My name is Scott Trunkett, and through 20+ years of industrial equipment engineering, sales, and sales leadership, I have developed several techniques for facilitating strategic sales change to produce increased sales, margins, hit rates, and net profits.

I've helped industrial equipment manufacturers increase gross profit margins on some products by as much as 50%!

Do any of the 4 strategic areas below represent an opportunity for you to strengthen or grow your business?

Would you like access to a high-level facilitative resource with experience in your markets to help you accomplish some of your sales objectives?

Let me help, and I guarantee you will be pleased with the results!

Call (502) 310-1207 or email STrunkett@SalesRaceHorses.com

My sales project expertise falls into the 4 fundamental strategic sales categories illustrated below.

Protect The Core:

The Core is the foundation of your existing business. It represents the existing products and services that you are currently providing in your primary markets to your primary customers.

I have developed several processes and techniques that can help you to protect your core business from competitive threats and to solidify the foundation upon which you will grow your business. Click on the links to learn more about each:

• Competitor Analysis
• Customer Service Metrics and Training
• Customer Value Dossier
• Customer Referral Index
• Relationship Marketing and Relationship Mirroring
• Case Studies and Success Stories
• Strategic Price Reduction
• More...

Grow The Core:

If you've done an excellent job protecting your core customers in your core markets, then growth of your business can most effectively be achieved by capturing a greater share of business from those customers.

I can help you to grow your business with existing customers in your current markets with the following support programs:

• Cross-Selling Processes, Systems, and Training
• Up-Selling
• New Product Identification, Development, and Introduction
• Value Quantification and Communication Systems
• Competitor Analysis
• Opportunity Funnel Management Processes
• Prototyping, Beta Partnering, and Public Endorsement
• Alliance Partnering to Access Market Relevant Technologies
• Peer-to-Peer Sales Coaching and Best Practices

Expand The Core:

Your existing products and services have created successful results for your current customers in your primary markets. Your most successful products are your most powerful levers to penetrate new accounts. Additionally, these products may have relevance to markets that you have not previously served.

I can help you to expand your core business through penetration of new accounts and new markets with the following support programs:

• Core Differentiators
• Market Analysis & Profiling
• Value Messaging & New Market Penetration
• Selling Effectiveness Techniques and Skills Training
• Case Studies and Testimonials
• Channel Alliances & Channel Effectiveness
• Peer-to-Peer Sales Coaching and Best Practices
• New Account Prospecting

Diversify The Business:

In a profitable business, your organization's future is always at risk to threats from competition, the changing economy, and new technologies. A portion of your time and resources should be focused on the future, with potentially outside-of-the-box initiatives that will keep you ahead of the competition.

Diversifying your business into new markets with new technologies and new products, if done intelligently, can provide a hedge against both anticipated and unforseen threats.

I can help you to define a path of intelligent diversification through the following strategic initiatives:

• Core Differentiators And Game Changing Technologies
• Strategic Threat Analysis
• Joint Ventures and Alliance Partnering

Together, we can create a customized project approach to target your objectives.

Allow me to help you achieve your growth objectives, and I guarantee you will be pleased with the results!

Call (502) 310-1207 or email STrunkett@SalesRaceHorses.com