Systems Simplified Transforming Sales Teams to Capture Their True Value With Alex Hayes
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.