The Wentworth Prospect: A novel guide to success in B2B sales
380
The Wentworth Prospect: A novel guide to success in B2B sales
380Paperback
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Overview
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.
Product Details
| ISBN-13: | 9781922628527 |
|---|---|
| Publisher: | MoshPit Publishing |
| Publication date: | 08/24/2021 |
| Pages: | 380 |
| Product dimensions: | 6.00(w) x 9.00(h) x 0.78(d) |
About the Author
Wayne is an Australian business strategist with a passion for sales, marketing and business development. He has spent four decades working in Australia, Asia and Europe, starting out as a door-knocking engineering sales rep and ending up in roles such as Sales and Managing Director. Since leaving his corporate career, Wayne has spent over 15 years helping B2B businesses tackle their business growth challenges by applying LEAN principles for sustainable sales success. Wayne was a co-founder of Sales Leader Forums and a foundation member of Sales Masterminds APAC.
Jeff is a British-Australian writer with over thirty years' experience in the advertising and communications industry. He has worked as both writer, executive creative director and regional creative director with some of the world's largest ad agencies in London, Hong Kong and Sydney. Jeff is also a writer of dark fiction. His stories have been published by Shooting Star Press in Australia and in several anthologies by UK publisher Raven & Drake. He is shortly to be published by Black Ink Fiction in the USA. Today he lives and works as an author and communications specialist in Sydney, Australia. Details of Jeff's fiction can be found at jeffclulow.com
Table of Contents
Introductionxv
Forewordxvii
1. She Never Saw it Coming1
2. Broken5
3. The Trigger is Pulled11
4. Rest In Peace15
5. Return to the Fold23
6. The Salesperson's Journal29
ENGAGE35
7. The Unseen Mentor37
8. Accomplice47
9. Hello and Goodbye53
10. Sketching the Outlines65
11. A Question of Trust73
12. Dead in the Water79
13. The Glass Whiteboard85
14. Monday Morning Blues95
15. From the Jaws of Victory99
16. What Just Happened?105
17. Don't Screw Up107
18. A Drowning of Sorrows115
19. The Boomerang Move119
DISCOVER AND DISRUPT127
20. The Cartographers129
21. View From the Inside137
22. Divide and Conquer143
23. The Usurper155
24. At the Bottom of the Hole161
25. The Evil Empire167
26. Southerly Buster171
27. The Door That Melted177
28. Running into Walls185
29. Friends in High Places189
30. A Rock and a Hard Place197
31. The Rarefied Air201
32. A Bird in a Cage207
33. The Soccer Mum213
34. The Waiting Game219
35. Into the Light225
36. In the Back of the Net229
37. The Bush Telegraph233
VALUE PROPOSED237
38. The Flying Dutchman239
39. A Meeting of Minds243
40. A Lot Can Happen in a Lift251
AUTHENTICATE265
41. Show Don't Tell267
42. Stacking the Deck271
43. The Proof of the Pudding279
44. Bumpy Landing289
NEGOTIATE293
45. The Devil in the Details295
46. A Rock and a Hard Place299
47. Defiance303
48. The Camel's Back309
49. Give and Take317
50. Bolt from the Blue323
51. The Back Foot329
COMMIT AND ENACT335
52. Grab the Sauce337
53. New Horizons349