How to be Approval Ready with Bruce Scheer and Todd Snelgrove

In this episode of the ValuePros Show, host Bruce Scheer and guest Todd Snelgrove dive into the crucial phase of driving execution with a focus on being Approval Ready. Todd, a leading expert in value based selling and pricing, shares his extensive knowledge on engaging with procurement, debunking misconceptions, and creating compelling business cases. Listeners will gain actionable insights on building trust, understanding buyer's needs, delivering impactful solutions, and mastering value quantification to succeed in B2B sales. Don't miss this in-depth discussion aimed at helping value professionals get ready to connect the dots so buyers can buy. 00:00 "Value professionals show up ready to connect." 05:14 Discussing value over reducing price in sales. 07:20 Infosys deal and aggressive procurement process. 11:07 Office supply companies deliver similar products, procurement insights. 16:19 Specifying needs, gathering information, evaluating options. 17:04 Negotiate terms, conditions, price, value, measure satisfaction. 22:06 Early cadences, KPIs, preplanning for contract renewal. 26:22 Logic, numbers, frustration with clients in engineering. 27:00 Emphasizing credibility, storytelling, and preparation in communication. 31:47 Excel value case stages, assumptions, value analysis. 35:35 Broken spreadsheets, costly mistakes, and credible platform. 37:48 Sellers often unprepared, asking essential questions. 41:18 Value professionals make compelling, quantifiable case. Connect and stay updated for value selling.