System Execution Podcast

Ken is the co-author of the recent manufacturing sales book, entitled “Selling in Manufacturing and Logistics.” Ken and his co-author are experienced Sandler trainers who play very important roles in the Sandler’s worldwide organization. They advise organizations and individuals on how to help discover their true potential and develop innovative solutions that create sustainable change. Ken is currently head of Sandler Training Consultancy in Akron, Ohio, and he and his co-author have really focused in on selling in manufacturing and logistics. What you’ll learn about in this episode: The systematic approach to manufacturing sales that led Ken to Sandler Training “Selling in Manufacturing and Logistics”: Ken’s book with Mike Jones The systems that most manufacturing sales people create that are really ineffective (and what can be done about that) Why finding new customers is such an essential part of the sales process Why sales isn’t as much about relationship building as it was in the past Prospecting the r