NetSuite

Account Executive

BLACKHYVE

Advisor

Deloitte

Sr. Technology Advisor

Salesforce

Account Executive - Enterprise

FinancialForce

Regional Sales Manager

President's Club FY21
President's Club FY20

National Account Executive

Account Executive - Mid Market

Account Executive - Small, Medium Business

Account Executive - Strategic Growth Business

Senior Account Executive - Emerging Small Business

Business Development Representative

WIND Mobile

Store Manager

TELUS

Sales Representative

Even as a serial sales rep throughout school, I never considered a career in sales as a viable option.

I had resigned myself to the reality that teaching was my calling and that sales was just a means to pay the rent until I graduated.

That all changed when I attended a dinner my brother was hosting for his closest friends.

The topic of what I planned to do came up and there was an overwhelming amount of support to seriously consider the field of sales.

That night, without a business degree, I worked up the courage to apply to some of the perceived best sales organizations we had discussed.

To my surprise, companies began to reach out and I haven't looked back since.

Now, I am here to help others, in a similar position find their calling.

Working in the trenches, leading teams, or advising companies on their growth objectives.

I'm excited to give back and help those who may look to forge a similar path.

Ian Barker 👨‍🍳

ValuePros.io

I am a co-founder and Chief Revenue Officer at ValuePros.io where we partner with revenue leaders and their teams to improve revenue performance. We help teams overcome the "Value Fog" and "Accelerate Growth" by communicating and quantifying "Differentiated Value." The revenue teams we serve resonate with their target audiences, advance more opportunities, and accelerate growth. Let's connect and explore how our strategies and tools can help you achieve your growth goals!

Partner to revenue leaders and their teams

InspireYourBuyers.com

Partner to Revenue Teams to Inspire Their Buyers and Accelerate Revenue Growth

NSA Northwest

I am the Immediate Past President and member of the Board of Directors for National Speakers Association Northwest. My role is to serve the Board of Directors and community stakeholders. The problem we solve for senior and budding professional speakers is unrealized potential, the outcome we help our members achieve is speaking and business success and the solution we deliver is a place that uplifts our members to ‘be a better speaker and build a better business.’ We do this through Community, Content, Connections, and Certifications. Let's find a time to talk!

Immediate Past President and Board Member

Corporate Visions

Clients including Adobe, eBay, SAP and Tableau know it’s not enough to just have a go-to market strategy where they gain clarity on where to go, who to engage with and what to sell. It’s not enough to have the right messaging and positioning that can help sales and marketing make the value connection and have credible conversations with potential buyers. These clients know their go-to-market success depends on whether their sales team know where to go for the information they need, what to do with that information, and what to say in unique scenarios.

By mixing DSG’s sales playbook platform and video-enabled training with my go-to-market and messaging expertise: 

• Tableau was able to distill their story into a whiteboard that engaged executives through a clear, concise and compelling conversation vs. simply taking clients through a demo. The company was able to increase sales conversion effectiveness and on board hundreds of new sales people with powerful messaging and a great whiteboard conversation over a two-year period

• Adobe transformed how they go-to-market and were able to accelerate progress in having c-level conversations that communicated a unified message around broader solutions

• eBay was able to more easily engage with senior decision makers with a clear, impactful case for change

With the DSG playbook platform, my clients’ sales teams have at their fingertips their ideal customer profile, trends and pressures, imperatives and value drivers, a whiteboard conversation framework, key solution plays, key objections, competitive messaging . . . Pretty much the key ingredients sales reps need to have successful selling conversations.

Facilitating Consultant and Educator

FutureSight Inc.

For most B2B tech organizations that I work with,  their reps the key “brand perception points” for the company, especially for b2b technology firms with smaller budgets allocated for brand marketing.

With the help of Dr. Janelle Barlow, author of “Branded Customer Service”, I have created a whole new business structure centered by my upcoming book and consultancy domain around “Branded Sales.”

You see, when most sales reps go to introduce themselves and their company, they stumble badly. They don’t have a set way to introduce themselves, the awesome company they work for, and what they stand for. As a result, they create a bad first impression and lose the opportunity for further selling conversations.

With this new program, Dr. Barlow and I sharpen and recast our clients’ brands in sales-friendly deliverables, including branded selling stories and storytelling best practices. We then help to enable the sales organization to carry these stories through experiential training and putting metrics and structure in place to track branded selling performance.

Partnering with the Brand Expert to Offer “Branded Selling Programs” to Tech Companies

Studies show that ~80 percent of marketing and sales professionals feel their demand generation campaigns are insufficient when it comes to helping them achieve sales success. I strongly believe it’s because companies are just pushing out tons of content and creating lots of virtual consumption that goes nowhere. Prospects may like the content, but “change” is not happening. There are no next step actions being taken, so sales in many cases are even abandoning the content that marketing is providing. 

That’s why along with providing clients with their unique positioning and “business story” – and the ROI Selling and Demand Gen tools to quantify the business value, we provide clients with content that is designed for the “why change” conversation. For example, we worked with HP and Microsoft on a joint go-to-market campaign and sales enablement approach around 8 target joint solutions. For each solution, we designed an executive-level workshop that carried a unique and urgent message for the customer conversation. We also provided the content to promote the workshops - and the post-workshop to move prospects closer to a sale. This included infographics, ebooks, videos, white papers, standardized sales rep emails and nurturing messages. 

Because HP and Microsoft delivered an insightful and provocative campaign that captured buyer interest, HP gained an 85% connect rate in terms of closed business.

Below, you’ll find samples of the content and marketing materials that we have created for CSC - another one of our clients. In the near future, you'll also see the complete case study that shows why the HP/Microsoft campaign was so successful.

Go-to-Market Expert Helps HP Gain an 85% Connect Rate with Sales Enablement & Demand Gen Content

Through my firm’s positioning and messaging services, I help tech companies frame their value proposition and business story in a way that helps their prospects see the magnitude of their biggest issue or dilemma - and the opportunity for change that’s created by our clients’ solutions.  

But that’s only the 1st step. 

To create urgency for change, we then frame up our clients’ quantifiable business value propositions and enable their marketing teams and sales reps to close more deals with ROI demand generation and selling tools. You see, potential buyers need a compelling reason to change. The fact that ~60 percent of qualified leads end the sales cycle with no decision is solid proof of this,

And, this is why when Brocade planned to go head-to-head with the 800-pound gorilla in their market space and challenge the status quo with their newer technology, they came to FutureSight looking for a TCO tool. They wanted their sales reps to quantify the value of switching from the competitor’s older switches to Brocade’s new technology. This tool needed to be easy for both sales reps and customers to use in selling conversations. They also needed a web-friendly quick calculator with a call to action that they could use with lead gen campaigns to drive demand and especially generate more qualified sales leads.
 
By using our ROI Selling Tools platform, Brocade’s sales reps were able to clearly communicate and quantify the differentiated value they could deliver over the competitive alternative. The TCO tool created a business case for change, including the strategic value the prospect would realize by moving to the newer Brocade technology.
 
In the videos below, you can see how our ROI selling tools are helping sales reps improve their selling conversations, and how marketing can increase its relevance for sales by providing sales reps with more “qualified leads”.

GTM Expert Enables Sales For Brocade by Magnifying Their Prospects’ Dilemmas with ROI Selling Tools

One of the biggest reasons, I named my go-to-market strategy and sales enablement firm “FutureSight” is because, unlike many other firms, we don’t just help the client see what their value proposition is for today. We show the client how it may look tomorrow, and then help them shape their message strategy and their selling conversation to fit into today with headroom for growth.

For example, before working with FutureSight, McKesson’s positioning and messaging was more of an “us vs. them” argument. Through a positioning, messaging and storyline development program, we reframed how McKesson saw themselves, their future, and their relevance to the market. They went from a vision of offering traditional services around core McKesson technologies, to a vision of leveraging client relationships and the talent of the organization to build new capabilities and offerings desperately needed by their target audience.  

From there, we helped the company:

1. Develop a clear understanding of the changing world of the target McKesson customer, and their risk of doing nothing. 

2. Create a compelling vision of “what better would look like and what that future would hold.” 

3. Paint a clear contrast between the alternatives. We wrapped this into a provocative and consistent storyline that sales, marketing, and executive leadership teams could get behind to help their customers dislodge their status quo while highlighting McKesson’s differentiation. 

The results were tangible:

- Sales quickly adopted the new message, storyline and associated assets for immediate sales performance improvement and rapid revenue growth.

- The message strategy and associated visuals were leveraged across all marketing and selling collateral and internal communications.

- All stakeholders involved were promoted within 1 year of project initiation.

Go-to-Market Expert Reframes How Tech Companies See Their Solution’s Future & Their Market Relevance

MSI Consulting

I joined MSI Consulting, the industry-leading channels consultancy, as a Consulting Director. As MSI was transitioning to being part of the WPP group of companies, I was quickly promoted to Vice President and West Coast Office Director. My last position with the firm was Vice President of Consulting.

Vice President; West Coast Office Director

VIA International

As one of the founding members of VIA International’s Singapore office, I helped grow the business through successful consulting engagements and management of both Multinational and Asia-based accounts. Our focus was shaping go-to-market and routes-to-market strategies for technology clients.

Senior Consultant

Service Quality Centre

Service Quality Center was a national initiative and joint venture between Singapore Airlines and the Singapore National Productivity Board, with the goal of raising service levels within Singapore. I initiated and guided whole-company strategies across the Asia Pacific region to improve quality and service levels, and served as a consultant, trainer and business development manager.

Business Development Manager

My mission is to 'Inspire Others to Inspire Others. My firm helps revenue leaders and their teams accelerate growth, harnessing B2B sales fundamentals and the power of AI to enhance revenue performance - something I'm sure interests you. As pioneers in the business value selling space, we support our blue-chip and "scale-up" clients through fluctuations in the market by effectively communicating and quantifying business value. Mastering these skills should be a top priority for revenue teams, as it is essential in meeting the expectations of everyone involved, particularly your buyers.

𝐄𝐥𝐞𝐯𝐚𝐭𝐞 𝐘𝐨𝐮𝐫 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐓𝐞𝐚𝐦
Your revenue team must stand out as 𝐓𝐫𝐮𝐬𝐭𝐞𝐝 𝐀𝐝𝐯𝐢𝐬𝐨𝐫𝐬 to drive growth. With 70% of the buying process happening without direct sales interaction, buying committees growing in number, and enhanced financial scrutiny, it's crucial to communicate and quantify the unique value of your offerings effectively.

𝐓𝐡𝐞 𝐏𝐫𝐨𝐛𝐥𝐞𝐦: 𝐎𝐯𝐞𝐫𝐜𝐨𝐦𝐢𝐧𝐠 𝐭𝐡𝐞 "𝐕𝐚𝐥𝐮𝐞 𝐅𝐨𝐠"
Many revenue teams get stuck in the "Value Fog," struggling to articulate a clear and differentiated value proposition. This leads to a mere 15% win rate, with 60% of buying journeys ending with inaction and 25% of deals being lost to the competition. Ouch!

𝐓𝐡𝐞 𝐎𝐮𝐭𝐜𝐨𝐦𝐞: 𝐀𝐜𝐜𝐞𝐥𝐞𝐫𝐚𝐭𝐞𝐝 𝐆𝐫𝐨𝐰𝐭𝐡
What if your revenue team could inspire more buyers and win their unfair share of competitive opportunities? You would experience accelerated growth.

𝐓𝐡𝐞 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧: 𝐃𝐢𝐟𝐟𝐞𝐫𝐞𝐧𝐭𝐢𝐚𝐭𝐞𝐝 𝐕𝐚𝐥𝐮𝐞
The key to accelerated growth is enabling your revenue team to communicate and quantify your differentiated value. My team can help your revenue team:
* Develop and present clear, compelling, and 𝐜𝐚𝐭𝐚𝐥𝐲𝐳𝐢𝐧𝐠 𝐯𝐚𝐥𝐮𝐞 𝐧𝐚𝐫𝐫𝐚𝐭𝐢𝐯𝐞𝐬
* Leverage 𝐀𝐈-𝐞𝐧𝐡𝐚𝐧𝐜𝐞𝐝 𝐯𝐚𝐥𝐮𝐞 𝐭𝐨𝐨𝐥𝐬 to a) show up "value ready," b) communicate and quantify your differentiated value, and c) support their internal champions with value justification proposal development
* Enhance their skills with 𝐬𝐩𝐞𝐜𝐢𝐚𝐥𝐢𝐳𝐞𝐝 𝐭𝐫𝐚𝐢𝐧𝐢𝐧𝐠 𝐚𝐧𝐝 𝐬𝐮𝐩𝐩𝐨𝐫𝐭

𝐋𝐞𝐭'𝐬 𝐂𝐨𝐧𝐧𝐞𝐜𝐭 𝐚𝐧𝐝 𝐀𝐜𝐜𝐞𝐥𝐞𝐫𝐚𝐭𝐞 𝐘𝐨𝐮𝐫 𝐆𝐫𝐨𝐰𝐭𝐡
Let's explore how we can partner to help your team resonate with your target audience, advance more opportunities, and help you accelerate growth. Please reach out to me to learn more.

𝐄𝐦𝐚𝐢𝐥: bruce@valuepros.io
𝐓𝐞𝐱𝐭: 1.425.444.9595
𝐒𝐢𝐭𝐞: www.valuepros.io
𝐌𝐞𝐞𝐭𝐢𝐧𝐠: https://calendly.com/brucemeetup

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Ian Barker 👨‍🍳

Bruce Scheer, MBA ⚡️

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