Alex Hayes is the President of Boost Pricing, a sales training company focused on helping organizations price based on value rather than fear or habit. With a background in sales and sales leadership, Alex specializes in empowering sales teams to confidently communicate value, reduce unnecessary discounting, and improve margins through mindset shifts and execution systems. Her work centers on aligning pricing strategy with people, process, and culture.
Here’s a glimpse of what you’ll learn:
- [04:30] Why even strong pricing strategies fail without confident execution.
- [05:40] How mindset—not math—is the biggest obstacle to higher margins.
- [07:10] Why flat pricing leaves money on the table for value-driven services.
- [09:35] How sales teams directly impact the bottom line beyond revenue.
- [13:00] When discounts make sense—and how to use them strategically.
In this episode:
Pricing isn’t just a numbers game—it’s a leadership and execution challenge.
In this episode, Adi Klevit interviews Alex Hayes about why so many businesses struggle to charge what they’re truly worth. Alex explains that while pricing strategy often gets the spotlight, execution is where most organizations fall short. Without the right mindset and systems, even the best pricing models fail to deliver results.
Adi and Alex explore how fear, complexity, and internal resistance prevent teams from asking for higher prices. Alex shares how sales professionals often undervalue their influence on the bottom line and how understanding margin impact transforms confidence and behavior. The conversation highlights why pricing should reflect the value delivered to each client, not just a standard rate.
The discussion also dives into discounts, objection handling, and documentation. Alex emphasizes the importance of giving sales teams clear processes, tools, and guardrails so they can confidently navigate pricing conversations. Together, Adi and Alex reinforce a key systems principle: when pricing conversations are documented, practiced, and supported, sales teams stop discounting reactively and start leading strategically.
Resources mentioned in this episode:
Quotable Moments:
- “You can have an A-plus pricing strategy and still fail with C-level execution.”
- “Pricing challenges are usually mental, not mathematical.”
- “Flat pricing feels easy, but it ignores real value.”
- “Sales teams influence the bottom line more than they realize.”
- “Discounting without strategy signals uncertainty, not value.”
Action Steps:
- Evaluate whether your pricing strategy is supported by confident execution.
- Identify where fear or habit is driving discounting decisions.
- Train sales teams to communicate value, not just features.
- Document pricing conversations and objection-handling processes.
- Create clear guidelines for when and how discounts can be used strategically.
Sponsor for this episode:
This episode is brought to you by Business Success Consulting Group.
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