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Digital Prospecting

A battle-tested process for an integrated twenty-first-century prospecting system

Finding, Nurturing and Closing Sales with Social Technologies

Mike Jones and Ken Guest's breakthrough book, Digital Prospecting, provides a proven, battle-tested process for finding, nurturing and closing sales with social technologies. 

Practical insights that will

  • How to apply the classic Sandler principles and techniques to create a powerful, integrated, field-tested process for prospecting that integrates email and LinkedIn.

  • Case studies detailing 47% and 311% increases in revenue over a four-year period.

  • Includes ready-to-use messaging templates for digital outreach.

A better structure to your overall prospecting strategy

If you’ve ever found yourself frustrated with the diminishing returns from traditional prospecting methods or tried and failed to use social media and email effectively to develop a consistent stream of quality leads, this book is for you.


Social Selling Structure & Strategy

A battle-tested process for an integrated twenty-first-century prospecting system. 

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Author, 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 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.

Author, 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.