Book Review “The Wentworth Prospect” by John Smibert, Wayne Moloney, Jeff Clulow

How to gain consensus on complex problems before selling

Within the ocean of well-written sales books with future-proof advice, “The Wentworth Prospect” stands out as a clever novel showing an holistic sales approach called EDVANCE along a structured way to succeed in complex B2B opportunities.

The two Australian sales veterans John Smibert and Wayne Moloney used their first-hand experience in sales leadership roles over decades to tell a comprehensive story on how to win a large deal as a smaller vendor. Novelist and communication specialist Jeff Clulow crafted relatable characters and a realistic story flow to achieve an excellent narrative.

The Sales Director of a fictive software vendor dies in a car accident leaving behind a draft of a new methodology to win complex opportunities in the tech sector for the main character, sales representative Sue Novak. She uses his script for a prospective case to solve a cyber security attack of a large bank against a leading firewall competitor.

Following the hero’s journey around the letters of the acronym EDVANCE, Sue demonstrates the need for a detailed discovery aligning on the problem to solve. Paired with insights about the different archetypes…