The Wentworth Prospect: A novel guide to success in B2B sales
£11.60£20.40 (-43%)
It’s part novel, part ‘how-to’, and it’s everything you need to know about selling to big business.
The Wentworth Prospect takes a deep dive into the high-stakes world of complex business-to-business selling. The story follows the fortunes of Sue Novak, a fledgling sales consultant, as she struggles to land the deal of her career. Her path to success is strewn with adversaries, corporate intrigue, power-plays and hidden agendas.
Sue feels out of her depth. But she has an edge: a mysterious journal written by her dead mentor. The journal reveals a radical new sales framework named EDVANCE. Can Sue apply its wisdom in a real-life scenario? Can it guide her to success with The Wentworth Prospect?
The novel comes with free access to an online companion that explains and explores the process and methods featured in the story. It’s an invaluable reference for the modern salesperson, offering practical solutions for many real-world issues and challenges. It includes:
- A detailed look at the EDVANCE framework
- A free, downloadable card-based system for pin-pointing Stakeholder Archetypes
- A guide to mapping these Stakeholders, identifying their motivations and understanding their genuine levels of influence
- Guiding Stakeholders towards consensus
- Gaining early involvement in the Buyer’s Journey
- Building your personal brand
- Guiding your customer to the solution they genuinely need, not the solution they think they want
- Harnessing the power of storytelling
- Getting the customer to ‘sell themselves’ on your offering
The Wentworth Prospect is far more than just a good story.
It’s everything you need to know about landing the big deal.
Read more
Additional information
| Publisher | MoshPit Publishing (24 Aug. 2021) |
|---|---|
| Language | English |
| Paperback | 380 pages |
| ISBN-10 | 1922628522 |
| ISBN-13 | 978-1922628527 |
| Dimensions | 15.24 x 1.98 x 22.86 cm |
by Amazon Customer
I bought this on audible so I could listen while I work. Within four weeks of reading this book — and I credit the authors’ unique archetypes model — I used this framework to a new proposal and landed the most important deal of my life. This new knowledge no only informed the written plan but only allowed me to recognise the different archetypes (and know what information they want) during meetings and calls.
And I credit this competitive advantage all to John, Wayne and Jeff. Thank you is not enough.
Although it is presented in an unusual fictionalised format, it is fast paced and engaging. Importantly, by making it a novel, it cleverly brings out the potentials of internal conflicts and different agendas on one’s own team/company, thus putting the non-fiction elements in a context not normally addressed in standard business books.
I know it is a cliche, but if sales/marketing/strategy/communications to C-suite B2B is your domain, then you must get this book. Even if you think “a fiction book” is off-putting, it is genuinely readable and will leave you guessing and surprised as you read. The information contained within in it — and for me, understanding the archetypes — was the most valuable knowledge I gained from this book. The audio version is also very well read.
I give it five stars for career value. So don’t hesitate.
by Janice B
This book is a novel that guides you through a complex B2B sale; with all the twists and turns, the story shares many lessons told as a novel. It brings to life what is often a dry and dull subject.
The EDVANCE method talks about Engaging with an understanding of the power archetypes with the prospective customer organisation. Discovery is gaining relevant insight towards the value proposition before Authenticating your claims and negotiating an agreement with your customer. All this is cleverly wrapped up in the story, making it an easy read with insightful lessons from the case study.
by @Timothy_Hughes
Smibert, Moloney, Clulow have broken the mould with this book. In the past sales books were theoretical and dull and while they may have sold, they sat on the pile of books by the side of your bed that you never read. With The Wentworth Prospect, Smibert, Moloney, Clulow have taken a dry subject and coloured it in. A sales methodology in the form of a novel. If you are just getting into B2B enterprise sales or it’s time to update your skills, this book brings sales to life.
by Mr. Owen Ashby
B2B sales mastery delivered in an ingenious, engaging and hugely entertaining way. Sales experts with decades of experience between them show you how to navigate the complexities of the modern B2B sales experience in a way that will keep you engaged from the first page to the last. A brilliant read!