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Solving the Value Mystery with Mike Wilkinson

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Manage episode 496534556 series 2362343
Content provided by Pragmatic Institute. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Pragmatic Institute or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.

“Value isn’t what you do. It’s what the customer gets.”

In this episode, host Rebecca Kalogeris speaks with Mike Wilkinson, Value Sales Expert and Director at Axia Value Solutions, about what it really means to understand and communicate value in sales and why it’s essential for product managers, marketers, and sales teams to align around a customer-first mindset.

Mike introduces the “value triad”—revenue gain, cost reduction, and emotional connection—as a practical framework for crafting value propositions that resonate. He also explores the cost of inaction, the role of curiosity in sales conversations, and how product teams can support sales with more relevant, outcome-driven tools and messaging.

Whether you're building the next great product or trying to get it sold, this episode delivers insights on defining value from the buyer’s perspective and why that makes all the difference.

For show notes and more resources, visit: www.pragmaticinstitute.com/resources/podcasts
Pragmatic Institute is the global leader in Product, Data, and Design training and certification programs for working professionals. Learn more at www.pragmaticinstitute.com.

  continue reading

463 episodes

Artwork
iconShare
 
Manage episode 496534556 series 2362343
Content provided by Pragmatic Institute. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Pragmatic Institute or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.

“Value isn’t what you do. It’s what the customer gets.”

In this episode, host Rebecca Kalogeris speaks with Mike Wilkinson, Value Sales Expert and Director at Axia Value Solutions, about what it really means to understand and communicate value in sales and why it’s essential for product managers, marketers, and sales teams to align around a customer-first mindset.

Mike introduces the “value triad”—revenue gain, cost reduction, and emotional connection—as a practical framework for crafting value propositions that resonate. He also explores the cost of inaction, the role of curiosity in sales conversations, and how product teams can support sales with more relevant, outcome-driven tools and messaging.

Whether you're building the next great product or trying to get it sold, this episode delivers insights on defining value from the buyer’s perspective and why that makes all the difference.

For show notes and more resources, visit: www.pragmaticinstitute.com/resources/podcasts
Pragmatic Institute is the global leader in Product, Data, and Design training and certification programs for working professionals. Learn more at www.pragmaticinstitute.com.

  continue reading

463 episodes

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