Mike Jones, Ken Guest – Selling in Manufacturing and Logistics


Two “blue-collar bulldogs” with a combined half-century of experience share a proven 12-point system for sales success within the complex, multi-layered, and demanding field of manufacturing and logistics.

Everyone is selling, all the time – but not everyone sells well, and not everyone realizes that selling is what’s happening. This is true to some degree in all aspects of business, but it is particularly true for businesses involved in the manufacturing, distribution, and delivery of products.

There are so many different departments that must come together in collaboration to ensure the successful delivery of a product – and consequently a satisfied customer – that everyone along the chain should, ideally, be selling all the time, to everyone, in every department. That’s a major task! This book tells managers and salespeople what works when it comes to connecting all the dots…and, just as important, what doesn’t work. The system it outlines works for sellers in any company that manufactures, distributes, or delivers products to end users.

Selling in Manufacturing and Logistics outlines a proven 12-point system for sales success within these mature vertical sectors of the economy. Jones and Guest’s 12 key strategies for sales professionals in this dynamic field, all based on the Sandler Selling System, are as follows:

Understand the players

Get in front of the right prospects

Set the plan

Leverage both digital and voice to voice prospecting

Take control of the selling day

Set expectations

Known when to bid…and when not to bid

De-commoditize your offering

Follow up strategically

Think beyond the “close”

Grow “accounts” into “relationships”

Make accountability a way of life

These 12 “blue-collar bulldog” strategies will help you identify the best ways to move the sales process forward, step away from “opportunities” that won’t turn into anything, and get today’s technology to work for you, rather than you working hard for the technology. If you follow this program, you will have additional time, and more focused time, to spend in front of the right prospects…you will get decisions sooner…and you will close more sales.

The book features a special appendix on effective strategies for the hiring and retention of drivers-a perennial “hot button” issue for leaders in these companies.

Author: Mike Jones, Ken Guest
Narrator: Sean Pratt
Duration: 4 hours 49 minutes
Released: 18 Jan 2011
Publisher: Gildan Media
Language: English

User Review:

cleanser practical

this was by far the best management book I have read of all the business books have gone through. I’ve probably listen to the 20 different business, management, and sales books, and this one is applicable to so much more than just sales or management. awesome book. couldn’t recommend enough. and narrator did a wonderful job.