Navigating the Buyer's Journey — With Hannah Ajikawo

Meet Hannah Ajikawo, CEO & Founder of Revenue Funnel! 

In this value-packed episode, Hannah shares her deep (and down-to-earth) insights on the buyer's journey. She explains how to influence and nurture early-stage prospects, ensuring that when they're ready to buy, they turn to you.

Hannah also digs into how she balances work and life, highlighting the challenges and pressures from the workplace, rather than prospects. She shares a personal anecdote about prioritizing her son over work — and how people reacted! 

✨ Follow Ashley
✨ Follow Katrine

🎵 Jam to our walk-up song playlist on Spotify

Transcript

[00:00:00] Hannah Ajikawo: I don't understand why we can't work with a buyer why do we have to be like, it's you and me.

[00:00:03] I'm on this side of the table. You're on that side of the table. Like I sit next to buyers in meetings. Even recently, finally went to some in-person ones. I sat in between the two buyers. I'm like, I'm in the middle. Because we're working as a team and we're all looking at the same board, and we're going through notes.

[00:00:18] You can see my notes. So that's why I always try to advocate through the work I do. I'm like nice just tell people what you're doing, what you're using, what you found. It's not a big deal.

[00:00:27] Ashley Coghill: Hi, I'm Ashley.

[00:01:10] Katrine Reddin: And I'm Katrine.

[00:01:11] Ashley Coghill: Welcome to Ashley and Katrine's Infinite Revenue Playlist. 

[00:01:15] Today we'll be joined by Hannah Ajikawo, CEO and founder of Revenue Funnel. Hannah, thank you for joining us.

[00:01:23] Hannah Ajikawo: Oh, thank you for

[00:01:23] having me. 

[00:01:24] Katrine Reddin: to kick it off, we wanna introduce you a little bit and read your bio so everyone knows about your many wonderful accomplishments. So Hannah, first and foremost is a mom, and she's also a go-to-market strategy consultant and has many years of experience as a sales leader. 

[00:01:42] She recently led the EMEA business at Scaled before starting her own consulting firm Revenue Funnel, where she currently spends her time building out global onboarding, training and enablement programs for various organizations.

[00:01:54] She is an advocate for diversity in sales through her role at Sistas in Sales, and has developed a habit of airing her views and perspectives on B2B sales, which is why we've asked her here being vocal has led her to being voted a top LinkedIn influencer, a sales influencer to watch as recommended by builtin in

[00:02:13] one of 100 most powerful women in sales as voted by demand base. She's obsessed with rethinking the ways that we as salespeople can continuously deliver value to our customers. And today specifically, she's joining us to chat about performing discovery, improving pipeline quality, and of course what it's like being a woman and mom in revenue.

[00:02:34] Ashley Coghill: As you all know by now, our podcast has a bit of a musical twist to it. The Infinite Revenue playlist was inspired by the concept of having a walkup song. Since as sellers and other revenue related roles, we are often compared to athletes, the walkup song is something that pumps you up before you step out onto the field to play, or in our case, before you walk into work and crush your day.

[00:02:55] With that in mind, Hannah, what is your walkup song?

[00:02:59] Hannah Ajikawo: So my woke up song's been the same for a few years now, and it's Bruno Mars and Cardi B Finesse. the reason why is because it's like I used to wake up at 5:00 AM to go to the gym almost every day. And without fail, every time I played that song, it would give me energy and like, give me this mindset of like, today I'm gonna execute everything just with a little bit more like class, bit of finesse sharper.

[00:03:23] So obviously, yeah, I, it, it always gets me going. And, um, and I, walked up on stage to that song earlier on this year and I was provide me. That's pretty cool.

[00:03:31] Katrine Reddin: So it's a real walk up

[00:03:32] Hannah Ajikawo: It, it's that's what I do.

[00:03:35] Ashley Coghill: I think that might be our first literal walk up song,

[00:03:38] Hannah Ajikawo: It's.

[00:03:38] Ashley Coghill: yay.

[00:03:40] Katrine Reddin: Also, I think finesse is something that all salespeople should, you know, possess if you wanna be successful. So it's a very choice.

[00:03:48] Hannah Ajikawo: There we go.

[00:03:50] Katrine Reddin: We've already added it to our playlist, which by the way, can be found on Spotify by searching Ashley and Katrine's Infinite Revenue Playlist. And I was listening to it yesterday when I was driving up to Rhode Island and it was the perfect ad to the playlist.

[00:04:03] Hannah Ajikawo: Do you wanna hear a fun fact?

[00:04:05] Katrine Reddin: Absolutely always.

[00:04:07] Hannah Ajikawo: I only joined Spotify like a few weeks ago.

[00:04:12] Katrine Reddin: What?

[00:04:13] Hannah Ajikawo: I never used Spotify, like,

[00:04:15] Katrine Reddin: What? Did you use anything else before?

[00:04:18] Hannah Ajikawo: yeah. So I was like, have you heard of Deezer before?

[00:04:21] Ashley Coghill: Mm-hmm.

[00:04:22] Katrine Reddin: Never.

[00:04:23] Hannah Ajikawo: I think it originated in France, but they kept aggressively advertising. These are years ago, like five, six years ago, and I signed up, I'm probably one of their first customers and I stayed with them until I got a special offer on Apple Music. So I just thought I'd share that because like everyone's on Spotify and I'm like, I don't have, but now I do.

[00:04:40] Katrine Reddin: we'll make, we'll have to create a playlist on, what's it called? Deezer.

[00:04:43] Hannah Ajikawo: I don't use that anymore. Apple

[00:04:45] Katrine Reddin: All right, apple, Spotify, or Apple, Spotify. Apple Playlist instead.

[00:04:50] Ashley Coghill: I also use Apple Music. Which I've gotten some shade for,

[00:04:55] Hannah Ajikawo: Yeah, it's okay. I'm, I'm with you. I'm with you actually, fine.

[00:05:00] Ashley Coghill: I just 

[00:05:01] Katrine Reddin: jump right into it. As you know, this, this podcast is all about elevating the voices of women in revenue. we've had you on our, our meetup series, which is why we're really excited to have you back, but. To get into the kind of the broad topic of just being a woman in revenue, we'd love to hear a little bit about your personal background from yourself and just what your experience has been as a woman in revenue.

[00:05:24] Hannah Ajikawo: Yeah, no, no problem. I'll share some. So, I think I shared this with you before. I'm not, I, I'm not the, the person who says I, you know, I got President's Club every year for the 15 years of my career. That was, I. That was really never my, my career. I had the fortune of joining, some incredible organizations really early on in my sales career where I've always been in tech.

[00:05:43] And I like to, I, I feel more credible when I say like, I was selling tech when you sent it out on CDs. I just feel like I. I'm now like, you have respect me now. Right. I'm old school. but no, I, I had the benefit of joining organizations where there was great structure, great, great systems that helped to make salespeople and businesses successful.

[00:06:03] And then I also got the other side of it where it was like joining Disruptive startups. So I joined an AI company in 2011. Everyone's like, AI. I'm like, man, I, yep, that was me 12 years ago. Right. So I've had the benefits of both of those. Environment

[00:06:17] and, and, had like really great years, incredible years where I was winning awards and stuff, but also had awful years where I was like, I think I'm all right.

[00:06:26] What's happened here? So I started to look at like, What are all the constructs that exist around salespeople, revenue teams that actually allow 'em to be successful? So products, you know, the, the actual strategy, marketing,enablement and, and I could see where things were broken.

[00:06:41] And, so I started to do consulting about eight years ago, and that picked up more and more, and I was in hybrid roles like AE or player coach roles or. Like SDR leadership. and then I just took, yeah, the, the consulting thing just, just really took heed. And the main thing is, is I realized that oftentimes when you step outside of the environment, people trust you more.

[00:07:03] and they listened to you and I, and I really enjoyed that. I really en, enjoyed having my voice heard, particularly as a woman in sales where I was always the only one. particularly in new business sales, I tried so hard. I was like, man, I'm gonna do account management. It's so easy. Like, who you do speak to customers all day.

[00:07:18] People are like, you are a hunter. Yeah. We're not gonna put you in that role. So, so yeah, that's, that's like my background. And today of course, I'm the CEO founder of Revenue Funnel. really simply a consulting firm and I work with tech organizations helping them to increase their win rates. And their average contract value by enabling their ability to support buyers on their buying journey.

[00:07:37] And I absolutely love what I'm doing.

[00:07:40] Ashley Coghill: This is new, right? 

[00:07:41] Katrine Reddin: something you said real quick. You said you loved being heard, especially as a woman in revenue and throughout the meetup series that Ashley and I host. One of the most common issues or pain points that our, our attendees voice is that they feel like they're never heard or they don't really have a seat at the table.

[00:08:00] And I'm curious if there's something specific or tangible that other women in all sales roles can do to ensure that they are heard.

[00:08:09] Hannah Ajikawo: That's, that's a good question. So I don't have the perfect answer for this, but I, I'll just talk to you about some of the stuff, like, just the way that I used to think about it. So firstly, you have to believe that what you say is actually of value and that it's valid. And, and you do that, you, you, you get more confident in that by making sure it's backed by data and you've got evidence.

[00:08:28] I think sometimes, not we as women, but we as individuals in general, are guilty of complaining. Whereas in businesses, particularly when it's, businesses that need to make fast decisions, they want solutions. Don't complain. Come up with something that we can work on. don't make me work to understand your perspective.

[00:08:46] So I, I think what I started to do is think, okay, I'm just not gonna sh, I'm just not gonna stay silent. And I had to, I had to. Remove the, the feeling that I felt like, oh my God, just don't think I'm an angry black woman. If I object to something, don't think that, oh my God, here she goes again. I had to like remove that feeling and just, almost act like I didn't care.

[00:09:09] Ashley Coghill: Mm-hmm. 

[00:09:10] Hannah Ajikawo: Even though I did it hurts. but I was like, Hannah, I think you've got valid points. Because I was. Getting braver in different spaces, speaking up in smaller groups rather than big ones. And you know, I was always nominated to be the person on the steering committee and stuff when that was a thing.

[00:09:24] Companies, again, I, I'm, you know, I'm old school, but just encourage people to, as a woman, you, you have to be the thing that you want to see. So you, you have to get into a, a place where you're like, you know what? What I have to say, it makes sense even if you have to turn to the side to appear that you trust and be like, I, am I crazy here, but I feel like this is something that we should be thinking about and, you know, and, and lean on someone to be like, yeah, that's a great idea.

[00:09:53] and, and kind of in, get that confidence to speak up and out, but don't fall into the, the habit of complaining, right? BMW is it bitching, moaning, and whining, right? Where, 'cause that doesn't do anything other than make you seem like the person that's always gonna bring a negative tone. And I will say that I, I am, I can equally balance moaning with solutions.

[00:10:13] I'm a, I'm a bit like I can get carried away sometimes, but I've become much better at saying, I'm looking at the picture. I can see everything that you are all saying. Have we thought about this year, and I'm planting that seed, but I'm also, we're quite smart, right? We see things so differently. So sometimes we are saying things that seem so basic and other people that, may not identify as women are like, that's great.

[00:10:38] And you're like, it's really basic. So that too. So just remember that you are, you're, you're really powerful in, in your ideas and your feeling. And just try, try to increase the confidence that you have, share in small spaces and, and then amplify your voice a bit bigger.

[00:10:51] Ashley Coghill: I love that you said that about complaining, and I think that it's really easy for, and I don't know if it's, well, I have a, have an opinion that it's. It's easier for women to be seen as negative if they do complain or bring up something that's not, that's against the grain. And I think it's a really interesting call out that we, we do have to come to the table with data and things to back ourselves up, and we have to continually work on our positivity so that we're not just discredited for the complaining.

[00:11:21] So thank you for bringing that up because I think it's really important.

[00:11:25] Hannah Ajikawo: ,A and, and another thing to add to that is, is trust, right? And, and trust. If, if I always talk about this, but you could read a hundred books and it always comes down to,character and competence. So if, people are gonna trust what you say, if you deliver. Right. you are competent and if you, if you have good intentions, so if they don't see you as somebody that has good intentions or good motives, and you also have never really performed, it's really hard to speak up.

[00:11:49] Ashley Coghill: Mm-hmm. 

[00:11:50] Hannah Ajikawo: Right. And I, I, I've had situations where I wasn't performing, I. And I, I and I, I knew that part. You know, there's always more you can do as a, as a revenue generator, but you, when you know, you've been in a situation where you're like, this strategy is broken. It's so wrong. We're going after the wrong companies.

[00:12:05] Like, this is a mess. How can nobody else see this? But because you're not performing, you're like, I can't say anything man, it's so hard. Cause they're gonna be like, you don't know anything. It's like, I do, I've done this so many times in other companies, but here it's a mess. I didn't see it before I joined so.

[00:12:20] I, it's really hard to, in those situations where you're like, and that's where you have to have somebody else at that higher level that, that sees that, like you, they're like, I know that this isn't sales problem. This is a business problem that we're having right now. So everybody speak up. So as leaders that we have to also invite our teams and, and make everybody feel, heard and give them space to, to give feedback.

[00:12:43] Katrine Reddin: I think this will obviously differ from. Person to person, situation to situation. But do you have any like tangible ways I think that women can practice kind of that confidence or. Taking baby steps towards actually speaking up. 'Cause I know for myself, especially in the early days of being a, a baby, SDR, if I had an idea I would sit on it for a month.

[00:13:05] Cause I was like, I'm an sdr. I know nothing. They don't wanna hear what I to say. And something that I used to do is I would type up whatever my idea was and I would read over it probably a hundred times if I still thought it was a good idea. The hundredth time reading it, I was like, I'm sending it, but obviously that's not very practical.

[00:13:22] I'm curious if there's anything that you put into practice yourself that other people could replicate.

[00:13:27] Hannah Ajikawo: Oh completely. I used to just go and do it. I'd go and do it and I'd go back to a leader and be like, you can't tell me off now. Cause I've done it and it's a good outcome kind of thing. Right. I'd never do anything that was like gonna be against company policy or anything like that. But if you, if I'm thinking about being in those junior positions, I have literally, Going outside my territory called the biggest company in the, you know, in our target accounts.

[00:13:50] Cause I could see that nobody had contacted it. I've sold to them. And then when the contracts come through and the invoice is going out in finance, I've had it been called into the MD's office and he is like, what have you done? He's like, well done by the way, but what have you done? But it's like, I could see.

[00:14:06] That we weren't doing some really basic stuff, which is like, Hey, this, this is, this is the sweetest spot for us, like big company. The the need is crystal clear. I know I can go in with this value proposition. Why are we not doing it? Oh, they're busy. I'm like, I've got a target to hit, so I'm gonna go hit it.

[00:14:20] Right? But, but what that did when it comes to, back to that trust thing is when we had a new, we're planning for our, go-to-market strategy. I was really junior here actually, and I remember the MD calling the CMO and saying, Can you invite Hannah into that meeting? She's, she's always got good ideas, but so I, so I'm a, a big believer in go do it.

[00:14:41] Even if, even at a small scale, just so you can come to the table with, I've got an idea, I've got feedback, I've got thoughts. Even if it means you've got an idea to your point, Katrine, and you're like, I'm gonna go outside of our company and just check with other people, like, I was gonna try this. You think it's a good idea?

[00:14:57] Or Are you guys seeing this? But you have to, you have to just. Do it. Like it's, it's really, I know it sounds crazy, but that's the most tangible thing I can say. If you've got an idea, do it. Do whatever you can to move the needle a little bit. And the biggest thing is just bring the data and the evidence.

[00:15:12] So even if you are brand new, even if you are underperforming, if you are saying to a leader, Hey, I've got some kind of proof that this could be a good idea, and they are, dismissing that, then they're being an irresponsible leader. And that's it. That's not on you. They genuinely are being irresponsible by, by, by neglecting that.

[00:15:30] So they should be considering stuff like that. But as we know, there's egos that flow about, so,

[00:15:35] Katrine Reddin: do and ask for forgiveness later.

[00:15:37] Hannah Ajikawo: Oh, that's literally my philosophy.

[00:15:40] Katrine Reddin: I love it. I love it.

[00:15:42] Ashley Coghill: You're a new company,

[00:15:43] Hannah Ajikawo: Mm-hmm.

[00:15:44] Ashley Coghill: you said consulting. Are these some of the things that you're helping other teams with?

[00:15:49] Hannah Ajikawo: Yeah, so, part of what I'm doing is if I'll take it back a step actually. So if you think about what's happening, in the industry and just, just in general, people are just a bit fatigued now and they're like, I. The buyers are at this place where they're just human. Like you and I, we buy things right all the time.

[00:16:06] And if you think about some of the processes you go through, you're just like, oh, leave me alone. Let me do what I need to do. Go away. Don't ask me how I'm doing, just go, go away. I'm just, I'm busy and I'm fed up. I just want, I've got things to do. I'm, I'm moving home. I've got 10 minutes between, right? So we're all in those spaces.

[00:16:22] So they're just like, I'll let you know when I need help and our job is to, to not wait and let them know until they come to us, but really our job as revenue teams and organizations is to be like, I think they're gonna need help now. I, you know, I'm gonna, I'm gonna do what? I'm gonna listen, I'm gonna try and understand where they're at and I'm gonna try and give them something that's gonna be useful.

[00:16:45] and I was listening to what a lot of sales leaders were asking me around, Hey Hannah, how can I help my team qualify things better? I think they're just not great at discovery. You know, they're not asking good questions and you know, we are having. You know, prospects just ghosting, forecastings all over the place.

[00:17:00] And I was like, do you know what I'm seeing over the last like seven years of consulting is reps, they just don't, they don't listen to bias because we train them to do our processes so much. We're like, follow this process. And I always say that I've done the same thing. I've built processes and say, follow this.

[00:17:17] It's great. However, I've always been very biocentric. So in everything that I've built and thought about, it's like, yeah, but what does a client need or what does buyer want? So that's been, that's quite, comes quite naturally to me. so I'm trying to, you know, a big part of, to, to that trust piece that I do in, enablement is helping people to develop their credibility.

[00:17:36] In enablement, we don't do that often. It's like, how to make a cold call, how to do this, how to do that, which is fine. Those are skills that we need. But there's also, it's also understanding, particular things around our character. And that's literally like one acronym of a, of my, one of the frameworks, the care framework that I developed.

[00:17:52] And it's like character. So how do you show up for buyers in a, in a sales engagement, or any kind of engagement? Maybe you are a customer success manager. How do you show up as someone that's credible and trustworthy and we don't? Get taught that and we just assume people come out of school and they're great people.

[00:18:07] It's like, yeah, but you've told me to be like business-like and I dunno how to be myself and, and, and deliver value. So yeah.

[00:18:15] Katrine Reddin: I think one of the most underrated skills any salesperson can have is that ability to listen. Into what a customer is saying and respond and deviate from the script. Because I was just on a sales call the other day where I was on the, the buying side of it and they were pitching me, and it wasn't a bad call by any means.

[00:18:34] I could tell they were checking all the boxes, they followed all the things they needed to do, say all the questions they needed to hit. But there was a few things that I said that I was basically leading them in a direction and they just completely like ignored it and kept going with the script. And I was like, If you could have just deviated a little bit improved how your solution would help with what I just said to you, it would've been a no-brainer for me to continue the conversation, but they completely missed it.

[00:19:02] And they were great at delivering the demo. They were personable. They had a great tone. They, you know, it was a really great demo, but they didn't listen. And I was like, it's so important now that I'm on the opposite side, that when I am pitching to a customer, I really listen to what they're saying and I respond to it.

[00:19:19] Right. And I think that is something that is missing in a lot of the discovery calls that I listen to nowadays.

[00:19:27] Hannah Ajikawo: Massive.

[00:19:30] Ashley Coghill: I feel like listening skills is one of the skills that sets women apart in sales works.

[00:19:37] Hannah Ajikawo: Hmm.

[00:19:37] Katrine Reddin: Yeah. I think this is a really good transition into one of the many topics that we wanted to chat with you about, which is discovery calls, right? Listening during discovery. there could have been a billion topics we chose to, to ask with you about, but we thought discovery would be a really good one cause we haven't covered it yet.

[00:19:54] And I know from following you on LinkedIn and all your content, That you are trying to evangelize discovery, and we'd love to learn what that means and what exactly you're evangelizing.

[00:20:07] Hannah Ajikawo: I think I'm just a little, a little bit weird to be fair. I try to break things down into like, digestible chunks because I, I feel like when I see some of the discovery frameworks out there that, you know, even through like working with clients, I'm like, this is.

[00:20:22] It's okay. Yeah. Okay. Like, I get it. But I see the same thing over and over again and we, I don't know what, I don't know when this happened really. I think it's, as we started to look for faster growth and we've got this kind of VC infused industry that's really, blowing up over the last 15 years. but we do this thing where we plan discoveries and we've got all these frameworks and scripts.

[00:20:47] All good, but we only plan to sell to people who have known problems and we only plan to, to sell and have conversations and build discovery. And people that 

[00:20:56] like, I am, I'm ready. I know everything, whereas 80% of people don't. So we go in and we're like, Hey, so wanna understand your role and responsibilities?

[00:21:08] Boo to that question. I wanna understand, you know, you know what, you know, why did you take this call? Fair enough. And it's like, okay, like tell me, tell me about your world. What keeps you up at night? And then they're like, well, you messaged me. I thought I'd take the demo. and they're like, so, like, so you know, how many platforms do you use?

[00:21:24] And it's like all this tick box, tick box. But, which is fine. People can answer those and then people that are better at discovery will ask more metric-based questions and really start to get to the pain. The thing is, I, Hannah, VP of whatever department, I have no idea about the pain. I haven't really thought about it.

[00:21:40] I just, you said something and I was like, Hmm. Light bulb for me. That sounds quite interesting. I'm, I'm curious to learn more, but that's it. I'm curious to learn more. I didn't say I'm gonna buy anything. I could get budget. Yeah. But I, I don't know how this relates to me. So the biggest thing that I see, companies mess up is just that ability to take people that are really early on in their buying journey nurture them and influence them, so that when they are at a space where they wanna buy, it's just you.

[00:22:07] There's no one else. You've been helping me through this process for a long time for the 2, 3, 4, 6, 9 months. Instead, what we do is we call and we're like, yeah, boss, they had no pain, waste of time. Bant them out, qualify them out. I'll call you back in four months. In four months you call. And little nifty disruptive startups got in touch with them because they've been hammering them every, Hey, let me give you this and let me give you that and let me give you this.

[00:22:31] And you're like, oh, I, I already bought something. We just, you know what, Ashley, you just missed it. We, we just bought something. And it's like, but you told me to call you back in four months. It's like, yeah, but that was just a random number. And so we're not really great at that. So I always say the way in which companies have to start to overcome that.

[00:22:49] is simple. Firstly, find out where someone is in their buying journey. and this is, I always use, you'll see me talking about this all the time. I've been making the same videos for two and a half years. One day, there's a few people that listen to me and they're my customers, but

[00:23:03] essentially, you know, there we go.

[00:23:05] Right? On a scale of, you know, one to 10, where are you in your, in understanding how this whole thing manifests itself inside your organization, this issue, challenge, opportunity, topic, AI, chatty, ChatGPT, whatever it is. Like, where are you in understanding that and pe, and just say like one meaning. Man, I just took this call the first time I've heard of it.

[00:23:24] 10 meaning we are, we developed an RFP, we've got shortlisted vendors. We're doing, we're going in that direction. You can still win those, but it's really freaking hard. Right? But we build discoveries for people that are in that review stage. They've built their hypothesis, they've shortlisted vendors.

[00:23:40] They've already chosen a direction and you can't really influence that. You can only try to influence their decision making but not their direction. Whereas people that are in that early stage are really in research. They're like, Hey, I'm, I'm a free, I, someone did mention it in our team meeting on Monday, and Hannah, you know what?

[00:23:57] Your me, email literally came through at the same time that I had that meeting, so I thought I'd take the meeting. We're still figuring it out. Teach me something and it's like, perfect. I'm gonna use all of the training I have to teach you about the problem and I'm gonna teach you about how you go about figuring it out inside your organization as well.

[00:24:16] Here's the tools, resources, scripts, meetings, questions you should ask your senior decision makers. These are the people that you need to speak with and they'll listen to you 'cause you're gonna make them a superhero. We'd never on earth have I ever seen training around that. Never. Never. and I've gone into organizations and challenged them on that, and they're like, oh, actually no, we've just figured this.

[00:24:36] We're just trying it. And I'm like, I hear your team's calls. I, I literally spend my days listening to sales calls or I, I am gone. I'm like,

[00:24:45] Katrine Reddin: The human version of Gong.

[00:24:47] Hannah Ajikawo: There you go. Right? I'm just like the one individual. But, hear it all the time. I'm like, yes, you're doing a great discovery of the people that are already, but the people that aren't, you're missing them and they're going elsewhere.

[00:24:59] Katrine Reddin: So what suggestions do you have for, I guess, the companies that are currently focused on, the people that are already aware, they wanna make a buying decision, they're already doing their research. How do we be more intentional about targeting those earlier stage? Prospects that need more education.

[00:25:16] Hannah Ajikawo: Yeah, we have to look at the, the buying journey as a, as something that our entire revenue team are supporting. And that's really what I try to, to, to nurture through, Revenue Funnel. So, you know, there's, I always say there's eight stages of the buying journey, right? So really quickly there's the, the, the pre-purchase and as opposed purchase.

[00:25:33] So you've got awareness, consideration, decision and purchase. Then you've got, adoption, expansion, renewal, and advocacy. and so, and that's kind of split, split in two kind of, but in that early stage, we have this assumption that that's marketing's job. Marketing raised the awareness marketing educate.

[00:25:50] So what happens is we get in to try and qualify, and the qualification criteria we have says, do you have a problem right now? No, by back to marketing, marketing can't influence in the way that we can. We are skilled individuals at listening at special questioning and kind of like objection handling. You can't objection, handle an ad campaign.

[00:26:09] I mean, it helps, but it doesn't help someone's, it doesn't challenge people. So we, when we have to start developing narratives, conversation templates where you can speak to someone and it's like, Hey, you signed up for a demo. is it a demo you needed or did you have specific questions? To be fair.

[00:26:26] Thanks. Thanks for asking that. I don't, yeah, probably not a demo yet. I did have one question, but there was noth, nothing else I could do on your website because a, a buyer won't really say that they didn't want a demo. However, you, you use a technology to see where their, their tab was and they weren't on your demo.

[00:26:41] The tab showed that they were actually on a different screen 'cause they had one question and they don't wanna be. impolite and they're used to salespeople talking on and on, so they just kind of let you do your thing and then they kind of take you for a ride. Let's get our reps prepared to be like, is it cost you want?

[00:26:56] No problem. I can give you a bracket. I can't give you accurate costings, but if that's what you need to raise your awareness. Oh, good. I can give you that. We just, we, we don't give our teams tools. We say if they're not ready, qualify them out. And go find someone else. And I'm like, that's crazy. That's your icp.

[00:27:12] They're gonna be ready inside an 18 month to two year window fact, 'cause they have to make the changes. That's why you have a business that's found the trends and you're growing and all those things. But we just say if they don't, if they're not in that three to six month window, and we also incentivize that.

[00:27:27] So we just work to that and we are doing what we're, we're gonna get paid for. I'm not gonna do things, I'm not gonna get paid for.

[00:27:33] Katrine Reddin: Everyone's gonna roll their eyes as I yet again bring up community. But is why I'm such a huge advocate community in sales, 'cause it's a great way to nurture the relationships with those early stage, prospects. Build that level of awareness and education. Get to know them. Or if they have a simple question, right?

[00:27:52] You're not forcing them to get on a demo, but you can interact with them in some community space. They say, Hey, anyone know, you know such and such about Seismic Ashley season? She's like, yeah, of course. Happy to answer. I work there. Right? 

[00:28:04] community is a great way of doing that. I will bang that drum for a million years to come.

[00:28:10] Hannah Ajikawo: It is, it, it is you, you have to create, as I said, like part of that early, stages is where we get people inside an environment. Come on man. If you, if you follow any of these entrepreneurs, right? They're like, you know, create your customers, get them more in one space to talk to each other and help each other.

[00:28:27] And then, guess what? At some point they're gonna raise their hand and say, Katrine, I'm ready to talk to you. Ashley, I'm ready to talk to you. 'Cause I've, I've got myself this far. And that's what we do as humans, right? The first most people will like, let's think of fitness. You'll go to the gym and they'll try and sell you personal training.

[00:28:44] You're like, for some people they're like, I need the accountability end of, I know I can't do this. Other people are like, gimme a few months, dude. Like, let me try it out, you know, use some of the machines and when I'm not getting the progress that I thought I would get. Or get there fast enough, I'm gonna use you to get there quicker.

[00:29:02] 'Cause you are, you know how to do it. You've done it many times. But we need to give people a space to try and figure some stuff out and we can support them in that. And they're gonna get to a point where they're like, yeah, I've tried. I'm ready, let's go. And it's so easy. And that's where they're like, this closing is not hard.

[00:29:18] I've never had a problem with closing. I dunno why everyone's like, you need to do closing training. I'm like, no, because 

[00:29:24] Ashley Coghill: discovery training is closing training.

[00:29:27] Hannah Ajikawo: we go. Yes. I shouting from the rooftops. That's exactly what it is. It will close naturally if you, you know, when you, when you build great discovery, everything is logical beyond that because they understand why you're chasing them.

[00:29:39] They're like, I'm sorry, sorry. So sorry, Hannah. I know. I said I was gonna do that. That's the kind of conversation you have. They're like sharing their screen, showing you their inbox at the, the message that where the manager's like, they're literally shouting like, don't use that person. And you're like, I know that you are the best, but you start working as a team.

[00:29:55] It's not selling. It's so easy. But we just get

[00:29:58] Katrine Reddin: a partnership

[00:29:59] Hannah Ajikawo: Yeah. It's just a partnership and you know, I see people say if, don't say partner collaborate, and I'm like, I use all of those words 'cause I genuinely collaborate with buy. Like if someone's buying something from me or a solution, I work with them. It. I don't understand why we can't work with a buyer if they, if they have a, why do we have to be like, it's you and me.

[00:30:19] I'm on this side of the table. You're on that side of the table. Like I sit next to buyers in meetings. Even recently, finally went to some in-person ones. I sat right next. I sat in between the two buyers. I'm like, I'm in the middle. Let's go. Because we're working as a team and we're all looking at the same board, and we're going through notes.

[00:30:37] You can see my notes. You can, why are we hiding? What is this? So that's why I always try to advocate through the work I do. I'm like, nice. Just tell people what you're doing, what you're using, what you found. It's not a big deal.

[00:30:49] Katrine Reddin: I think that's also a really great way of practicing, as I know you're a fan of honesty in sales. Is by working with your customers as if they're your partners. Because again, I mean you, everyone's heard this line a million times, so people buy from people and they're not gonna buy from a person they don't trust.

[00:31:05] So why wouldn't you just be transparent and honest? It's gonna lead, you know, they're gonna trust you more throughout the entire process. They're more inclined to buy from you, and then they're gonna be a better customer they actually sign the dotted line.

[00:31:16] Hannah Ajikawo: Big time. Yeah. Yeah. And you won't cause problems for, you know, people down the, the, the funnel, which are like your CS team, where they're like, what have you done?

[00:31:24] Katrine Reddin: not Katrine and Ashley closing yet another customer, they lied to. No.

[00:31:27] Hannah Ajikawo: Yeah. Yeah. Exactly.

[00:31:29] Ashley Coghill: we've all had that coworker that does that. Right? I've,

[00:31:32] I 

[00:31:33] Hannah Ajikawo: dunno how keep their

[00:31:35] Ashley Coghill: and we don't know 'cause they don't always stick around for very long or something catches up with them. I've had, so I can think of one at every job I've ever had where you're like, okay, but I'm not going to take that shortcut because that is not ethical.

[00:31:51] It's a thing and it's ruining our reputation, so we have to take it back.

[00:31:54] Hannah Ajikawo: And it's mostly people that don't identify as women, by the way. I'm

[00:31:58] Ashley Coghill: I didn't say it. You did, but yes.

[00:32:00] Hannah Ajikawo: in

[00:32:01] every company that I work with is the same thing.

[00:32:04] Ashley Coghill: We know we have a picture in our head of, of who that 

[00:32:06] Hannah Ajikawo: is.That'ss

[00:32:07] Katrine Reddin: I took over, some opportunities from someone that had left a company I was at, and there was one call in particular where I literally had to say, I'm so sorry, but you're not buying what you think you're buying. Like, we don't do this, we don't do this, we don't do this. This is what we do. And the person wasso appreciative, they were like, ohh my God, like.

[00:32:30] Thank you for telling me because I could have lost my job for buying this 'cause this is completely different than what I expected and I was the entire time I was like, I would never lie to a customer like that.

[00:32:42] Hannah Ajikawo: To that extent, right? It's, it's actually incredible. And

[00:32:46] that's the 

[00:32:46] Katrine Reddin: not worth it for the sale.

[00:32:47] Hannah Ajikawo: Yeah, and it makes it re, so it does two things. It even makes it really hard for the next person, or you just do the bare minimum. And you are this incredible angel, to, to a buyer 'cause they're like the other person didn't even add an agenda.

[00:33:04] The other person was late to every meeting. The other person made me look bad in front of my boss. And you're like, really? Like that's a thing where they just don't turn up yet. just didn't turn up for the meeting. I'm like, oh, just, I just wouldn't do that. I dunno that's not my norm.

[00:33:18] Katrine Reddin: That's why we get bad reps as salespeople.

[00:33:21] Hannah Ajikawo: Big time. Big time.

[00:33:24] Ashley Coghill: it's true.

[00:33:25] Katrine Reddin: Ashley, I know you wanna ask some questions about being a mom, I'll let you kind of tackle those since you are also a mom, but speak to that so,

[00:33:34] Ashley Coghill: Hannah, I feel like when you joined our meetup a few months ago, we had like, Hey, talk about being a mom at the very end. And we had like five minutes to it, so we have a little bit more time. And I, I talk about being a mom in sales all the time, and I know that you have, I, we even had a cameo, I think, of your son, like, I think he up for a minute.

[00:33:54] Katrine Reddin: made an 

[00:33:54] Hannah Ajikawo: locked the door this time. I'm like not to. He was his takeover.

[00:33:57] Ashley Coghill: I love that. So yeah, I mean, what advice you have for moms and sales coming from someone who is doing it every day?

[00:34:07] Hannah Ajikawo: Oh, imagine you just need to let people know that you are a mom, like as early as possible because, and not everyone would understand. Uh uh, some people won't care, but. The reason why, it's just so people know that he could show up. Like he's just gonna show up and like, it's okay right now. Right. But, and also just testing that out with is, let's just say if you are, if you are in an important meeting, 'cause sometimes I don't have any help.

[00:34:33] So I'm like, I'm just hoping today is not the day. That he decides to build a mountain around me, right, or swing from my neck. But, um, we do, you know, set that expectation with, with your, with your buyer to say, you know, if there's a broader meeting, if this, does it make sense for us to just push the meeting out?

[00:34:50] Sometimes if you know that you're not gonna be your best, because as a parent, particularly as a single parent, sometimes it's like, whew, I'm like my best. I'm just gonna make silly mistakes. I, I may not be listening 'cause you know, my, my son went for a phase of having. You know, really bad outbursts and I'd literally be on Zoom and hear him scream.

[00:35:08] And I dunno if it's an outburst or he's hurt himself. And I've just been like, I've just shut my laptop. I've just, and I've just had to beg for forgiveness afterwards 'cause I'm like, I cannot be a superhero. Like I, I can't be everywhere at once. And my child, Is always gonna come first. So I, I'm like, set the expectation.

[00:35:27] Just let people know. And, you know, some of us have, have kids who have special needs. They need attention, right? there's kids that have special needs. There's kids that have special,routines. My son has no routine. He's the boss of the He puts me to bed most days. But, I just think we, we, we have to give ourselves some grace because.

[00:35:44] We're in really, it's really hard to switch off from sales. It's hard because you're like, there's always one more deal, one more prospect. You've seen a post, you're like, ah, that's my buyer. Let me go and should I jump on LinkedIn? And it's like, oh, oh, they've messaged you at 10:00 PM and you're like, they've taken two weeks to respond.

[00:36:00] Maybe I should. There's so many things, but we, we do have to give ourselves grace and just know that if you are doing the right things more often, Don't feel like you have to be online at 11:00 PM trying to do something. You are not at your best. Just take that break. Because when you are, you know, fully fragile and you've got five solid hours, the kids are at school or whatever the situation is, that's your time to shine.

[00:36:21] So, I've had to give myself a lot of grace, like so much grace and not guilt trip myself and say, oh my God, I miss his bedtime. I'm like, I got bills to pay. Okay. Mr. Man. Right. You see that and you want Minecraft game and you wanted like 15 other games for you on Nintendo Switch. They are 50 quid each.

[00:36:38] Okay. So I gotta go work for that. So I, I try, I do have really adult conversations with him since he was like two.

[00:36:45] Ashley Coghill: Oh yeah.

[00:36:46] Hannah Ajikawo: He's over it. But yeah, 

[00:36:47] Ashley Coghill: Yep. we're we're on the switch kick too. It's Mario all day long

[00:36:52] Hannah Ajikawo: Old, site. Mm-hmm.

[00:36:55] Katrine Reddin: Hannah, has there ever been a moment or experience where someone has either given you a hard time or reacted negatively to you having to prioritize your son over work, whether it was like a customer or prospect or someone you work with?

[00:37:09] Hannah Ajikawo: Do you know what's funny? we always assume that it's gonna be our prospects that give us a hard time. It's always our companies. like honestly, we don't feel the pressure from prospects. I, I find it so much easier to say to your prospects like a few weeks ago, I just felt so run down. It's like allergies and a cold kicked in all at once.

[00:37:27] And I was like, it was 20 minutes before the call. I was really trying hard to be like, come on Hannah, just one more meeting. But I'm like, my brain's fried. I am, I'm sneezing. Like it's, and it was late as well. 

[00:37:39] it's always the work when you're working. The kids are like, this is the time I wanna speak to you. but yeah, it usually has been like the working environment where you're like, I feel like I'm disappointed my colleagues or my boss, which is unfortunate. They, they say it's okay with understand.

[00:37:53] I, I don't think they do as much as they say they do at all.

[00:37:57] Ashley Coghill: I, I have had the luck of working with people who also have kids, and in those cases it's a little easier because they do understand. But there, there have been probably more cases where they didn't, and it's hard. What's the thing that you've learned the most from your child that has helped you in sales?

[00:38:16] Like, let's go positive here.

[00:38:18] Hannah Ajikawo: Yeah. Oh my gosh. Patience. Patience, increased empathy. you have, you don't realize how much, how much you have in you. And people will find this through different ways and not just parenthood. But there's, there's things that happen in your life. For me, it was having a child where I was like, oh my gosh, there is so much more in me.

[00:38:36] I didn't, I didn't realize that I could not sleep and survive, like, wow, I've survived on no sleep for like, I think it was three and a half years before my son stopped waking up every night for a bottle. and I was out at, you know, 5:00 AM and I had, you know, a 13 hour day. So it's like that patience of. Okay. I have to find a better way of dealing with this myself because that is a child. And if I cannot control or mediate a child, then there's things that I have to work on. I have to find new ways of mediating and, and kind of alleviating a high tension, thing. So I, you know, I, it is forced like me to, to, to look at, you know, look left, look right, and read different things.

[00:39:19] observe different things, really. Get to know him at a different level, which is not just, I'm your mo, because firstly, he doesn't stand for it, which means he's definitely my child. but he would just be like, he would say things to me when I was younger. He'd be like, mom, it's not that I'm not, I don't go to sleep.

[00:39:34] It's that you haven't found the most creative ways to get me to sleep. It's like, literally you say that to me, and I'm like, You are right. That's okay. Back to the drawing board. So yeah, they, they teach you a lot. But again, it's not always through parenthood. There's other things that will happen in people's lives and they're like, oh my God, there's more in me.

[00:39:51] Sometimes it's a new friend, a, a relationship where you've just got that new drive and sense of sense of being that just completely changes things for you. And it's, it's so exciting. It's, it's, it's by far the best that's ever happened to me.

[00:40:03] Ashley Coghill: I agree.

[00:40:05] Katrine Reddin: I'm not a mom, but I just wanna validate how impressed I am with both you two and just any mom that's working for that matter. I can barely take care of myself and my dog.

[00:40:14] Hannah Ajikawo: Yeah.

[00:40:15] Katrine Reddin: power to you.

[00:40:18] Hannah Ajikawo: Yeah. You, you'd be surprised. You're just like, I dunno how I'm doing it, but I I'm doing it. I'm just doing it. 

[00:40:23] Ashley Coghill: You you do not have a cho, you do not have a choice. That kid has to eat. That kid has to sleep. They

[00:40:29] need, they have needs, and it's all you. So,

[00:40:32] Hannah Ajikawo: Yep. Yeah, you take deep breaths and do star jumps. We have this thing where we do that energy jump, so if he's moody, I'm like, I made him do an outside school are people looking like, what's going on here? I'm like, come on dude. Once you're free. I'm, we're jumping in the air together. They, so they're like, okay, this is weird.

[00:40:47] But I don't care. That's our thing. And it immediately makes me smile. It, you are smiling. It immediately makes him smile and he snaps out of it. I'm like, okay, let's rock the day now. So it is just like, there's just things you do as parents and I, I really don't care what people think anyway, so I'm like, I will dance in the street.

[00:41:02] Let's go. Let's go do it.

[00:41:04] Ashley Coghill: I

[00:41:05] am gonna use 

[00:41:05] Katrine Reddin: jump could be used for, anything in sales, right? You just got rejected by a prospect. All right, energy jump. You just closed the deal. Energy jump. I love 

[00:41:16] Ashley Coghill: could, I can sell this to my son because Star jump sounds like something out of Mario. So

[00:41:20] Hannah Ajikawo: There you go, you get a gold coin 

[00:41:24] Ashley Coghill: There you go.

[00:41:25] Hannah Ajikawo: I love

[00:41:26] Katrine Reddin: Power up. do wanna ask you a few quick questions about, pipeline quality before we wrap it up with the, would you rather questions? Cause I know this is something that you've written about recently on LinkedIn and you talk about it quite often. How can salespeople, you know, ensure they actually have quality pipeline and, and improve it continuously?

[00:41:48] Hannah Ajikawo: So, you know, I was talking about that two year window that most companies, if you've got a good business, a good product, and you're following the trends, they should need what you have inside a window, a rolling two-year window. now the first thing I say is when you have a opportunity that looks real, feels real,do two checks.

[00:42:04] One, check where they are in air buying journey, 'cause that's gonna help you forecasting because if you go through and, and you're like, Oh, actually they still haven't really, there's no metrics around this issue or stuff. They're just kind of like, we have a problem and they haven't figured it out yet, so people can buy at that stage.

[00:42:21] The only thing is they'll buy it at this level when the deal value could be here. That's the first thing I've told reps that deal's gonna close. They're like, how do you know? I'm like, 'cause I listened to your core and oh my God, it's so compelling. And he's thinking this is the cheapest thing ever. Right?

[00:42:34] But because it's like a big deal value for you, you didn't see that that could have been a 100K. They're like, oh. So stuff like that. So that's the first thing. Check where they are. The other thing is, Which will help you recognize how solid the opportunity is, is during the early stages of a of a deal.

[00:42:49] buyers have to find consensus as a, as a decision making unit. Even the peop, so the people that sign on the dotted line, but the influencers, you know, the users, the people in the trenches, there has to be consensus that this is something that they care about. in relation to the stuff the whole company cares about.

[00:43:04] So, a quick example is, we wanna increase, rep productivity, at the same time, that we are going through, you know, the economy's crap. And we, we, there's a, there's mass layoffs, so productivity is gonna be. Really key to that individual, but also to the top line. Like we, we have to be as productive 'cause we've got a lean team.

[00:43:21] So you're like, I can see the dotted line there. Great. Okay, so, so now I'm like, I just wanna make sure everyone cares about that because if they don't, What happens is you'll have this one champion or someone, maybe even one of a decision maker that makes you think your deal was real. And at the end of it they'll be like, yeah, sorry.

[00:43:38] I just checked to my boss. And they're just like, yeah, it's just not really a a go for us. There was no consensus. The boss should know. Everybody should know really early on that, hey, as a business we are proactively trying to solve this problem, and if the business doesn't know that it's really hard to close a deal and that's why we lose so many deals.

[00:43:55] Katrine Reddin: So in terms of checking where they're at with their buyer intent and their buyer journey, do you suggest literally asking like, Hey, on a scale of one to 10, where are you?

[00:44:05] Hannah Ajikawo: Yeah, I, it's so funny 'cause I had a few people when I posted, first posted that in like 20, 21, someone came back to me, they're like, oh my God, I literally just asked that question. It's changed everything for me. I was like, I told you. But you can do that throughout buying journeys as well. Like, Hey, let's be real.

[00:44:20] Scale of one to 10, if I send you this proposal, can you, can you read that this weekend? No, it's just not gonna happen for the next few weeks. Brilliant. Thank you. I was just in a meeting two weeks ago, I said, so the first thing I did is I was like checking where they are in their buying journey 'cause they were asking for, Hey, can we have a discount?

[00:44:35] And I was like, Hold up. Have you actually decided to use a consulting firm yet? Because if you haven't decided on a direction you're gonna take, what am I giving you a discount for? That's pointless. We, we we're negotiating nothing. I need to know that you are gonna use me or someone like me so we can have light for light comparison.

[00:44:50] So ask the question or simply say like, you can do the signs. I've got like all these frameworks that one day I'll share. But, but no, if, if you think about it, you can ask someone, have you developed like an internal hypothesis, like do you have an idea about what this could mean to your organization if it's a no, they're so early on.

[00:45:08] Like they, they have work to do, man. so that's like, that will help you recognize this in like that research phase. If someone says something like, we have decided, or we've discovered that we have got this problem, it's causing us a, a, a, you know, a create this issue. It's that bottleneck. We fought, we fought through like what it would mean if we changed it and we fought about the amount of resources we need.

[00:45:28] We're like, okay, you are definitely reviewing how to solve this. Then you're like, they're on the other side of the fence, so you can ask, you can kind of check into those like key pieces that will tell you where they are. But that is one of the biggest thing, the best things you can do to, to check the quality of your pipeline.

[00:45:45] Honestly, it's so easy. You

[00:45:46] can do I 

[00:45:46] Katrine Reddin: simple. It's.

[00:45:48] Hannah Ajikawo: line. So horizontal line, line down the middle. Alright, so you've got a cross, put research on the left, review on the right, on the left hand side. In the research stuff, have they agreed that there's something wrong that they wanna solve for? On the other side, are they working on it?

[00:46:04] And if so, then there has to be some kind of metrics or impact. That's it. Just do, do that. Every time you have a deal, go back to your deals. Do that. Cross check it. I guarantee you're gonna be like, oh man, everyone's in research, nothing's closing. It's the truth. Most things are in research. They're not in review.

[00:46:19] Katrine Reddin: that's such a simple, but such an easy tactic that everyone should deploy.

[00:46:23] Hannah Ajikawo: Yeah. 

[00:46:23] Ashley Coghill: yeah. 

[00:46:24] Hannah Ajikawo: It's, it works. It's so funny how easy it is and, we try and do all this, like, I'm gonna write Med pick down and, ah, that's great. Have you built consensus that there's no c for consensus in Med pick? I promise you not yet. We need to add another

[00:46:38] Katrine Reddin: I was say there should be,

[00:46:40] Ashley Coghill: So many

[00:46:40] Katrine Reddin: so you wanna jump towards the the would you rather questions?

[00:46:44] Ashley Coghill: we can do, would you rather? So we always do some fun, quick personalized, would you rather questions? Rapid fire. So, Hannah, are you ready?

[00:46:55] Hannah Ajikawo: Absolutely not, 

[00:46:57] but let's go 

[00:46:57] for it. 

[00:46:58] Ashley Coghill: All right, so would you rather consult for a small team that sells a complicated product or a large team with a simple product, or do you even care?

[00:47:08] Hannah Ajikawo: oh. I can do the, don't make me go on the fence 'cause I'll stay on the fence and everything. I'm gonna say small team.

[00:47:13] Ashley Coghill: Okay. Would you rather have your son lead part of your sales pitches on every sales call you make? Or have your son be responsible for sending one cold email every week that you are not allowed to edit?

[00:47:26] Hannah Ajikawo: Oh my God. Cold email every week. 

[00:47:28] be 

[00:47:29] Katrine Reddin: feel like you need to have him write one now and send it to us.

[00:47:32] Ashley Coghill: Yes.

[00:47:32] Hannah Ajikawo: God. It's so funny just up spell, so that'll be hilarious.

[00:47:36] Ashley Coghill: Oh, that's even, even better. would you rather have to include a line from your walkup song Finesse by Bruno Mars in every single cold email you send? Or would you rather post a video of yourself dancing to finesse every time you close a deal?

[00:47:50] Hannah Ajikawo: Oh, man. it's funny. I'd, I'd probably go for number one. yeah, I'd probably go for the first one. I'd do both, but let's go for the first one.

[00:47:57] Ashley Coghill: Perfect. Would you rather work in a sales role that offers a higher base salary but less flexibility or a sales role that offers more flexibility, but a lower base salary?

[00:48:08] Hannah Ajikawo: Got more flexibility cause I just make up the money doing consulting on the site.

[00:48:11] Ashley Coghill: There you go.

[00:48:12] Katrine Reddin: Heck yeah.

[00:48:13] Ashley Coghill: I love that would, okay, last one. Would you rather have a, to demo a product without a discovery call or have a long discovery call but not be allowed to ask additional questions during the demo?

[00:48:26] Hannah Ajikawo: so, so, okay. Oh, I'd go for the first one 'cause I can, I can demo disco with finesse, so it's fine.

[00:48:32] Ashley Coghill: Ooh, with, oh, full

[00:48:34] Katrine Reddin: I think you picked the first option for every single

[00:48:37] Hannah Ajikawo: Oh my God, look at that. I'm just an A, I'm just an A star student. 

[00:48:40] That's what it 

[00:48:41] Ashley Coghill: you go. I love it.

[00:48:44] Katrine Reddin: Well, Hannah, thank you so much for joining us. It was such a pleasure to have you back and chatting with us, and we appreciate all of your insight, all of your advice and your perspective, and I think everyone should be following you on LinkedIn and Twitter, wherever else that you are, 'cause you've always post such amazing content.

[00:49:02] But thank you again so much for being here.

[00:49:05] Hannah Ajikawo: You know. You are welcome. So, yes, LinkedIn, you can find me there and I would encourage everybody, please to subscribe to my YouTube. I'm posting, one or two videos every single week. Now I'm back at it before I pause, but yeah, and there's some, there's some super content coming.

[00:49:20] Katrine Reddin: Well, you've got two subscribers right here.

[00:49:22] Ashley Coghill: I'm gonna, I've actually never subscribed to anything on YouTube, but you'll

[00:49:25] Hannah Ajikawo: No way. 

[00:49:26] Ashley Coghill: never, I don't even know if I have a YouTube login, do I automatically?

[00:49:30] Hannah Ajikawo: You're gonna find out today, Ashley.

[00:49:32] Ashley Coghill: Right. For those of you listening, you can again follow Hannah on LinkedIn. Subscribe to her YouTube. If you'd like to listen to Hannah's song, finesse by Bruno Mars, you can also find that on Spotify along with all of the other songs that our amazing guests have put together for us by searching for Ashley and Katrine's Infinite Revenue Playlist.

[00:49:52] Thanks and see you next time.

[00:49:54] Katrine Reddin: See you next time.

[00:49:56] ​