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Let's Talk Pricing PodcastAuthor: The Professional Pricing Society
The Professional Pricing Societys mission is to nurture a growing community of pricing professionals committed to disseminating pricing expertise throughout the business world. In short, we connect great ideas with great people. Learn about our MANY resources for pricing professionals globally and membership opportunities at pricingsociety.com. Language: en-us Genres: Business Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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From Winning the Deal to Winning the Customer: AI, Decision Intelligence, and the Future of B2B Pricing
Episode 2
Thursday, 5 March, 2026
Guest: Josh Bardell, Principal of Global Industries, CongaMany pricing organizations have historically optimized around one objective: winning the deal. But as technology, buying behavior, and data capabilities evolve, leading companies are beginning to rethink what pricing success actually looks like.In this episode of Let’s Talk Pricing, Josh Bardell joins Kevin Mitchell to explore how AI-powered pricing and decision intelligence are helping B2B organizations move beyond transactional thinking toward maximizing customer lifetime value.The conversation examines how advances in neural networks and AI agents are enabling pricing teams to generate more dynamic, real-time offers while aligning pricing decisions with long-term customer engagement. Along the way, Josh shares practical perspectives from industries including airlines, retail, distribution, and manufacturing.Topics discussed include:Why focusing only on “winning the deal” can limit long-term profitabilityHow pricing teams can shift toward a customer lifetime value mindsetWhat neural networks have changed about AI-driven pricing modelsHow AI agents enable real-time, optimized offers for digital-native buyersThe evolving role of rebates, subscriptions, and engagement-based pricing tacticsWhere pricing leaders should start when adopting AI-driven decision intelligenceWhat capabilities will define high-performing pricing teams in the coming yearsThis episode offers a practical look at how pricing strategy is evolving as AI capabilities mature and customer expectations change.
