 24:05 Client bypassed vendor, directly chose AWS instead. 25:02 Assessments can be valuable and rebated tools. 29:45 Broaden assessments beyond products for customer clarity. 31:45 Try the free online value assessment tool.

Join Bruce Scheer and Mark Hunter on the ValuePros Show as they uncover the secrets to mastering a value-driven sales mindset. Learn practical strategies to enhance your sales performance and drive meaningful conversations. - Importance of a champion's mindset for success in sales. - Purpose-driven conversations for building lasting relationships. - Structured time management with the "Monday Mission" concept. - Trust-building through effective questioning and listening. Daily habits and goal setting for staying focused and productive. 00:00 Sales expert Mark Hunter discusses creating value. 05:13 Sales: Helping others achieve the impossible vision. 07:04 Mindset multiplies skill and tool sets. 10:32 Mindset determines outcomes, guides through challenges. 15:17 Exercise boosts discipline and changes perspective powerfully. 17:09 Set goals, manage time intentionally, achieve success. 20:45 Conversations prioritized with clients and potential referrers. 22:55 Mark's book offers mindset strategies for recovery. 27:00 Questions should prioritize customer over self-interest. 29:46 Ask opinions; people share valuable insights. 33:54 Co-hosts Sales Logic podcast with Meredith Powell.

In this episode of ValuePros Show, Bruce Scheer and George Torok discuss the art of making the right first impression in professional settings. Learn actionable insights and techniques to enhance your presentation skills and build lasting connections. - How a childhood birdhouse story helped secure a $10 million contract. - Five essential keys to impactful presentations. - The importance of confidence and how to command attention when speaking. - Tips for virtual meetings and professional presentation. - Why focusing on the audience rather than personal introductions builds credibility. For more resources and tips, visit toroktips.com. Don't forget to subscribe and review the show! 00:00 Making impactful first impressions with George Torok. 03:13 First impressions matter; engage the audience immediately. 08:30 Vendor rejected for attending meeting from airport. 11:36 Visual disruption sparks curiosity and engagement. 14:18 Emotional connection's key; impersonal interactions fail. 17:19 Confidence attracts attention; demonstrate understanding to engage. 21:35 Avoid cliches; they don't enhance LinkedIn credibility. 25:46 Clients hire me for my confidence. 27:28 Ensure audience attention before speaking important words. 30:39 Master communication, first impressions, visit TorokTips.com