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A Novel Approach for B2B Sales with Wayne Moloney #411

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A Novel Approach for B2B Sales with Wayne Moloney #411

What’s the best way to teach the drama, politics, and egos that challenge B2B sales? How about some fiction?  In this episode Wayne Moloney shares a novel approach for teaching B2B sales. He does this by coauthoring an actual novel, titled the Wentworth Prospect, a Novel Guide to B2B Sales.   In this drama, the book shares a tale of a very believable B2B enterprise sales challenge that is buffeted by fear, petty behavior and courage. Wayne and I talk about the characters and the books sales framework called  EDVANCE. 

Bad Politics for Both Buyers and B2B Sellers

The story focuses on the career of Sue Novak, a new sales consultant who is thrust into a challenging deal.   Her struggle is filled with adversaries, corporate intrigue, power-plays and hidden agendas.

Sue is over her head yet she has an edge: a mysterious journal written by her dead mentor Doug. The journal reveals a radical new sales framework named EDVANCE. Sue uses the framework to navigate the Wentworth organization and facilitates the prospect to reveal to themselves the true issues  in the organization, as well as a prospective solution.

EDVANCE B2B Sales Framework

The book speaks at length about the EDVANCE B2B sales framework. It emphasizes the need for understanding stakeholder archetypes, mapping the stakeholders, identifying their motivations and understanding their levels of influence. It believes in the necessity of buyer consensus by getting the sellers involved early in the buyer’s journey. It speaks of how sellers need to build a personal brand and use that capital to help customers pick solutions they need vs those they want. The end goal is to help buyers “sell themselves” on the sellers solutions.

Links to Connect with Wayne Moloney

Wayne can be easily found online:

You can find the book on B2B selling on Amazon here: The Wentworth Prospect: A novel guide to success in B2B sales

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

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Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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