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Enterprise & Complex B2B Sales

Stronger commercial performance. Not just more activity.

Focused advisory for CEOs, commercial leaders, and enterprise sales teams. Begin with the business challenge—not a predetermined solution. Every engagement starts with a diagnostic conversation: no obligation, no predetermined methodology, just an honest look at your commercial reality.

01

B2B Sales Strategy & Transformation

“We have salespeople, customers, and a CRM. Why are we not achieving the performance we should?”

Understand what is working, where performance is constrained, and where growth potential exists. Then align your sales strategy, organization, and execution around the priorities that matter.

A sales organization that understands how customers buy, focuses on the right opportunities, and turns commercial strategy into consistent execution and measurable growth.

  • Sales effectiveness diagnosis and commercial performance analysis
  • Sales strategy, execution priorities, and organizational roles
  • Account, territory, and partner portfolio segmentation
  • Sales processes and leadership operating model
  • Commercial KPIs, incentive and reward model advisory
  • Practical transformation roadmap and implementation support
02

Sales Performance Management & Leadership Advisory

“We have reports and targets. But are our sales managers using them to improve decisions and performance?”

Build the management discipline that connects strategy to everyday execution. Measuring activity is not the same as managing performance: reviews should make priorities, decisions, and accountability clearer.

Sales leaders who look beyond activity and revenue forecasts, coach their teams to understand buyer decisions, identify what holds deals back, and take actions that improve sales performance.

  • Performance analysis, KPIs, and commercial scorecards
  • Weekly and monthly sales management cadence
  • Pipeline inspection and forecasting discipline
  • Sales manager coaching and leadership development
  • Team accountability, prioritization, and resource allocation
  • Ongoing strategic and operational advisory
03

Complex Deal, Pipeline & Strategic Account Advisory

“Our pipeline looks healthy, but why are our biggest deals still not moving?”

A meaningful deal review goes beyond CRM stages. We examine buyer commitment, unresolved decisions, stakeholder alignment, and evidence of progress, using your real accounts and active opportunities.

A clearer view of which deals are moving forward, where buyers are struggling to align internally, and what it takes to turn interest into confident decisions and real commitment.

  • Opportunity qualification, deal strategy, and next-step planning
  • Stakeholder mapping and buyer decision-process analysis
  • Decision risks, business cases, and buying-group alignment
  • Strategic account planning and executive conversations
  • MEDDIC or BANT where appropriate
  • Forecast confidence, deal prioritization, and live opportunity coaching
04

Partner & Channel Sales Development

“We already have a broad partner network. How do we generate more business through it?”

Identify where your partner portfolio can contribute more. Growth may come from activating and developing existing relationships, rather than simply recruiting more partners.

Partners who understand your value, can explain it in their own words, and have a reason to actively choose you.

  • Partner strategy, segmentation, and prioritization
  • Partner acquisition, activation, and development
  • Channel performance management and portfolio optimization
  • Partner manager roles and commercial processes
  • Partner enablement and coaching of partner-facing teams
  • Growth opportunities across existing networks
05

Sales Team Development, Coaching & Enablement

“How do we turn sales development into better execution with real customers?”

Practical development connected to commercial outcomes. Work with actual customer situations and opportunities to strengthen the confidence and capability of sales managers and teams.

Sales teams who understand how their buyers decide, and can move real conversations toward a confident next step.

  • Enterprise discovery, qualification, and customer business understanding
  • Buyer-centered and complex stakeholder conversations
  • Sales leadership, field, and pipeline coaching
  • Strategic account planning and objection handling
  • Sales onboarding and role-based capability development
  • Customized academies and facilitated working sessions
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In the room

Advisory, workshops & executive sessions.

Structured sessions with leadership and commercial teams—where strategy, buyer understanding, and daily practice meet.

Petra Wagner presenting a customer engagement session at an IBM Innovation Studio event
From insights to impact: designing a customer engagement plan.
Petra Wagner facilitating a corporate advisory session with the agenda projected behind her
Facilitating a corporate session: priorities, risks, and where attention belongs.
Petra Wagner leading an interactive workshop with a commercial team
Working with a commercial team: from product features to the value the customer sees.

Engagement models

The right support for your priorities.

How I work

Commercial reality before methodology.

01

Understand the commercial reality

Start with your business, customers, team, and current ways of working.

02

Identify what constrains performance

Separate symptoms from the organizational and buyer-side issues underneath.

03

Define priorities and decisions

Agree what needs to change, what should stay, and where to focus first.

04

Design practical improvements

Create workable processes, leadership routines, and capability development.

05

Support implementation

Translate recommendations into action and review evidence of progress.

A clearer way forward

Let’s look at what is really
limiting your sales performance.

A focused conversation about your business, your priorities, and what needs to change.

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