A global industrial casting equipment manufacturer had seen revenues decline at minus two percent per year over the prior decade. The business relied on a network of 125+ independent agents across 50 markets, but agents had no incentive to prospect new accounts. Sales activity was concentrated on existing relationships, and high-potential customers were systematically under-served.

Built a potential-based customer segmentation across every market. Identified must-win target accounts per agent territory. Introduced structured agent coaching through regular jour fixe sessions using each agent's own data. Developed value-selling tools quantifying total cost of ownership for key products. Built a custom agent management platform to track pipeline, activity, and performance.

Seven million euros in additional sales within the first six months from agents targeting high-potential accounts for the first time. Pipeline from target customers tripled versus baseline. Over twenty-one million euros in quotations sent to target customers in the first full year. Agent coaching adoption reached critical mass across the network.