The Wentworth Prospect: A novel guide to success in B2B sales
By John Smibert, Wayne Moloney and Jeff Clulow
()
About this ebook
SILVER MEDAL – International Top Sales Books Awards 2021
FINALIST – American Bookfest Awards 2021
FINALIST – National Indie Excellence Awards 2021
It’s part award-winning 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 great story.
Far more than an award-winning novel.
It’s everything you need to know about landing the big deal.
No part of this book (including cover and companion materials) has been generated with the help of AI.
John Smibert
John is an Australian who has invested 38 years as a highly successful sales leader in four USA and Japanese multinational IT corporations.For the last 16 years he has assisted B2B selling organisations to transform the way they sell. John is passionate about enhancing the professionalism of salespeople and sales teams. To that end he has founded Sales Leader Forums and Sales Masterminds APAC. John is the creator of the Authentic Selling program and the EDVANCE sales model that underpins The Wentworth Prospect.
Related to The Wentworth Prospect
Related ebooks
Your Roadmap to Achieving Sales Success Rating: 0 out of 5 stars0 ratingsUncommon Sense: Shift Your Thinking. Take New Action. Boost Your Sales Rating: 0 out of 5 stars0 ratingsCommon Sense Sales Rating: 0 out of 5 stars0 ratingsThe Ultimate Sales Pro: What the Best Salespeople Do Differently Rating: 2 out of 5 stars2/5How Good Humans SellTM:The Proven Path to B2b Sales Success Rating: 0 out of 5 stars0 ratingsSales & Marketing Alignment Rating: 0 out of 5 stars0 ratingsThe Retailer's Complete Book of Selling Games and Contests: Over 100 Selling Games for Increasing on-the-floor Performance Rating: 0 out of 5 stars0 ratingsSales People Wanted: Training Within Rating: 0 out of 5 stars0 ratingsJohn's Marketing Gems: 25 Tips from a Silicon Valley Veteran that will Make Your Company a lot of Money Rating: 0 out of 5 stars0 ratingsAsk the Sales Coach: Practical Answers to the Questions Sales People Ask Most Rating: 0 out of 5 stars0 ratingsB2B Marketing: A Guidebook for the Classroom to the Boardroom Rating: 0 out of 5 stars0 ratingsSales Metrics A Complete Guide - 2020 Edition Rating: 0 out of 5 stars0 ratingsThe Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect & Income You Deserve Rating: 0 out of 5 stars0 ratingsGetting Into Your Customer's Head (Review and Analysis of Davis' Book) Rating: 0 out of 5 stars0 ratingsThe Four Pillars of Sales: Honesty, Integrity, Knowledge, and Genuine Interest Rating: 0 out of 5 stars0 ratingsAccount Based Marketing A Complete Guide - 2020 Edition Rating: 0 out of 5 stars0 ratingsShockproof: How to Hardwire Your Business for Lasting Success Rating: 0 out of 5 stars0 ratingsLeading Growth: The Proven Formula for Consistently Increasing Revenue Rating: 0 out of 5 stars0 ratingsSales Professional Effectiveness Assessment Rating: 0 out of 5 stars0 ratingsSales Training Solutions Second Edition Rating: 0 out of 5 stars0 ratingsWhy So Many Sales Hires Fail - Thinking Differently About Sales People Rating: 0 out of 5 stars0 ratingsCompetitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time Rating: 0 out of 5 stars0 ratingsSales Training Rating: 0 out of 5 stars0 ratingsNothing Happens Until The Meeting Is Set: Connecting People, Business, & Products Rating: 0 out of 5 stars0 ratings"Get This Work" Book: The Unofficial Guide to Breaking into Tech Sales Rating: 0 out of 5 stars0 ratingsCompetitive Selling: The Guidebook to Proactive Calling in a Reactive World Rating: 0 out of 5 stars0 ratingsLand and EXPAND: 6 Simple Strategies To Grow Your Company's Top And Bottom Line Rating: 5 out of 5 stars5/5Account-Based Marketing ABM Third Edition Rating: 0 out of 5 stars0 ratingsAccount Based Marketing A Complete Guide - 2021 Edition Rating: 0 out of 5 stars0 ratings
Sales & Selling For You
Summary of You Are a Badass by Jen Sincero Rating: 5 out of 5 stars5/5Ninja Selling: Subtle Skills. Big Results. Rating: 4 out of 5 stars4/5You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation Rating: 4 out of 5 stars4/5The New Model of Selling: Selling to an Unsellable Generation Rating: 5 out of 5 stars5/5Lie Detecting 101: A Comprehensive Course in Spotting Lies and Detecting Deceit Rating: 5 out of 5 stars5/5SOLD: Every Real Estate Agent’s Guide to Building a Profitable Business Rating: 5 out of 5 stars5/5Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business Rating: 5 out of 5 stars5/5New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Rating: 4 out of 5 stars4/5Summary of Timothy Ferriss' book: The 4-Hour Workweek: More time, more money, more life: Summary Rating: 5 out of 5 stars5/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 4 out of 5 stars4/5Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 4 out of 5 stars4/5The Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea When Everyone is Lying to You Rating: 5 out of 5 stars5/5Summary of The Magic of Thinking Big by David J. Schwartz Rating: 4 out of 5 stars4/5Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Rating: 5 out of 5 stars5/5Writing That Works, 3rd Edition: How to Communicate Effectively in Business Rating: 3 out of 5 stars3/5Exactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5The Best Story Wins: How to Leverage Hollywood Storytelling in Business & Beyond Rating: 5 out of 5 stars5/5Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal Rating: 3 out of 5 stars3/5SPIN Selling Rating: 4 out of 5 stars4/580/20 Sales and Marketing: The Definitive Guide to Working Less and Making More Rating: 4 out of 5 stars4/5DotCom Secrets (Review and Analysis of Brunson's Book) Rating: 4 out of 5 stars4/5The Ultimate Sales Machine (Review and Analysis of Holmes' Book) Rating: 4 out of 5 stars4/5
Related categories
Reviews for The Wentworth Prospect
0 ratings0 reviews