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Sales Strategy White Paper Preview

North American On-Highway Marketing Intern | Cummins Inc.

PROJECT OVERVIEW

Developed a sales strategy and white paper for Cummins’ upcoming X15N clean energy engine, focused on expanding the company’s customer base while aligning with ESG priorities. Combined deep product research, ESG insight, and market targeting to identify high-potential customers struggling to meet Scope 3 emissions goals.

*Browse through a preview of the guide below

PROCESS

Click each of the tabs below to explore each step of my process towards completing this project.

1. Product Discovery & Internal Networking

  • Met with Cummins product experts and account managers to learn about the new X15N clean energy engine

  • Gained insight into the product’s differentiators and how it fits within Cummins’ broader ESG strategy

OUTCOME

  • Delivered a professionally designed white paper highlighting the X15N’s value proposition for ESG-conscious Fortune 500 companies

  • Identified a targeted list of third-party carrier-reliant companies struggling with Scope 3, Categories 4 & 9 transportation emissions

  • Aligned messaging with Cummins’ marketing and branding guidelines for consistency and adoption

  • Presented findings to cross-functional account managers, resulting in the white paper being published to Cummins’ internal sales enablement site

  • Provided a foundational sales resource to support X15N customer conversations and ESG-aligned prospecting

SKILLS

  • ESG Strategy & Reporting Fluency – Gained working knowledge of environmental compliance metrics and reporting standards

  • Market Research & Customer Targeting – Identified ESG-aligned customers based on emissions data and logistics strategies

  • B2B Sales Strategy Development – Translated clean energy product features into a compelling value proposition for targeted industries

  • Cross-Team Collaboration – Worked across product, sales, and branding teams to ensure alignment in messaging and goals

  • Visual Communication – Applied graphic design principles to elevate technical content into a professional, sales-ready format

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