The Inspired Selling Podcast with Dylis Guyan: Recent Episodes

Dylis Guyan

The Inspired Selling Podcast is a show for SME’s and Sales People who are selling to bigger businesses (B2B) and want to make more sales by attracting the right clients, with the right message, in the right way. Guest experts from around the globe will share actionable techniques and strategies to help you convert more appointments into sales by understanding buying and selling patterns, having effective discovery meetings, handling objections, negotiating and the all important after sales practices to ensure repeat and referral business. You'll discover how to shift your mindset to enable you to keep moving forward, despite the many challenges that may come your way. This is a no fluff podcast, with the sole purpose of helping you be the best you can be and at the same time having a positive impact on your clients.

It's said that how you sell is more important than what you sell. This is even more so the more complex and strategic the sale. So how do you go about winning those dream opportunities?

Today, I'm joined by Wayne Moloney an Australian business growth specialist with a global background. Wayne has spent over 4 decades working across 3 continents helping businesses of all sizes sustainably grow their revenues and profit. He is a co-author of the brilliant new sales novel, The Wentworth Prospect.

Here's what Wayne and I explore in this discussion:

The importance of focusing on customer outcomes, not your product or service
Why disrupting your prospects business thinking is the right thing to do to truly deliver value
Why a sound sales process is critical to your success; and what a good process looks like
Why sales management is the weak link in a sales team
The importance of identifying key stakeholders; the people in your prospect who can make or break your deal
Why he chose to write a sales novel and why it's such a powerful way to impart knowledge...and sell

Here’s where you can contact Wayne Moloney

Email; wayne@waynemoloney.com

LinkedIn: https://www.linkedin.com/in/waynemoloney/

Order book https://edvance.sale/the-book/

Let me know if you would like to share your best practices on the Inspired Podcast. Email me at dylis@dylisguyan.com

Gilad not only increased profits in 2020 he is set to outperform those figures again in 2021.

Listen to find out why I fell in love with him, professionally speaking, of course.

His passion for his customers, staff and business is palpable. He talks about being a beacon of light for his customers (retailers) and I can assure you he really is!

Linn (his company) website doesn’t talk about the features and benefits of their product it says;

Linn’s aim is simple.

“We want to bring you closer to the music you love, to feel every note, to experience your music with a clarity and power unlike anything you’ve ever heard.

Our philosophy is simple too. “We don’t make anything unless it’s better than what’s available elsewhere. For us, “good enough” isn’t good enough.”

We go to extremes to pursue musical perfection. When you hear the results, you’ll understand why.”

A good customer experience means your customers will spend more. In fact, 86% of buyers are willing to pay more for a great customer experience. ... A Walker study found that at the end of 2020, customer experience will overtake price and product as the key brand differentiator.

Stephen Spencer says, “"Customer Experience isn’t simply the quality and arrangement of assets. It’s their orchestration". We help organisations orchestrate their assets so that everyone and everything plays to their full potential.”

In business, contracts are important because they outline expectations for both parties, protect both parties if those expectations aren't met and lock in the price that will be paid for services.

In this podcast interview with Annabel Kaye you will discover;

The definition of a business/project/consulting contract and why it is important to have one?
The ramifications of not having one?
The key elements that need to be considered and included in a contract?
What you should be mindful of when choosing a contract lawyer

Here’s more about Annabel Kaye and how you might get in touch with her.

Celebrating 40 years in business, Annabel founded KoffeeKlatch in 2009 specifically to support organisations which outsource to freelancers. Her practical expertise in outsourcing to VAs, web designers, bookkeepers, trainers and more, is a key part of her story. She lives the life she talks about. She still advises businesses from the smallest to the largest on how to contract and manage their teams and how to create REAL flexibility that doesn’t hurt.

In this episode I am talking with Jenny Gordon about personality profiling and how it can help unlock your full potential.

Here’s what you’ll learn in this interview with Jenny;

What exactly is personality profiling and why it is important?
How understanding personality profiling can make your job easier
The challenges you may face by not utilising PP.
How to speak and interact with people who have different personality types to ourselves

Learn how to make positive changes that stick so you can get through tough times and emerge stronger and wiser with multi award-winning speaker, experienced leadership coach and mentor, Harriet Waley-Cohen.

ControversialPodcast

In this episode I am talking with founder & CEO of Barrett, SalesEssentials.com & Selling Better Movement, Sue Barrett.

Here’s what you’ll learn in this controversial interview with Sue….this one is not to be missed;

The Leadership Development industry has been around for years, yet there are some grave concerns about its effectiveness – Discover what they are.
How to create a servant leadership and stewardship concept in your business.
The leaders that inspire Sue and why she chose them?
Her journey at the Melbourne Montessori School and where leadership fits in there.

Let me know if you would like to share your best practices on the Inspired Podcast. Email me at dylis@dylisguyan.com

In this episode I am talking with founder & CEO of Barrett, SalesEssentials.com & Selling Better Movement, Sue Barrett.

Sue lives by the philosophy that selling is everybody's business & everybody lives by selling something, and she is the architect of the world class Selling Better Operating System & ethos.

Here’s what you’ll learn in this interview with Sue;

The basics have always been necessary but never more so than right now when selling remotely.
- A robust CRM system will help you to develop your business
- Even in a crisis there are opportunities but you must have a proactive approach to prospecting
- How to find those that are buying and keep opportunities churning over and bring clients onboard.
What exactly is remote selling
What is required for great online staging
Discover the benefits and challenges of remote selling

Let me know if you would like to share your best practices on the Inspired Podcast. Email me at dylis@dylisguyan.com

Episode 9 – The Voice of Business on the Inspired Selling Podcast With Rob Goddard

Rob is an experienced, astute businessman who has spent more than 30 years working at senior level in Financial Services, Commercial Banking, Insurance in the UK and UAE.

For more than 14 of those years, he has been working in Mergers & Acquisitions, helping SME owners to realise the full exit value of their businesses. An expert in business valuations he has a deep understanding of what acquirers look for and value most highly, an understanding gained from his extensive knowledge and experience of more than 338 successful deals, representing more than £2Bn in transaction values.

4 Key Pillars to sales success

In this interview I talk with Sue Barrett, Founder & CEO of Barrett, SalesEssentials.com & Selling Better Movement, Sue lives by the philosophy that selling is everybody's business & everybody lives by selling something, and she is the architect of the world class Selling Better Operating System & ethos.

Here’s what you’ll discover in this interview with Sue;

What is a sales system and why is it important?

How does a sales system work?

What are the three Cs to deliver sustainable sales results?

Can it work for all business types?

Why don't most businesses have one?

Let me know if you would like to share your best practices on the Inspired Podcast. Email me at dylis@dylisguyan.com

Episode 7 – The Voice of Business on the Inspired Selling Podcast

With Sam Rathling, LinkedIn Expert.

As the CEO & Founder of Linked Inbound, she inspires, business owners and sales professionals to generate massive results from LinkedIn.

In the last 18 months alone, Sam and her team have helped businesses to generate in excess of £92m in new business from the LinkedIn platform.

Here’s what you’ll discover in this interview with Sam;

The first steps she took when Covid 19 hit and how she multiplied her business.
How she looked after staff, teams, and herself.
The specific action she took with her customers to retain them.
Why there has never been a better time to take on new hires.
The mindset and motivation to enable her to put up prices, keep on marketing and spend on development for herself and her staff to grow the business.
The mantra that makes her and her business super successful.

Let me know if you would like to share your best practices on the Inspired Podcast. Email me at dylis@dylisguyan.com

Episode 8– The Voice of Business on the Inspired Selling Podcast With James Sutton

Commercial Director of Chartered Institute of Marketing responsible for directly delivered Learning and Development.

James is passionate about the role and responsibility Professional Bodies have in improving capability and performance of individuals and organisations, and ultimately supporting social and economic prosperity

Karen Green is a motivational speaker and author.

She has a unique perspective on how the buyer’s mind works, having been both a buyer for major UK Retailers – Boots and Tesco and also Commercial director successfully selling right back at them.

In 2006 Karen owned a gym which went bust in 2009 during the last recession.

Karen is going to talk to us about the principles of bouncing back.

What she learned and how this time round is different and how she’s found that many more exciting opportunities are available.

Here’s what you’ll discover in this interview with Karen;

Freeze - 5 ways to raise money without it involving you
Flex – Look at what you offer and how you can re-strategise
Fix – What can you fix that should have been done before now
Invest - In your marketing and support for your team and yourself.

Shawn Finder shares some golden nuggets on this podcast episode to help you fill your funnel both now and for the future. Here’s what you’ll discover on this episode;

How he “Gave back” now to ensure loyalty in the future
The sales skills that are needed RIGHT NOW to ensure you survive and thrive in the future
Which channels to use in your prospecting strategy to open more doors than ever before
The biggest mistake he sees with email marketing and what to do to improve your success rates

Episode 6 – The Voice of Business on the Inspired Selling Podcast With Jonathan Farrington, CEO of JF Initiatives (Top Sales World, Top Sales Magazine and Top Sales Futurists)

Top Sales World, which launched in 2006, is a unique international online community dedicated exclusively to the profession of sales, drawing together the industry's best-known sales experts who provide unparalleled - and free - information in the form of how-to-guides, articles, webinars, podcasts, white papers and so much more.

Here’s what you’ll discover in this interview with Jonathan;

What the future looks like.

The importance of having contingency plans, particularly when we unlock.
The priority of developing your people, now and ongoing.
Don’t be myopic, look at what the “Best” are doing.
Numbers and stats to back up Jonathan’s insights.

Episode 5 – The Voice of Business on the Inspired Selling Podcast With Jane Heywood, Head of Operations and Learning for Career Development at Said Business School, part of Oxford University.

It can be difficult to do everything and know everything yourself, especially when you’re operating in these difficult times.

Don’t go it alone, listen to the best practices of others who are successfully riding the storm of Covid19 and know they will come out of it THRIVING.

Jane is responsible for operational management of The Career Development Centre (CDC) with and responsibility for budget planning & negotiation, technology & other resources, CDC events.

With Richard Done, Commercial Operations Director at Polygon UK & Irelan.

It can be difficult to do everything and know everything yourself, especially when you’re operating in these difficult times.

Therefore, it is critical to share your best practices and to listen to the best practices of others who are successfully riding the storm of Covid19 and know they will come out of it THRIVING.

Richard Done is Commercial Operations Director at Polygon UK & Ireland, a global leader in damage restoration, operating in 14 countries on 3 continents. He has +20 years’ experience in managing people and projects.

Here’s what you’ll discover in this interview with Richard;

The 3 key areas that he paid attention to when lockdown hit.
The actions taken in the first 48hrs of lockdown
Making staff and clients a priority
Communicating regularly with transparency, honesty and empathy

Also;

How he assured Polygon’s clients of their safety and wellbeing
How to take waste out of the system and enhance the client journey
The importance of looking for business opportunities.
And his parting piece of advice for all leaders

Let me know if you would like to take part and share your best practices in this special series of The Voice Of Business on the Inspired Podcast. Email me at dylis@dylisguyan.com

Episode 3 – The Voice of Business on the Inspired Selling Podcast

with Peter Burdon, CEO of Britus Education. Former CEO of Thorntons PLC.

Four lessons to maintain momentum and achieve business acceleration. You can’t sit around and wait for things to pass and go back to normal. You must take action now, look for opportunities, innovate, reshape and care.

Here’s what you’ll discover in this interview with Peter;

The 4 essentials that he paid attention to immediately
Recognise an opportunity and out execute your competitors.
Innovate your offer and if it’s not right first time then adapt.
Reshape your business where necessary
Show humanity and empathy.

Also

How he dealt with the priorities of social distancing and collecting fees.
The challenges of motivating and inspiring the teams.
How to keep the channels of communication open.
And his parting piece of advice for all leaders

Let me know if you would like to take part and share your best practices in this special series of The Voice Of Business on the Inspired Podcast. Email me at dylis@dylisguyan.com

Episode 2 – The Voice of Business on the Inspired Selling Podcast with Sue Barrett – Founder and Managing Director of Barrett Consulting Group

What do you want your business to look like in the coming months and years?

It can be difficult to do everything and know everything yourself, especially when you’re operating in these difficult times.

Therefore, it is critical to share your best practices and listen to the best practices of others who are successfully riding the storm of Covid19 and know they will come out of it THRIVING.

Sue Barrett is one of the most authoritative thought leaders, reporting on and working in the selling profession in Australia. She has written more than 600 blogs and 21 e-books on sales.

She was determined from the outset that she would keep all of her staff and not only survive but thrive through this crisis, not just for a few months but for the long term.

Here’s what you’ll discover in this video podcast with Sue;

What was important and what she implemented in her company right from the beginning to make sure they thrived as a company.

The 3 things that she paid attention to immediately

Leader of people Steward of systems

*Manager of things

The important of clear honest communication.

Other ways of generating business outside of your normal client stream.

How to speak to your clients and team members in terms of relevance and empathy.

And much much more……..

Episode 1 - The Voice of Business on the Inspired Selling Podcast

with Joe Hopcraft

We talked about;

Steps that his organisation has already taken to address the challenges of the pandemic and where they were leading the way

What the next must-do priorities are

What challenges are proving the most difficult for him and his team

If there was an “easy button” to address one specific challenge, what would that be.

What one piece of advice would he give other leaders in his position or stepping into his position.

Right now, organisations need to be supporting their employees’ mental health more than ever. Discover how you can maintain a mentally healthy workforce with today’s podcast.

By adopting a predictable profit cash flow cycle, you can spend less time on your business & more time with the people you love.

Feeling helpless & hopeless in the face of the threat posed by COVID-19? The reality is there are still plenty of sales opportunities out there.

Keynote speaker & best-selling author, Jeb Blount, says there are many traps sellers fall into during sales negotiations. Discover what they are & how to avoid them in today’s podcast.

Find out how to attract, convert and keep more of those ideal corporate clients with today’s Inspired Selling Podcast featuring 7-figure business coaching specialist, Jessica Fearnley.

Crafting an enthralling brand story is the best way to capture people’s attention and build trust, which is why it’s so effective at helping you resonate with the people who matter to your business.

You can have the prettiest website in the world, but if it’s not driving sales, it’s not earning its keep and that’s a problem that needs to be rectified.

With effective content marketing, you can establish yourself as an authority in a particular subject/area and attract a steady stream of warm leads as a result.

A strong professional network is integral for both business growth and personal development. But the thought of going to a networking event fills many people with dread. Then there are those who kind of miss the point and attend networking events with the sole purpose of delivering a sales pitch.

The bottom line is networking is all about relationships. And that’s what makes it relatively straightforward and easy. But that doesn’t stop people getting it wrong sometimes (like in the case of the sales pitch first networkers).

We all experience rejections early on in the sales process from time to time. But how we handle them is what defines us and dictates our ultimate success.

Artificial Intelligence is already making big waves. Don’t be left behind. Find out more about this amazing technology & what it can do for your business now.

Channel selling can be extremely lucrative. But it’s also very difficult to get right. Find out more about this challenging area of sales from a true expert.

LinkedIn can help you get your articles, posts and videos in front of thousands of eyeballs and generate tons of leads – but only if you know how to use it correctly.

The key to sales is focussing on your customer/client, not yourself. That’s because they don’t care when your company was founded, or where you’ve got offices. All they care about is what you can do for them.

While being an expert in your field is obviously a huge feather in your cap, it can count for nothing if you’re not effectively getting your message out there to the people who matter. And one of the best ways to do that is by speaking…

Get yourself out there, whether you're a salesperson or a business owner and create your brand. If you've already got a brand, have a look and see how you can just make a tweak to improve it and get out there and become known for what you do.

Do your prices reflect your true worth? Many small business owners keep their prices low because they haven’t stopped to think about the positive impact they have on their clients and charge accordingly. They hold themselves back by charging too little and working too hard, becoming stressed, tired and falling out of love with their business. Tony Winyard is going to talk to us about money and pricing and why you should consider increasing your prices.

Most companies don't bring home enough deals to justify the enormous expense of exhibiting at Trade Shows, Expos etc. Dianna Geairnshows businesses proven and innovative strategies to help them to create a winning strategy before the show, to dominate at the show and to generate and turn leads into deals when you get home and back to their offices.

Since 2005, Jayhas grown four businesses. He’s taken three businesses from zero staff to 22 staff. He’s exited twiceonce in 2011 and again in 2013.

Check out his story of how he went from Battlefield to Boardroom and is now a sought after coach, renowned for adding a ZERO and more to your business.

Does the thought of presenting fill you with dread, give you sweaty palms and have you shaking like a leaf whenever you’ve have to do it. You are not alone!

But there are ways to overcome those fears and allow you to present like a pro.

As an industry we call ourselves professionals, but that professionalism doesn't seem to extend to analysing properly why we win or lose a potential deal and then actually doing something about it.

Scott Ingram has always been frustrated that there was no sales content coming directly from top performers. So about a year and a half ago he launched the Sales Success Stories Podcast where he ONLY interviews top individual contributors who are either #1 or at least in the top 1%. Today he shares those top tips and strategies.

Mark Ponsford says “The #1 absolutely essential thing without any doubt at all is don't fanny around with the small stuff. Really get on, don't worry about your logo because you're going to do that logo again six months you're not even going to look at it again and if you are looking at it, then business is probably gonna go bust. Get out there, every single day and sell.”

The phrase “The Buyer's Journey” actually leads to the impression that we stop this journey when a deal has been closed so Tamara Schenk prefers to call it a customer's journey or the customer's path because it extends beyond the sale.

Michael Sinnhuber is the king of Presentations. He helps people to stand out in a world of boring presentations. He’s helped people to win the game of presentations and sales and in turn has helped entrepreneurs and B2B businesses over the last years to win six, seven, and eight figure deals simply by designing and creating these unboring presentations and communications.

Does fear stop you from selling to the “C” Suite executives? It’s time to reframe your thinking and start reaching high to shorten your sales cycle and increase your success rate.

Do you find conflict, misunderstanding, lack of efficiency and production because your colleagues don’t understand each other. Adair Good will explain why and what to do about it.

The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to consistently prospect.

Roger Edwards is a marketing expert who keeps the jargon, complexity and confusion out of marketing communications. He helps his clients create SIMPLE, STRAIGHTFORWARD messages that get read, understood and acted upon.

If you want to be successful on Twitter, you need to start from knowing what you are about and you need to know who your customers are. They can't be anybody from a 6-month-old to 92 year old, as I've heard people say. It’s being very clear about who is your ideal customer and knowing how they tick and where they are likely to be.

A lot of the people are either ill-informed or irritated by selling because it's the negative stereotype of the devious, dubious and the disparate that gets in the way of them truly embracing and taking on this concept.When you harness all the skills and capabilities that go with selling, you can actually do great things.

You think you could never use video as part of your marketing strategy, then think again.

As Sue Ferreira said, “It’s mandatory”! Sue is 71 and after 40 years as an anaesthetist she is now teaching people how to become visible using video. She has over 100 video on You Tube and is now a sought after speaker……If Sue can, you can!

I'm going to introduce you to Adrianne Carter who is instrumental in developing cutting edge research methodology to gain insights into emotion and behaviour in the last twelve years.She uses techniques to go beyond what people say or can’t verbalise to get to what they really feel or know.

Most business owners don't prepare sufficiently for the sale of their business. To get a premium price for a business you actually need to start sometimes two to three years in advance, preparing your business, ironing out the wrinkles, making it saleable long before you take it to market to try and sell it.

Leadership is about encouraging and developing people to strive to go beyond what their normal expectations would be. Leaders needs to know their place in their team and think “we” and not “me”.

Gavin Bell is 24 years old and is a sought-after speaker, keynoting around the world. He has had articles published in Huffington Post, Virgin.com, Entrepreneur.com. He tells us how he uses Linkedin, Facebook and Content (blogs/vlogs/video) and some other great strategies to raise his profile and become the influencer he is today……at 24 years old!

Look at how you buy things today and then look at your business, your sales and marketing team and ask yourself; “Are we communicating in a way that helps consumers to make buying decisions, to take action to make improvements in their businesses?”

Many business owners think they just need to make more sales to grow their business but this is a myth……It is one way, but knowing the critical numbers in your business and taking action to make improvements, profits can increase without more sales or more work.

Why you should consider affiliate marketing, often known as partnership marketing, is because you're only paying commission once you know that customer has paid and become a registered customer of yours.

Thefact is, your prospects – and by prospects I mean those people and companies who are in your territory and where you aren’t actively involved with them – aren’t judging you on the quality of your web site, or the content of your white papers and case studies, or your social media strategy, or your content marketing.

The terrifying truth is:

“Your prospects aren’t thinking about you at all!”

For all they care, you may as well not exist. They’re far too busy thinking about themselves.

Too many sales people or entrepreneurs avoid wanting to be seen or addressed as a sales person. Selling is giving and I hear a lot of people writing on their profile…describing their role, and the word sales or sell isn't there. Its account manager, account executive you know all sorts of things without the word sales. I am so proud of being a salesperson…Find out why!

What it takes to succeed today in selling is blending old school and new school together. You know there's this amazing paradox in selling at the moment in that it is never been easier to sell on one hand and yet there's never been a higher failure rate for sellers in B2B selling in the history of the world.

Technology is going to transform our lives and businesses within 18 months……Yes, 18 months and we must be ready and prepared to change and adapt.

He is going to share his story with us as to how he went from mainstream to selling more of the complex B2B sales. He’s going to share the challenges that he had on the way and some of the mistakes he found that he was making himself and more importantly he's going to share how to overcome those challenges and how to avoid those mistakes so that you can become more of a successful entrepreneur and business person or sales person just like George.

unique bespoke service in re-purposing content for busy entrepreneurs saving them time and helping them to increase their reach and generate more sales which of course is what we all want.

Today I have got the most amazing guest who is going to talk to us some more about that very subject. I would like to introduce you to Mark Schaefer and I will just give you a little bit of context around Mark.

As a business owner or sales person who sells to bigger businesses, it is becoming much harder to stand out from competitors and to become known as the trusted expert. Listen to this interview and find out exactly how to do that and have clients coming to you! Let’s know, in the comments below, about the content you create to become Known

Rosie is a business automation strategist who helps entrepreneurs to run a thriving business, save time and serve more clients.

Public speaking has often been referred to as being more scary than death. Yet speaking is one of the most powerful ways to get your message out to many and attract more of your ideal prospective clients. Listen to my interview with Davide Di Giorgio and find out “the right way” to do it.

Speaker Guest Davide di Giorgio

The big thing around customer experience is that what we human beings fail to recognise is that we are emotional beings, that 84% of our buying decision is based on emotion and it’s about how we feel about the service that we have received.