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Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're joined by Bruce Scheer, co-founder of ValuePros.io, a firm dedicated to helping revenue teams nail their story, prove their impact, and deliver buyer experiences that buyers love.
With a mission to "inspire others to inspire others," Bruce brings a wealth of experience from working with some of the biggest names in the world, including Microsoft, SAP, and Tableau.
We dive deep into the "value edge," the "charisma edge," and the "Brave" framework, and explore how to fix the value disconnect that is killing deals in today's fast-moving business world.

Here are the core areas we discuss in today's episode:

1. The Value Disconnect: Why So Many Deals End in "No Deal"

2. The Charisma Edge: Showing Up On Purpose, With Presence, For Others

3. The BRAVE Framework: Five Levers for Building Your Charisma Edge

4. The First Four Seconds: The Power of the Halo Effect

5. The Future of Sales: The Buying Experience is Everything

Final Thoughts:

Bruce Scheer's insights are a powerful reminder that in the world of B2B sales, the human element is more important than ever. By focusing on value, charisma, and the buying experience, you can build stronger relationships with your customers, close more deals, and drive sustainable growth for your business. It's not about being the slickest salesperson or having the flashiest product. It's about showing up on purpose, with presence, for others. And that's a message that we can all take to heart.

Check out more at Value Pros Website

Connect with Bruce at https://www.linkedin.com/in/bscheer/

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Learn more at www.forceandfrictionpodcast.com