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Training Books for Salespeople: Digital Prospecting

Finding, nurturing, and closing sales with social technologies. 

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Social Selling Structure & Strategy

In Digital Prospecting, Mike Jones and Ken Guest identify a battle-tested process for an integrated twenty-first-century prospecting system. Designed for front-line salespeople and executives, learn from the best with this Sandler sales book.

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 prospect training book is for you.

  • Case studies detailing 47% and 311% increases in revenue over a four-year period.
  • Includes ready-to-use messaging templates for digital outreach.
  • How to apply the classic Sandler principles and techniques to create a powerful, integrated, field-tested process for prospecting that integrates email and LinkedIn.

What client's say ...

“The Sandler Selling System is something we have believed in and used in our company for years. We love the next steps Mike and Ken outline in Digital Prospecting that blend that proven system with today’s digital communication methods, meeting the prospect where they are today, as opposed to where they were twenty years ago, and equipping today’s salespeople accordingly.”

- Patrick Willoughby | Senior Vice President, The Karcher Group


Digital Prospecting

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Mike Jones

Mike Jones, Author

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, Author

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.