The B2B sales novel that’s transforming the business world
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 strategic 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 Wentworth Prospect is far more than just a good story.
It’s everything you need to know about landing the big deal.
It's more than a good story
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.
- An insight into Authentic Selling
- A detailed look at the EDVANCE process
- A free card-based system to help analyse and understand each individual customer stakeholder.
- A guide to mapping these Stakeholders, identifying their motivations and understanding their genuine levels of influence
These will enable you to:
- Guide Stakeholders towards consensus
- Gain early involvement in the Buyer’s Journey
- Build your personal brand
- Guide your customer to the solution they genuinely need, not the solution they think they want
- Harness the power of storytelling
- Influence the customer to ‘sell themselves’ on your offering
What readers are saying about The Wentworth Prospect
There were protagonists, a "villain," separate storylines coming together at the end. And of course, there is the central character that meets all the challenges put in front of her, ending victorious.
I never imagined complex B2B sales could be so engrossing! While The Wentworth Prospect is a fun read, the authors manage to keep their focus on helping us better understand how to manage complex buying processes, supporting customers in moving through the buying cycle.
In hindsight, I found the approach really intriguing. There were so many similarities with my own experience in complex B2B sales. Wayne, John, Jeff managed to entertain me and educate me simultaneously. I think every sales professional will both enjoy and learn from reading the Wentworth Project.
The Wentworth Prospect is a brilliant book that will stand the test of time. Buy it as a gift and share it with all those you care about in the arena of professional sales.
The Wentworth Prospect should be a must-read for any sales programme or tutorial.
Whilst reading Wentworth’s story I constantly reflected on my own earlier experience at ANZ.
We learn by stories, by doing – not lectures – which is why I recommend The Wentworth prospect. In drawing the readers into a realistic and engaging story about an opportunity – we ‘experience’ the frustrations of the old-way. And, become drawn into the logic, and practicality, of a new-way of thinking about and driving forward complex B2B sales.
Shared amongst sales teams, sales leaders could use this terrific tale as training aid, as a discussion guide. I believe this is an all too rare resource for encouraging individual and team sales process improvement. Recommended!