Our 66th guest is Hannah Ajikawo – LinkedIn Top Voice in Sales 2021, Practice Lead for EMEA at Skaled Consulting and Director of Global Partnerships at Sistas In Sales.

 Owen and Hannah discuss the sales process, with a particular focus on the discovery phase.

Including:
– What the discovery phase is and how it should be approached
– Common mistakes sales organisations make during discovery
– Where most companies are losing their way in the sales process
– The downfalls of a rigid sales process
– How the sales process has changed in the last 15 years
– The fear of breaking the learning trend in young SDRs
– How being ‘human’ and adding personality to your conversations makes you a more effective salesperson
– Being customer-centric: what it means and how SDRs can achieve it