EDVANCE · The Wentworth Prospect
Book Companion

The Wentworth Prospect — Sales Companion

You’re most likely here because you’ve read, or are reading, the B2B sales novel The Wentworth Prospect. This online companion works hand-in-hand with the book: as the story unfolds, each section explains and expands the EDVANCE methods Sue and her team apply, so you can put them to work on your own opportunities.

  1. 01IntroductionChapters 1–6
  2. 02Engage, Part 1Chapters 7 & 8
  3. 03Engage, Part 2Chapters 9–10
  4. 04Engage, Part 3Chapters 11–13
  5. 05Discover & Disrupt, Part 1Chapters 14–20
  6. 06Discover & Disrupt, Part 2Chapters 21–24
  7. 07Discover & Disrupt, Part 3Chapters 25–37
  8. 08Value ProposedChapters 38–40
  9. 09AuthenticateChapters 41–44
  10. 10NegotiateChapters 45–51
  11. 11Commit, Evaluate & EnactChapter 52

Stakeholder Archetype Cards

Six archetype cards, as used by the characters in the story, to help you identify the real power-base in a prospect’s organisation, engage the Change Agents, and drive consensus.

Open the archetype cards

Archetype cards fanned out

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