Let's Talk Pricing Podcast

Most organizations say they've adopted value-based pricing. But when it's time to price the next deal, many sales teams still default to cost-plus.

In this episode of Let's Talk Pricing, Kevin Mitchell sits down with Gaurav Dawar, Senior Manager, Pricing & Revenue Management at WillScot, to explore why that gap exists and what it takes to make value-based pricing the default in everyday commercial decisions.

Drawing from a real-w...

Pricing isn’t just about numbers.

While models, margins, and optimization often take center stage, the most powerful forces shaping pricing decisions are human—how customers perceive value, how decisions are made, and what ultimately drives willingness to pay.

In this episode of Let’s Talk Pricing, we’re joined by Jenny Millar, Founder and CEO of Untapped Pricing and co-author of The Pricing Sprint. Drawing on...

Guest: Josh Bardell, Principal of Global Industries, Conga

Many 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 intell...

Many pricing professionals don’t struggle because their analysis is wrong — they struggle because their insights don’t travel.

In the first new episode of 2026, Kevin Mitchell sits down with Claire Wang, pricing strategist and influence expert, to explore the shift from technical excellence to strategic influence.

Pricing teams are often analytically strong. They build rigorous models, validate assumptions, and prod...

In this special episode of Let’s Talk Pricing, PPS President Kevin Mitchell reflects on a year of profound change across the pricing profession. From shifting market dynamics and rising complexity to the growing influence of AI, data, and cross-functional leadership, Kevin explores how pricing roles, expectations, and capabilities are evolving in real time.

Looking ahead, he shares his perspective on what pricing professionals...

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Kiran Gange, Founder and CEO of RapidPricer, to explore how AI and analytics are transforming retail pricing across Europe and beyond.

With nearly two decades of experience in retail, Kiran shares his perspective on how automation, data, and ethical AI are reshaping the way pricing teams forecast demand, manage promotions, and stay compliant in ...

What happens when the pricing playbook you’ve relied on no longer works? In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Christina Wirth, CPP, Managing Director and Head of Pricing & Commercial Enablement at KPMG US, to explore what it really means to “forget what you knew about pricing.”

With over 20 years of experience driving pricing transformation across global profe...

In this episode of Let’s Talk Pricing, host Kevin Mitchell (President of PPS) sits down with Patience Mutiso, MBA, CPP, Partner in Strategy, Pricing, and Revenue Growth Management at Elladon Consulting Services and a member of the PPS Board of Advisors. With over 30 years of experience helping businesses “get value right,” Patience shares her insights on building sustainable pricing capabilities that drive transfo...

In this episode of Let’s Talk Pricing, host Kevin Mitchell (President of PPS) is joined by Jeet Mukherjee, who will be speaking at this year’s Fall Conference. Jeet shares his vision for the “bionic pricing team”—where human judgment and AI-driven insights combine to unlock stronger performance, protect margins, and transform the way pricing teams partner across the business.

🎙️ Key topics include:

• ...

In this episode of Let’s Talk Pricing, host Kevin Mitchell (President of PPS) sits down with Dr. Michael Wu, Chief AI Strategist at PROS and one of the most respected voices in AI and pricing.

Together, they explore how artificial intelligence is reshaping pricing strategy, from the rise of intelligent agents to the human skills that will matter most in an AI-driven world. Dr. Wu explains what’s changed with Generative A...

Artificial Intelligence is no longer just hype—it’s here, reshaping how companies think about pricing. In this episode of Let’s Talk Pricing, George Boretos, CEO of FutureUP and recognized Top 50 Thought Leader in AI, joins us to explore how predictive AI is already transforming pricing decisions and why now is the time for first movers to act.

We cover:

• The “AI in Pricing Paradox” and why timing mat...

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Ron Baker and Ed Kless, co-founders of THRESHOLD and two of the most influential voices on value, transformation, and enterprise.

Together, they explore the big ideas behind their latest collaborative work, A Revelation for the Transformation Economy—including why they believe we’re entering a new economic era, how professionals must...

Guest: Mark Gilham, Vice President, Global Advisory at Enable

In this episode of Let’s Talk Pricing, Kevin Mitchell sits down with Mark Gilham to unpack how pricing leaders can elevate their role from tactical execution to true profit strategy.

Mark shares why tariff-driven pressures are reshaping pricing conversations, how pricers can build and keep influence in the boardroom, and where Generative AI fits into profit strat...

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Ebrahim ElEbiary, CPP, and PPS Director of MarCom & Key Accounts Angie Jackson for a candid conversation about women in leadership—both in pricing and beyond.

Inspired by a discussion at our Dallas event, the conversation explores leadership styles, the importance of “owning your narrative,” and how women leaders navigate m...

In this special solo episode of Let’s Talk Pricing, PPS President and show host Kevin Mitchell recaps our Spring 2025 Conference in Dallas. Kevin reflects on standout sessions, key themes, and the energy that filled the room from start to finish. Whether you joined us in Dallas or followed along from afar, this episode brings you behind the scenes of what made this event so powerful.

Tune in to hear Kevin’s personal take...

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell is joined by Jeet Mukherjee, Chief Strategy Officer at Holden Advisors and co-author of Pricing with Confidence.

With over 25 years of experience, Jeet shares how leading firms protect margins, stay aligned across teams, and respond to tariff-related volatility with pricing strategies rooted in value—not fear.

You’ll learn:
✅ How to use value-ba...

Perfectionism can be a hidden roadblock for pricing professionals—slowing down decisions, increasing stress, and holding back innovation. In this episode of Let's Talk Pricing, we’re joined by Janelle Villiers—author, coach, and founder of Janelle Villiers Partnerships—to explore how to break free from toxic thinking, shame, and imposter syndrome.

Tune in to learn:• How perfectionism shows up in pricing roles...