As partners and sales professionals, Wayne Moloney and I spent many years throwing pebbles into the ocean of B2B selling organisations hoping for positive change.
The impact for the few companies close to us, and their customers, has been gratifying. Many have achieved significant sustainable growth in sales and revenue. Deep partner relationships have developed with customers that are highly valued by both parties.
However, a pebble does not cause a tsunami and that is what is needed to create widespread sustainable positive change.
As buyers have become more empowered, they don't value sellers and their advice like they used too. They don't believe sellers will positively influence their thinking about their business. They don't expect sellers to help explore the current state of their business nor help them peel back the onion skin of their problems to better understand the implications.
That’s because their experience has often been that many sellers are focussed on themselves and their product or service - on closing an order. Not on genuinely helping the customer achieve a valuable business outcome.
The result of all this is that buyers will only open conversations when they have made their own decision on what they need. And this is far too late in the process for sellers to be of any genuine help.
Wayne and I saw that an earthquake was needed to drive a tsunami of change in the B2B sales world. In short, we had a vision for a groundbreaking book.
That said, another sales text book was never going to be the answer. There are already thousands of these and more being published every week. Our friend Mike Adams* pointed out, the best way to change people's thinking and behaviour is with stories. So we decided a sales novel was the way to go. We tried for years to write it yet were never satisfied.
And then along came Jeff Clulow, advertising writer and novelist. And our vision came alive.
If you are striving to be a great salesperson, or to transform the way your organisation sells, we think this novel might be a catalyst for your tsunami.
Read on to find out more about this book and how it can transform your business.
Co-author, The Wentworth Prospect
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*Mike Adams is the author of ‘Seven Stories Every Salesperson Must Tell’