TEG Management Conferences

19 January 2027MunichEvening event

Enterprise SalesSummit 2027

Rethinking the Sales Funnel.

What actually wins customers today.

How do you win enterprise customers when the choice of vendor often begins to take shape before the first sales conversation? And how does interest become a signed deal when buying committees, budget approvals and internal priorities all have a say?

Four talks. Perspectives drawn from long enterprise sales practice and from modern go-to-market. An evening among people who know complex B2B deals from more than slide decks.

Register on LumaView the speakers

Why this summit?

The funnel is changing. The challenges behind it are familiar to all of us.

An account shows interest, yet no one knows how the decision will actually be made. The champion is convinced, but the economic buyer remains out of reach. The pipeline looks healthy until deals slip into the next quarter, again and again. And all the while it grows harder to open a relevant first conversation with classic outbound at all.

The Enterprise Sales Summit starts precisely there. We discuss how companies make it onto shortlists today, how signal-based outbound is really put to work, and how complex purchasing decisions are moved forward from within. Experience from established sales organisations meets the possibilities of modern GTM infrastructure.

Not as a collection of sales buzzwords, but as an exchange on what holds up in daily practice, where methods reach their limits and what needs to be rethought.

The topics

01

Making the shortlist before the first call

Many customers research, compare and form preferences before sales is involved at all. How do you become relevant early with the right accounts? And what part do trust, relationships and a coordinated customer journey play before an opportunity ever appears in the CRM?

02

Signal-based outbound instead of yet another sequence

More touchpoints alone do not make a better pipeline. What matters is whether the outreach fits the account, the occasion and the moment. We look at buying signals, account research and the technical side of modern GTM processes – from the underlying data to workflows built with tools such as Clay.

03

The champion says yes. The buying committee is another matter.

Large deals rarely fail for want of one good presentation. How do you build access to several stakeholders? How do you reach the economic buyer without going around the champion? And how does individual enthusiasm become a decision the whole organisation will stand behind?

04

Pipeline is not yet revenue

An opportunity can sit in the forecast while the customer is not preparing a real purchasing decision at all. How do you recognise progress? Which questions bring risks to light? And how do clear qualification, MEDDPICC and a mutual action plan help move the right deals forward?

The speakers

  • Heinz-Georg Geissler

    Heinz-Georg Geissler

    International B2B sales · Bundesverband der Vertriebsmanager · WelikeU

    More than 25 years of sales and leadership experience in technical B2B markets, including at Schott, Jenoptik and AFAG. As a member of the executive board of the Bundesverband der Vertriebsmanager, the German association of sales managers, and co-founder of WelikeU, he examines how companies can think sales, marketing and technology together along the actual customer journey – drawing on experience from established industrial companies as well as from new business models.

  • Christopher Stützel

    Christopher Stützel

    Enterprise Sales Manager, Ariadne · formerly Staffbase and Bilendo · Beyond Quota

    Christopher Stützel knows enterprise sales from both sides: as a Large Enterprise Account Executive at the German tech unicorn Staffbase, and from more than six years of sales leadership at Bilendo. As co-host of the sales podcast “Beyond Quota”, he explores modern sales methods and the questions that genuinely make the difference in everyday selling.

  • Rainer Hoesl

    Rainer Hoesl

    Sales Leader & Go-to-Market Architect · formerly Salesforce · MEDDPICC

    Rainer Hoesl spent more than five years in enterprise sales at Salesforce and brings further experience from Accenture and BearingPoint. Today his focus is on building scalable sales organisations: how does founder-led sales mature into a resilient go-to-market model, and which processes ensure that pipeline is not left to chance?

  • Emanuel Morhard

    Emanuel Morhard

    Co-Founder, GTMengineer.dev · Signal-Based Outbound & GTM Engineering

    Emanuel Morhard stands for the technical side of modern new business acquisition. He builds go-to-market systems that combine account data, buying signals and automated workflows into relevant outreach. With GTMengineer.dev, his particular focus is cold outbound and the implementation of modern GTM infrastructure, including with Clay.

Who is the summit for?

For those who carry responsibility in enterprise sales themselves:

  • Enterprise Account Executives and Key Account Managers
  • Sales Managers and Sales Directors
  • Heads of Sales and VPs of Sales
  • Business Development and Revenue Professionals

Anyone who steers complex B2B deals knows that good conversations alone are not enough. What counts is the right access to the account, durable customer relationships and a sales process that holds up even when many stakeholders have a say.

Attendance

Registration is via the event page on Luma, where you will also find the terms of attendance and current ticket information.

Register
Date
19 January 2027, evening
Location
Munich
Format
Four expert talksand conversation with fellow enterprise sales professionals
Language
German
Registration
Via LumaTerms and ticket information there

Organisation

The Enterprise Sales Summit is organised by TEG as part of its Young Business Leadership AcademyTEG's 18-month development programme for future leaders. It combines workshops with experienced executives and the project lead of a TEG format, for which participants win speakers, partners and guests themselves. Over 300 graduates, 41 of them now in top-level leadership positions in large corporations.. In the 18-month programme, participants take responsibility for their own event formats and bring experienced professionals and executives into conversation with one another.

About TEG

Since 1986, TEG has brought together executives from large corporations and the Mittelstand, and holds conferences and specialist formats in Munich. Past events have included Microsoft, Google, IBM, Siemens, BMW, McKinsey & Company, BCG, Roland Berger, Accenture and PwC as partner or speaker companies. The aim is a professional exchange between people who carry responsibility in their organisations.