{"id":10075,"date":"2018-04-22T09:13:07","date_gmt":"2018-04-22T09:13:07","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/selling-manufacturing-and-logistics\/"},"modified":"2023-10-26T16:42:27","modified_gmt":"2023-10-26T16:42:27","slug":"selling-manufacturing-and-logistics","status":"publish","type":"post","link":"https:\/\/sandler.com\/sandler-books\/selling-manufacturing-and-logistics\/","title":{"rendered":"Selling in Manufacturing and Logistics"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/sandler-books\/selling-manufacturing-and-logistics\/#Selling_in_Manufacturing_Logistics\" >Selling in Manufacturing &amp; Logistics<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/sandler-books\/selling-manufacturing-and-logistics\/#BUY_THE_BOOK\" >BUY THE BOOK<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/sandler-books\/selling-manufacturing-and-logistics\/#GRAB_YOUR_FREE_SAMPLE_CHAPTER\" >GRAB YOUR FREE SAMPLE CHAPTER<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"Selling_in_Manufacturing_Logistics\"><\/span>Selling in Manufacturing &amp; Logistics<span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p><strong>For salespeople who represent products in these mature vertical sectors of the economy.<\/strong><\/p>\r\n<p>Whether you&#8217;re new to Sandler concepts or a Sandler expert, there&#8217;s no better time to learn effective prospecting, qualifying, and selling strategies through better interaction.<\/p>\r\n<p>&nbsp;<\/p>\r\n<p><strong>Mike Jones<\/strong><\/p>\r\n<p>Mike Jones plays an important role in Sandler\u2019s 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.<\/p>\r\n<p><strong><a href=\"https:\/\/www.linkedin.com\/in\/mikedouglasjones\/\" target=\"_blank\" rel=\"noopener noreferrer\">LinkedIn<\/a><\/strong><\/p>\r\n<p><strong>Ken Guest<\/strong><\/p>\r\n<p>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.<\/p>\r\n<p><strong><a href=\"https:\/\/www.linkedin.com\/in\/kjguest\/\" target=\"_blank\" rel=\"noopener noreferrer\">LinkedIn<\/a><\/strong><\/p>\r\n<blockquote>\r\n<p><strong>A refreshing take on the Sandler Selling System<\/strong><\/p>\r\n<p>Ken and Mike nail it! What a refreshing take on the <strong><a href=\"\/sandler-selling-system\/\">Sandler Selling System<\/a><\/strong>, 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.<\/p>\r\n<h5>Jason Reynolds, Vice President of Operations and Business Development | The R.W. Earhart Company<\/h5>\r\n<\/blockquote>\r\n<p>The definitive resource for sales success within the demanding field of manufacturing and logistics.<\/p>\r\n<ul>\r\n<li>Why understanding the players and getting in front of the right productive prospects is one of the most critical parts of your selling plan.<\/li>\r\n<li>How to take control of your selling day with the right and wrong times to bid, while setting proper expectations.<\/li>\r\n<li>Ways to stay accountable with a follow-up plan to cultivate relationships both before and after the close.<\/li>\r\n<\/ul>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"BUY_THE_BOOK\"><\/span><a href=\"https:\/\/www.amazon.com\/gp\/product\/0692919783\" target=\"_blank\" rel=\"noopener\"><strong>BUY THE BOOK<\/strong><\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Two \u201cblue-collar bulldogs\u201d 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.<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"GRAB_YOUR_FREE_SAMPLE_CHAPTER\"><\/span><strong>GRAB YOUR FREE SAMPLE CHAPTER<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Follow a twelve-point selling system that works.<\/p>\r\n<p><em>We will email you instructions on how to access your content and other important information.<\/em><\/p>\r\n<script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script>\r\n<script>\r\n  hbspt.forms.create({\r\n    region: \"na1\",\r\n    portalId: \"21604003\",\r\n    formId: \"cdddd9ab-b739-49b2-9fd2-64901e0f5cd0\"\r\n  });\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>The definitive resource<br \/>\nfor sales success within the demanding field of manufacturing and logistics.<\/p>\n","protected":false},"author":68,"featured_media":10031,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1045],"tags":[1482,1024,1028],"class_list":["post-10075","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sandler-books","tag-book","tag-sales","tag-sandler-methodology"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Selling in Manufacturing and Logistics Book by Mike Jones &amp; Ken Guest | Sales | Sandler Training<\/title>\n<meta name=\"description\" content=\"Download a free chapter or buy the book to learn our 12-point system for sales success in manufacturing, distribution, and logistics!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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