Mike Jones, CEO, and Ken Guest, CRO, have spent decades in the field, coaching sales teams through the Sandler Selling System. They wrote down what works and what doesn’t. These two books take Sandler’s proven principles and apply them to two of the toughest sales challenges right now: getting attention in a crowded inbox, and selling in an industry where the old playbook stopped working long ago.
Prospecting for the Way Buyers Actually Buy Today
Does any of this sound familiar?
- Cold calls are getting fewer pickups every year.
- Your team sends LinkedIn requests and emails, but almost nothing turns into a real conversation.
- Prospecting happens in bursts, when someone has time, instead of following a steady plan.
- Your pipeline is thin, and nobody can say exactly why.
Summary:
Traditional prospecting is giving less and less back, and most salespeople who’ve tried email and social selling never got a steady flow of qualified leads from it. In Digital Prospecting, Mike Jones and Ken Guest take the Sandler principles that have worked for decades and turn them into a structured, repeatable system for email and LinkedIn. You’ll learn how to plan a sequence of touches that moves a lead from a cold name to a real business opportunity. You’ll also get ready-to-use message templates, so your team isn’t staring at a blank screen.
Who it’s for: Frontline salespeople who need to modernize their prospecting, and the sales leaders who coach them.
A Sales Playbook Built for the Plant Floor and the Loading Dock
Does any of this sound familiar?
- You spend hours on RFQs and bids, then lose on price to a competitor who knew the buyer better.
- Sales promises one thing, operations delivers another, and the customer relationship pays for it.
- You can’t get past purchasing to the people who actually make the decision.
- Hiring and keeping good drivers is a constant fight.
Summary:
In manufacturing, distribution, and logistics, a sale doesn’t close in one meeting. It runs through engineering, operations, purchasing, and dispatch, and every handoff can either strengthen the customer relationship or damage it. Mike Jones and Ken Guest, two self-described “blue-collar bulldogs” with a combined half-century of experience, lay out 12 Sandler-based strategies for selling in this kind of complex, multi-layered environment. Those strategies include:
- understanding the players
- getting in front of the right prospects
- combining digital and voice-to-voice prospecting
- taking control of the selling day
- setting clear expectations
- knowing when to bid and when to walk away
There’s also a bonus appendix on hiring and keeping drivers.
Who it’s for: Owners, sales managers, and salespeople in manufacturing, distribution, trucking, 3PL, and supply chain.
