When Sales in the Dental Market Needs to Deliver More
Performing when it matters.
Consulting for sales effectiveness, market approach, leadership, and negotiations in the dental market
- 30+ years of experience in sales, marketing, product management, and leadership in the dental and medical device market
- Business School St. Gallen
- Harvard Program on Negotiation
- PhD in Philosophy – with a focus on game theory
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Honorary Master Dental Technician – awarded by the Klaus Kanter Foundation
Dental Performance Consulting
I support dental companies, practices, and laboratories where commercial impact is created: in the market, in client conversations, in leadership, and in hands-on execution.
Many organisations work hard on sales, leadership, and market presence – and still fall short of their potential. The problem often lies not just in execution, but in the approach itself: How do meaningful conversations happen? How is sales actually led? How are market shares won?
My work combines hands-on sales experience, strategic thinking, and precise negotiation preparation. I don’t come from theory alone – I come from real sales, leadership, and decision-making situations in the dental market.
The Black Box in Sales
Sales is often measured by activity and results. But what actually happens in the decisive moment with the customer frequently remains invisible.
That’s precisely where impact is created: whether trust is built, whether relevance emerges, whether a customer starts thinking differently – or whether conversations lead nowhere.
This is exactly the phase I work in: in the conversation, in leadership, and in the concrete reality of sales.
Offers
for dentists, dental laboratories & dental industry
On-site sales coaching
- Field support: accompanying sales staff to appointments, live coaching, direct feedback
- Conversation preparation: targeted preparation for critical customer conversations
- 1:1 coaching: individual reinforcement in everyday sales work
- Result: More deals closed. Confident demeanour. Stronger presence with customers.
Management & Sales Leadership
- Leaders on the sidelines: observing everyday management & providing feedback
- Training at all levels, from beginners to top salespeople
- Sales Academy: setting up an in-house sales academy
- Result: Clear leadership. Motivated teams. Precise control.
Optimised organisation
- St. Gallen Diagnosis: Structural analysis of practice or laboratory according to business logic
- Organisation of optimisation
- Implementation of the plan
- Result: Sustainable competence development. Efficient structures
Negotiation support
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Negotiation roadmap: interests, options, BATNA, strategy
- Simulation training: realistic preparation with role-playing and pressure situations
- On-call support: assistance before and during crucial discussions
- Result: Stronger position. Better margins. Success.
I am Dr Karsten Wagner
Philosopher. Strategist. Practitioner.
Over 30 years in the medical device market, including 18 years in the dental market – from field sales to marketing & product management to managing large sales organisations.
Game theory means understanding strategies, anticipating moves, shaping options – exactly what counts in sales, marketing and negotiation.
Master dental technician (honorary) – I speak the language of practices and laboratories as well as that of industry.
Methodologically supported by the Business School St. Gallen and the Harvard Project on Negotiation, Advanced Negotiation Masterclass (Harvard Law School Executive Education).
The queen moves! Flexibility. Reach. Strength.
My claim: think, lead and act like this!
Who do I work for?
I work with anyone who has responsibility for sales in the dental market:
- Managing directors and owners who serve customers themselves
- Sales teams and executives in the dental industry
- Dental practices that want to improve their financial management
- Dental laboratories that want to optimise structures, processes and customer interfaces
Whether you are an owner, manager or sales representative, I support you where results are generated – in a practical, direct and results-oriented manner.
Now matters.
Now strengthen.
Now sell.
The moment matters.
Sales Academy Dental
Effective sales
Crystal-Clear Transparency of Your Sales Process.
- We make your entire sales process visible.
- Everything is structured and clearly laid out for you.
- This creates clarity for the field sales team and provides a foundation for plannable, repeatable success.
Sales Training That Fits Your Team.
- Practical, precise, and tailor-made.
- I work with small groups or individually.
- The training is oriented toward the development level of your employees and the requirements of your sales process.
Individual Sales and Negotiation Coaching.
- Intensive 1:1 support on-site, virtually, or by phone.
- Available 24/7 upon request – for important conversations, spontaneous follow-up questions, and mental or content preparation for major appointments.
- Particularly suitable for teams with flat hierarchies that need fast, professional support.
Your Complete Sales Academy – Anchored for the Long Term.
If you would like to combine all three modules, we will jointly develop
your in-house Sales Academy.
Structured, sustainable, and permanently embedded within your company.
Future scenario
Imagine: your sales force is confident, your managers provide clear guidance, and your negotiations deliver better results.
This is exactly where Dental Performance Consulting comes in – with a clear strategy, practical support and individual 1:1 coaching tailored to your situation.
I accompany you where it matters most: with customers, in teams, in negotiations.
When it counts, you need clarity, strategy and presence.
As a Dental Performance Consultant, I accompany you where it really counts: with customers, in teams, in negotiations.
karsten.wagner@what-matters-most.coach
+49 160 96266948
KKW Consulting Dental
Dr. Karsten Wagner
Hügelstraße 25b
65510 Hünstetten, Germany
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