Pragmatic Live’s Product Chat is a podcast focused on tackling the biggest challenges facing today‘s product management, product marketing, and other market and data-driven professionals with some of the best minds in the industry.
Episodes
Friday Jan 14, 2022
Friday Jan 14, 2022
In this episode, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Rod Griffith, chief client officer at MarketReach on how to help current customers discover new value in a product. Rod discusses how personal benefits can be a strong differentiator, especially when the competition focuses on business benefits. He explains how to uncover and leverage unrecognized benefits, unrecognized beneficiaries and unrecognized uses. They also explore how to remain authentic in the sales process by indirectly highlight personal benefits through conversation and questions.