Episode description

John Smibert is a B2B Sales Specialist, Change Agent, Challenger, Coach, Trainer and Speaker. John has led sales teams to success for over 20 years. He achieved 25 annual Sales clubs with IT Multinationals selling to large banks, telcos, Federal & State Government and the manufacturing industry.

“I work with companies who recognise the old way they sell is no longer effective and they are seeking to transform to new, more productive sales models.

I strive to be one of the most switched on old heads in the rapidly changing world of B2B sales. Specifically I help my clients to stop selling products and services and start leading their customer to positive change that enables them to reach valuable new horizons.” - John Smibert

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Wayne Moloney works with businesses and salespeople to increase revenue and profits, and gain competitive advantage.

With the rapid changes occurring in the way buyers engage with sellers, companies need to adapt their sales and business strategies, and how they engage with their customers to be successful.

Through one-on-one mentoring, coaching and online training, Wayne helps to develop and implement strategies and sales models utilising Lean principles that improve efficiencies and increase profits.

John and Wayne join me to discuss the themes found in their new book “The Wentworth Prospect,” which is a very unique and informative sales book written in the form of an engaging and entertaining novel.

Key Points of our Discussion

• John and Wayne’s new book, The Wentworth Project
• Sales Management: The required approach
• Sales Process and NOT selling the product
• Discovery and disruption
• Effective customer engagement
• Talking in the customer’s language
• Developing appropriate content along the sales process
• Tackling “No Decision” by identifying hidden decision makers and influencers

To learn more or purchase the book visit their website EDVANCE here https://edvance.sale/

For more great sales insights and content you can find John Smibert and Wayne Moloney on LinkedIn.