Selling in Manufacturing and Logistics

Mike Jones and Ken Guest

Selling in Manufacturing & Logistics

For salespeople who represent products in these mature vertical sectors of the economy.

Whether you’re new to Sandler concepts or a Sandler expert, there’s no better time to learn effective prospecting, qualifying, and selling strategies through better interaction.


Mike Jones

Mike Jones plays an important role in Sandler’s worldwide organization, and is recognized internationally as a business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David H. Sandler, he informs, entertains, and motivates leadership and rank-and-file sales teams to achieve at their full potential. Mike has deep personal experience in the manufacturing and logistics space, and in many other industries, notably professional services. He is the owner of The Ruby Group, LLC, a licensed Sandler training center.


Ken Guest

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.


A refreshing take on the Sandler Selling System

Ken and Mike nail it! What a refreshing take on the Sandler Selling System, as applied in the Logistics and Manufacturing sector. I gained many insights that can help me in our energy supply business, and I could also see applications for these principles and insights in nearly any type of industry.

Jason Reynolds, Vice President of Operations and Business Development | The R.W. Earhart Company

The definitive resource for sales success within the demanding field of manufacturing and logistics.

  • Why understanding the players and getting in front of the right productive prospects is one of the most critical parts of your selling plan.
  • How to take control of your selling day with the right and wrong times to bid, while setting proper expectations.
  • Ways to stay accountable with a follow-up plan to cultivate relationships both before and after the close.



Two “blue-collar bulldogs” with a combined half-century of experience share a proven twelve-point system for sales success within the complex, multi-layered, and demanding field of manufacturing and logistics.



Follow a twelve-point selling system that works.

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