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?
I combine hands-on sales experience, strategic thinking, and precise negotiation preparation – drawn 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 where it’s decided whether trust is built, relevance is felt, and a customer starts thinking differently – or whether a conversation leads nowhere.
This is exactly the phase I work in: in the conversation, in leadership, and in the concrete reality of sales.
Services
for Dental Companies, Practices, and Laboratories
Sales
- Accompanying and analysing customer conversations where sales actually takes place: in the field, in the practice, in the laboratory, and in conversations with decision-makers.
- Structured preparation for critical conversations: objective, relevance, objections, decision logic, and next step.
- Individual coaching for sales representatives and managers on conversation quality, attitude, and impact.
- Result: Greater impact in conversations, clearer customer guidance, and a higher likelihood of closing.
Leadership
- Observing and reflecting on leadership in day-to-day sales – not in the abstract, but in concrete situations.
- Developing managers, sales leads, and teams with a focus on control, clarity, and execution.
- Building repeatable sales and leadership standards that work in practice.
- Result: Clear leadership, more precise management, and teams that perform better when it matters.
Organisation
- Analysis of roles, processes, interfaces, and responsibilities based on sound business logic.
- Identifying the organisational levers that genuinely improve sales, leadership, and customer impact.n
- Implementation focused on practical applicability: structures need to work, not just look good on paper.
- Result: More efficient structures, clearer accountability, and stronger execution in the market.
Negotiations
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Structured preparation for demanding conversations: interests, options, scenarios, BATNA, and clear positioning.
- Realistic simulation of negotiations, objections, pressure situations, and decision dynamics.
- Sparring before important conversations – for clarity, composure, and a well-structured line of argument.
- Result: Stronger position, better preparation, and greater confidence in conversations that count.
Market Approaches & New Customer Acquisition
I support developing independent approaches to gaining market share, acquiring new customers, and sharpening market presence.
I am confident that not every improvement comes from more activity – some come from a better approach.
I am Dr Karsten Wagner
Over 30 years of experience in the dental and medical device market.
For over 30 years I have worked in the dental and medical device market – from field sales and marketing to product management and senior leadership responsibility.
Strategic thinking, clarity in negotiations, and the ability to identify market opportunities with precision have shaped my work to this day.
I speak the language of practices, laboratories, and industry – and understand the distinct logic of each world from first-hand experience.
Insights from philosophy, game theory, St. Gallen, and Harvard complement this hands-on experience.
The queen moves freely: flexible, far-sighted, effective.
My approach: identifying options, acting with precision, and creating impact at the right moment.
Who I work with
I work with individuals and organisations in the dental market who carry responsibility for sales, leadership, market presence, or business development.
- Managing directors, owners, and entrepreneurs in the dental market.
- Sales organisations and managers in the dental industry.
- Dental practices looking to improve their financial management, communication, and patient impact.
- Dental laboratories looking to make their structures, processes, and customer interfaces clearer and more effective.
Whether owner, managing director, manager, or sales representative: I provide support where results are created – in the market, in conversations, and in execution.
The moment matters.
Sales Academy Dental
Developing Sales Effectiveness
Clarity on your sales process
We make visible how sales actually works: from the first contact through conversation management and objection handling to the decision. This creates a foundation for consistent, repeatable success.
Training that fits your team’s reality
Practical, precise, and tailored to the demands of your market. Work takes place in small groups or one-on-one – always grounded in concrete situations, real conversations, and measurable behaviour change.
Individual coaching for sales and negotiation
Intensive 1:1 support on-site, virtually, or by phone – particularly ahead of important client conversations, negotiations, or critical decision situations. The goal is clarity of thought, confidence in delivery, and impact in the conversation.
Your own sales academy – embedded for the long term
If you want to bring the elements together, we develop an internal Sales Academy: structured, practice-oriented, and permanently embedded in your organisation.
Future scenario
Imagine your sales team operating with greater clarity, leadership providing more precise direction, and important negotiations handled with greater confidence.
That is exactly where my work begins – with structure, hands-on proximity, and a clear view of what actually creates results in the market.
I support you where it counts: with customers, in teams, in leadership situations, and in negotiations.
When it counts, you need clarity, strategy and presence.
Wir bieten
Beratung
Installation
Support
karsten.wagner@what-matters-most.coach
+49 160 96266948
KKW Consulting Dental
Dr. Karsten Wagner
Hügelstraße 25b
65510 Hünstetten, Germany
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