The Sales Conversation Podcast

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

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!

"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"

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"

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

Discover how to align your revenue team for success in an ever-evolving market with insights from A. Lee Judge's book, ""Align Your Revenue Team for Success with Cash."" 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 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 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.

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.

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.