--- title: B2B Sales Strategy & Business Development | Pawel Heyne description: My interests in B2B sales strategy, MQL-to-SQL conversion, key account management and partnerships across Switzerland, Poland and DACH. --- close close Search - Es gibt keine Vorschläge, da das Suchfeld leer ist. SALES & BUSINESS DEVELOPMENT # B2B Sales Strategy & Business Development I am interested in how a clear B2B sales strategy becomes consistent, thoughtful action. My perspective draws on 20 years across Sales, Marketing and IT, including business development, key account management, partner management and SaaS. ## Sales Strategy & Business Development I enjoy exploring where a business can grow, which customers it is best placed to serve and how it should enter a market. B2B sales strategy, go-to-market planning and international market development need a clear value proposition and practical choices about channels and resources. Sales growth and sales performance become more meaningful when connected to customer needs, sustainable relationships and a realistic sales process. ## Key Accounts & Customer Acquisition Strategic account planning starts with understanding the customer’s priorities, stakeholders and decision process. I am interested in balancing focused customer acquisition with long-term key account development. For business development in Switzerland, DACH and Poland, local context and personal trust are as relevant as the commercial plan. ## MQL-to-SQL Conversion More leads do not automatically create a stronger pipeline. I focus my interest on lead qualification, lead scoring and the handover between Marketing and Sales: who is a good fit, what indicates intent, and what should happen next? Lead quality, sales funnel optimisation and conversion rate improvement should be assessed alongside pipeline development and eventual revenue outcomes. [Explore MQL-to-SQL optimisation →](https://heyne-consulting.ch/sales/mql-sql?hsLang=de-ch) ## Partnerships & Channel Management Strategic partnerships and partner ecosystems can open access to expertise, customers and international markets. I enjoy thinking about channel sales, partner enablement and joint business development. A useful partnership needs shared priorities, clear responsibilities and a reason for both sides to keep investing in the relationship. ## Perspectives to explore [Building a B2B Sales Strategy That Actually Works →](https://heyne-consulting.ch/insights/b2b-sales-strategy?hsLang=de-ch) [From MQL to SQL: Why Lead Quality Matters More Than Volume →](https://heyne-consulting.ch/insights/lead-quality-mql-sql?hsLang=de-ch) [Explore the connection with Marketing →](https://heyne-consulting.ch/marketing?hsLang=de-ch) [Let's Connect](https://heyne-consulting.ch/contact?hsLang=de-ch) Käferholzstrasse 261 8046 Zürich Switzerland Heyne Consulting · Pawel Heyne [Connect with me on LinkedIn](https://www.linkedin.com/in/pawel-heyne/) #### IT Services - [Services](https://heyne-consulting.ch/sales#services) - [Blog](https://heyne-consulting.ch/sales#blog) - [About](https://heyne-consulting.ch/sales#about) #### Quick Links - [Services](https://heyne-consulting.ch/sales#services) - [Blog](https://heyne-consulting.ch/sales#blog) - [About](https://heyne-consulting.ch/sales#about) #### Support - [Services](https://heyne-consulting.ch/sales#services) - [Blog](https://heyne-consulting.ch/sales#blog) - [About](https://heyne-consulting.ch/sales#about) (c) 2026 Heyne Business Solutions & Services All Rights Reserved. [HEYNE CONSULTING](https://heyne-consulting.ch/?hsLang=de-ch) [Home](https://heyne-consulting.ch/?hsLang=de-ch)[Sales](https://heyne-consulting.ch/sales)[Marketing](https://heyne-consulting.ch/marketing?hsLang=de-ch)[IT & Technology](https://heyne-consulting.ch/it-technology?hsLang=de-ch)[Networking](https://heyne-consulting.ch/events?hsLang=de-ch)[About](https://heyne-consulting.ch/en/about?hsLang=de-ch)[Contact](https://heyne-consulting.ch/contact?hsLang=de-ch) **Pawel Heyne · Heyne Consulting** Sales · Marketing · IT · Networking [Insights & Perspectives](https://heyne-consulting.ch/insights?hsLang=de-ch) · [Networking & Events](https://heyne-consulting.ch/events?hsLang=de-ch) Käferholzstrasse 261 8046 Zürich Switzerland [Connect with me on LinkedIn ↗](https://www.linkedin.com/in/pawel-heyne/)