Hannah Ajikawo
Gaurav Nemade
Revolutionizing B2B Sales With Empathy
In this episode of Revolutionizing B2B Sales With Empathy, Hannah Ajikawo, founder of Revenue Funnel, shares how a buyer-centric and empathy-driven approach can transform sales performance. From her "Sell Like You Care" philosophy to the Symbiotic Seller framework, Hannah explains how trust, transparency, and a deep understanding of customer needs lead to better sales outcomes.
We also explore how AI is revolutionizing B2B sales, common go-to-market strategy mistakes, and how sales professionals can position themselves as trusted, omniscient advisors rather than just sellers. Whether you are a sales leader, entrepreneur, or sales rep, this episode is filled with practical insights and strategic advice to help you sell smarter in today's evolving landscape.
- Why empathy in sales is more than a soft skill—it is a competitive advantage
- How AI is transforming sales and what sales leaders need to do now
- Go-to-market strategies: The seven essential building blocks for success
- Common mistakes businesses make when structuring their sales strategy
- The Symbiotic Seller approach: Building trust and long-term relationships
- Hannah’s personal journey, career lessons, and advice for sales professionals
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Key Highlights with Actionable Takeaways
1. Empathy in Sales: The Competitive Advantage
Key Insight: Buyers are tired of aggressive sales tactics. The future of sales is empathy-driven and buyer-centric.
Actionable Takeaway:
- Instead of asking, "How can I close this deal?" shift your mindset to "How can I add value to the buyer right now?"
- Focus on listening and understanding pain points rather than pushing a product
- Build relationships by being transparent, honest, and genuinely helpful
2. AI in Sales: The Future is Now
Key Insight: AI is no longer a futuristic concept—it is already reshaping B2B sales.
Actionable Takeaway:
- Use AI for lead qualification, sales enablement, and automating follow-ups
- Consider building custom AI agents for your sales process rather than relying solely on third-party tools
- Train your sales teams to embrace AI and work alongside it as a co-pilot
3. Go-To-Market Strategy: The Seven Core Building Blocks
Key Insight: Many companies struggle with focus and alignment, leading to wasted resources and inefficiencies.
Actionable Takeaway:
- Clearly define where you play (your market) and how you win (your differentiator)
- Avoid the "we sell to everyone" mistake—narrow down your ideal customer profile
- Map out your buyer’s journey to understand their decision-making process
4. The Symbiotic Seller: Selling with Transparency & Trust
Key Insight: The best sellers are not just trusted advisors—they are strategic connectors and problem-solvers.
Actionable Takeaway:
- Become an "omniscient seller"—always learning, staying informed, and networking
- Be transparent about competitors—if another solution is a better fit for the buyer, say so
- Shift from transactional sales to long-term relationship-building
5. Personal & Career Growth: Hannah’s Advice for Sales Professionals
Key Insight: The most successful sales leaders are always learning, adapting, and thinking bigger.
Actionable Takeaway:
- Be a sponge. Learn from every experience, even the negative ones
- Challenge yourself to speak up in meetings—do not let the “curse of knowledge” hold you back
- Think bigger: Instead of aiming for 30 percent close rates, ask how you can get to 100 percent
