We create them
We give B2B sales leaders the tools, strategy, and skills
to help sales teams win against a competitive pack.
We help B2B manufacturers
grow sales. Profitably
increase sales revenues at the same time.
We know B2B sales. We know how to help you to jockey for lead position against tough competitors. We know how to maneuver through the complex field of B2B buyer networks to secure new accounts at premium prices. You can count on Sales RaceHorses to help you win the race to profitable growth.
Companies that systematically seek feedback from their employees and invest in their engagement develop a significant competitive advantage against their competitors. Yet we found that less than 5% of companies make employee engagement a part of their business development strategy.
Let us help you to enable your sales RaceHorses and WorkHorses
What Makes Sales RaceHorses Different?
Value-centric sales teams build a self-perpetuating cycle we call the Value Communication Cycle. We help sales leaders to change their sales team culture from one of “self-commoditized” price competition to one of value creation and communication.
Value centric sales teams with the right tools and messaging consistently secure more deals at higher gross margins than their competitors.
- We help you define the value you create for your customers
- We give your sales team the tools to quantify and communicate that value
- We show you why traditional price-sensitivity curves don’t apply to your business
- We give you the tools and techniques to penetrate new markets
- We help you secure key accounts against competitive poaching and defection
Frequently asked Questions
Our foundation of engineering expertise combined with experience across multiple industries enables us to learn the critical aspects of your industry and technology quickly.
Some of the markets we have served include Energy and Power Generation, Aerospace & Defense, Turbomachinery and other Rotating Equipment, Wear Resistance Technologies, Heat Exchangers, and Consumer Goods.
We have extensive knowledge and experience in a variety of manufacturing process industries including Machining, Casting, Tube Forming and Welding, Induction Brazing, Welding, and others.
We are engineers. So the foundation of our culture and our approach is one of creating solutions. The majority of our solutions for your business will be based on a company specific diagnostic.
While some of our solutions can be successfully implemented without first performing this diagnostic, we generally recommend that a Sales Effectiveness Diagnostic be performed with you and your team prior to implementation of any solutions. Our Sales Effectiveness Diagnostic is a relatively low cost method for you to understand your team’s relative strengths, weaknesses, opportunities, and threats. This will enable you to prioritize your solution investment options.
We recommend first that our clients engage in a Sales Effectiveness Diagnostic. Depending upon the size of your organization, the locations of your sales team(s), and the scope of your needs, this diagnostic could take anywhere from one to several days.
Upon completion of the SED, we will work with you to prioritize your opportunities and develop a plan to effect positive change. The scope and timing of this plan will depend upon your needs and expectations.
HOW WE HELP YOU TO SUCCEED
Our deep experience in multiple B2B industries and collaborative diagnostics enable us to customize a market penetration strategy that will grow your business.
Our experienced outside perspective allows us to recognize under optimized processes and to identify opportunities for greater selling effectiveness.
We are formally trained in group facilitation, and able to bring out ideas and solutions from even the most introverted of your valued team members. You get a consensus strategy promoted by a fully engaged and cohesive team.
A passionate and engaged sales team supporting a cohesive growth strategy will drive up your sales volume while at the same time enabling you to increase pricing.
We’ve helped medium and large sized companies across multiple industries to achieve revolutionary sales transformation. Get your company back in the race with Sales RaceHorses support.
Scott is an exceptionally talented sales leader who always strives to create value for the company. Scott’s attention to detail and ability to comprehend highly technical data has been critical in helping the company grow in highly competitive markets. Scott is also an outstanding motivator and coach, and his advice has benefited many, including myself.
Stephen Dienes, Sales Director
Scott is an incredibly dynamic and motivated individual. His leadership at Kennametal helped to establish what has become this company’s fastest growing business unit!
Dale Mitchell, Procurement Director
Kennametal Conforma Clad
Scott led the web sales strategy implementation for a $40B consumer packaged goods client, where he worked closely with the Accenture partner, client executive sponsor, and strategy consulting team members. Scott demonstrated solid business intuition, is very bright, and has a great sense of humor. I would welcome the opportunity to work with him again anyday.
Jesse Jacoby – Accenture CRM
In addition to live enterprise sales effectiveness activities, we continually undergo ongoing thought leadership activities with key industry partners.
REQUEST A CALL BACK
We can develop a customized plan to put your team on the path to profitable market expansion and share growth.
Would you like to speak with one of our experts? Just submit your contact info at the left and we’ll call you shortly. You can also email us if you would prefer.
Our clients count on us to help them achieve their most critical sales effectiveness objectives. Send us a message, or call (502) 310-1207 at any time. It would be our honor to assist you in achieving world class sales team performance.