Mike Jones, Ken Guest
Mike Jones is the owner of The Ruby Group, LLC, a licensed Sandler Training center. He has deep personal experience in the manufacturing and logistics space, and in many other industries, notably professional services.
Ken Guest is an Associate at The Ruby Group, LLC. He has extensive experience in sales, sales management, recruiting, training, and consulting in a wide variety of industries including manufacturing, logistics, and professional services.
Jones and Guest are the authors of the book, Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople, which outlines a proven twelve-point system for sales success within these mature vertical sectors of the economy, where traditional sales methods are ineffective.
Most salespeople who need to prospect for a living will tell you that it’s a very proactive, immediate results-driven exercise that can be uncomfortable at times. Hard to disagree with that. This is a topic that we get involved with far too often as it’s a common point of frustration for many business owners and…Read More
This strategy involves face-to-face contact with people you already know, and thus isn’t technically an example of digital prospecting. Even so, it’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn. When you schedule a meeting with one of your contacts…Read More