The Research Changing How Sales Leaders Think About Talent - Dr. Nate Hartmann & Tiffany Moceri

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Abby Kerr and Tim Riesterer sit down with Dr. Nate Hartmann, Associate Professor of Marketing and Innovation at the University of South Florida and Tiffany Moceri, Vice President of Product at Infinity. Together, they divulge a first-of-its-kind research project using Infinity’s real-world sales data to pinpoint what actually differentiates top-performing account executives. Together, Tiffany and Nate explore a unique study where data-driven insights shine a light on how motivation, skills, and emotional intelligence combine to create elite sales performers. Tiffany shares firsthand insights from her experience in sales operations, while Nate reveals how to use data to predict success and drive performance improvements. Tune in for actionable takeaways on what truly differentiates top performers and how you can apply these findings to elevate your team. Tune in to learn: Why meaning and purpose, not recognition or rapid advancement, most strongly predict high performers The two sales skills that consistently separate top reps: adaptive selling and objection handling Why structured data tells only half the story and how unstructured data will shape the next wave of sales research Episode highlights: (00:00) Introduction (01:31) Setting the stage for the research collaboration (02:53) How the research project was structured and analyzed (04:46) Tiffany shares preconceived notions before seeing the data (06:00) How performance was measured using predictive modeling (08:32) Key motivators found in top-performing account executives (09:27) Tiffany reacts to surprising findings about motivation (13:44) Negative drivers: recognition seeking and advancement pressure (17:00) Insights for managers on applying findings in their own teams (21:24) Future research exploring unstructured data for richer insights Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/  Connect with Tiffany Moceri: https://www.linkedin.com/in/tsrose/  Connect with Dr. Nate Hartmann: https://www.linkedin.com/in/nathanielhartmann/  Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Tiffany Moceri Tiffany Moceri, VP of Product at Infinity, simplifies complex B2B sales challenges into scalable, real-world solutions. With a career spanning operations, training, and inside sales leadership, she brings a full-funnel understanding of what drives success, from business development to renewals. Leading Infinity’s innovation engines, including the Innovation Lab and BioLytics, Tiffany blends data, technology, and frontline experience to create systems that deliver measurable results. A champion of combining practitioner insight with research, she uses findings like her study with Dr. Nate Hartmann to shape hiring, coaching, and client programs, proving that data can humanize, not mechanize, performance. Learn about Dr. Nate Hartmann Dr. Nate Hartmann is an Associate Professor of Marketing and Innovation at the University of South Florida and senior researcher at the Center for Marketing and Sales Innovation. His work combines behavioral science, sales strategy, and analytics to explore how data and AI drive sales performance, from call activity to customer retention. In partnership with companies like Infinity, Nate builds models that go beyond quotas to uncover the motivational factors and skills, such as adaptive selling and objection handling, that set top performers apart. By analyzing both structured and unstructured data, like call notes and transcripts, his research is helping sales leaders rethink hiring, development, and team enablement.   Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth.   Learn about Abby Kerr  As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.