The Emblazers Show

How do you scale customer success and drive predictable revenue in a world shaped by constant change and AI? In this episode of The Emblazers Show, Tim Riesterer talks with Ruben Rabago, Founder and Chief Advisor at Customer Revelations, to explore how the role of customer success has evolved from retention to a core driver of revenue growth. Drawing on years of experience, Ruben breaks down why many organizations struggle with adoption, forecasting, and scaling, and how the real challenge is not product but human behavior and change. They discuss the growing complexity of customer success, the shift toward outcome and consumption based models, and why layering AI onto broken systems only amplifies inconsistency. Ruben shares why companies must focus on identifying the right signals, aligning teams around predictable patterns, and building disciplined operating models that support growth. He also highlights the increasing importance of emotional intelligence in helping teams and customers navigate change effectively. If you are a revenue leader, customer success professional, or operator trying to scale in an AI driven environment, this episode offers practical insights on building a more predictable and human centered growth engine. Tune in to learn: How to identify the signals that actually predict retention and growth Why adoption problems are really change management challenges How to apply AI effectively without amplifying operational gaps   Episode highlights: (00:00) Introduction (02:43) How CS has evolved in scale and complexity over 15 years  (03:15) The shift from transactional sales to SaaS and the birth of CS  (04:23) Contrasting early CS with today's revenue expectations  (06:35) CS now reports to CROs and carries expansion quotas (08:03) Breaking down the math of protecting and growing existing revenue (10:14) How growth creates complexity and operational breakdown  (11:20) Adding more tools and AI on broken systems only scales the mess (13:28) AI reacts to ambiguity rather than removing it  (14:50) AI should improve judgment, consistency, and throughput  (16:10) Start by identifying where signal is being lost, not where to apply AI  (20:06) Forecasting as an example of cross-team alignment breaking down  (22:24) Emblaze community advertisement  (23:21) Pivot to consumption-based pricing and whether SaaS is dead (24:57) SaaS is now measured on results, not just software access  (25:59) Most adoption problems are actually change management problems  (28:28) Empowering customer champions to lead internal change is the key CS skill  (31:46) How to identify the two or three signals that truly predict retention  (35:40) Closing advice on forecasting, simplifying signals, and moving humans through change   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 Ruben Rabago: https://www.linkedin.com/in/rubenrabago/   Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   Learn about Ruben Rabago As Chief Advisor at Customer Revelations, Ruben Rabago has been at the forefront of shaping how companies approach retention, growth, and customer outcomes in the SaaS era. With deep experience building and scaling customer success organizations, Ruben brings a unique perspective on how the function has evolved from relationship management to a core driver of revenue and business performance. His approach emphasizes operational discipline, signal clarity, and aligning teams around predictable growth.   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.

How do you drive consistent growth when you're managing multiple priorities and facing constant change? In this episode of The Emblazers Show, Tim Riesterer talks with Ken Powell, Chief Revenue Officer at K1X, Inc., to explore how revenue leaders can spot emerging patterns and navigate uncertain times. With decades of experience leading revenue teams, Ken digs into how growth is more of a pattern than an outcome, and why recognizing early warning signs of stagnation is crucial for long-term success. They discuss the importance of foresight in leadership, the dangers of pushing harder instead of working smarter, and why getting comfortable with questioning assumptions is key to unlocking sustainable growth. Ken also shares insights on how to shift focus from just closing deals to driving real value for customers and fostering lasting relationships. If you're a revenue leader or CRO facing challenges in an unpredictable business landscape, this episode is packed with actionable advice. Tune in to learn: How to identify and leverage patterns for predictable growth Why questioning the status quo is crucial for leadership success How to manage revenue in a way that goes beyond just closing deals Episode highlights: (00:00) Introduction (01:00) Ken’s career journey and his view on growth (05:00) The emerging patterns that indicate growth may stall (07:00) Why SaaS models are being challenged and how to address it (09:00) The need for value realization in business models (12:00) Identifying operational change as a key factor for growth (14:30) How companies can adjust their team structures for optimal growth (18:00) The importance of embedding technology in business processes (20:00) Ensuring teams are equipped to drive change and growth   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 Ken Powell: https://www.linkedin.com/in/kenpowell/   Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   Learn about Ken Powell As Chief Revenue Officer at K1X, Inc., Ken Powell leads growth strategies, helping businesses navigate unpredictable markets and scale sustainable revenue. With decades of experience in sales leadership, including key roles in advisory and operational positions, Ken brings a wealth of knowledge in recognizing emerging patterns and driving business durability. His approach emphasizes foresight, disciplined decision-making, and identifying the hidden signals that drive long-term success.   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.

Most salespeople are set up to fail. Here's how the best ones succeed anyway. In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer sits down with Rob Durant, CEO of US Operations at the Institute of Sales Professionals to dig into why sales still lacks the professional guardrails that define fields like law and medicine, and what the ISP is doing to fix it. Rob traces his path from Walt Disney to building a career around elevating the sales profession, and explains how the ISP's Sales Capability Framework is giving organizations a real structure for certification, ethics, and performance. If you lead a sales team or you're serious about your own development, this one's worth your full attention. Tune in to learn: Why sales needs professional standards and certification How the ISP is making a difference in the US and globally The role of ethics in modern sales and how to get certified  Episode highlights: (00:00) Introduction (01:49) Sales lacks certification despite high responsibility (02:40) Jobs versus careers and skill development expectations (06:04) Buyers expect value beyond product knowledge (07:28) The myth of seller-free buying versus guided help (09:42) The Institute of Sales Professionals aims to codify sales best practices (10:58) ISP framework, assessment, and global expansion explained (13:49) Framework built with UK oversight and standards body (16:26) Certifying individuals, companies, and ethical commitments (22:11) Training must target real skill gaps (25:44) Universities partner to certify future sales talent (29:58) Goal to make ISP a global standard   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 Rob Durant: https://www.linkedin.com/in/robdurant     Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   Learn about Rob Durant As CEO of US Operations at the Institute of Sales Professionals, Rob Durant leads efforts to elevate the sales profession through certification, training, and community development. With over 20 years of experience in sales leadership, Rob has worked across various industries, from his early days at the Walt Disney Company to helping organizations improve their sales, leadership, and customer service strategies. His passion for mentoring and developing sales professionals has driven him to focus on creating structured standards for the sales industry, similar to those seen in other established professions.   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.

What does it take to win when buyers can't tell you apart from the competition—and just default to whomever's cheapest? In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer talks with Mike Rogers, National Sales Director at Nelnet Campus Commerce, to tackle one of the hardest problems in enterprise sales: breaking through in a commoditized market. With over two decades in sales leadership, including time at Oracle, Mike has learned that speed isn't always your friend. He makes the case for slowing down the sales process to expose the gaps in buyer thinking that most reps rush right past. They dig into why product-led conversations keep teams stuck, how to build a genuine point of view on your customer's business, and what it actually means to sell at multiple levels of an organization. Mike also shares how disciplined pipeline management keeps teams from bleeding time on deals they were never going to win—and why documenting customer value is just as important as delivering it. If your team is fighting for deals in a price-sensitive market, this one's worth your time. Tune in to learn: How to compete in commoditized markets without relying on price Why pausing improves sales conversations and reveals buyer blind spots How to build a fact-based sales approach that strengthens pipeline quality Episode highlights: (00:00) Introduction (01:30) Mike explains Nelnet's educational tech solutions (05:20) Key lessons from Mike's Oracle experience (06:26) The structure of Nelnet’s sales team (10:03) RFPs and navigating informed buyers (12:45) Mike’s approach: the pause and listen method (14:40) Behavioral economics in sales (21:01) Triple metric framework for sales kickoffs (26:30) The importance of documenting success outcomes (29:29) The impact on pipeline and customer relationships (31:12) Mike’s maxims for sales leadership 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 Mike Rogers: https://www.linkedin.com/in/mike-rogers-7767585/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   Learn about Mike Rogers As National Sales Director at Nelnet Campus Commerce, Mike Rogers leads national sales strategy and helps institutions modernize financial experiences in higher education. With over 20 years in enterprise sales and leadership roles at Oracle, he brings deep expertise in aligning complex solutions to executive priorities and long-term business outcomes. His approach focuses on disciplined selling, behavioral insights, and building value-driven customer relationships.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer talks with Michael Hubbard, Chief Customer Officer at Ping Identity. They discuss the evolving role of customer success and its integration into the growth engine of businesses.  With years of experience in revenue and customer operations, Michael shares valuable insights on how customer success has shifted from a reactive support function to a strategic driver of retention, expansion, and advocacy. Michael highlights how customer success is no longer just about support but has become a key partner across sales, marketing, and product teams. He explains how modern customer success leaders are now accountable for key metrics like renewal rates, customer retention, and margin improvement; often leveraging AI and data to optimize processes, reduce costs, and enhance the overall customer experience. Tim and Michael also discuss how customer success is essential for driving long-term value, ensuring customers realize the full potential of their products and services. Check out this episode for insights on how businesses are making data-driven decisions and embracing emerging technologies to meet customer needs in a fast-evolving digital landscape. Tune in to learn: How customer success has shifted from a support role to a growth engine for businesses Why the importance of leveraging data and AI in customer success can improve renewals, retention, and margin growth Why businesses should integrate customer success across sales, marketing, and product teams for maximum impact Episode highlights: (00:00) Introduction (00:35) Meet Michael Hubbard (02:04) Ping Identity explained (03:50) Support's evolution into growth engine (08:34) How the CCO role evolved (15:04) Measuring success and NDR (20:07) Renewals workflow pod model (24:53) AI in customer experience (29:59) Scaling with AI metrics (31:31) The return of human connection 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 Michael Hubbard: https://www.linkedin.com/in/michaelhubbardinfo/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   Learn about Michael Hubbard As the Chief Customer Officer at Ping Identity, Michael Hubbard leads customer experience and value realization efforts, driving sustainable revenue growth by ensuring customers achieve long-term value. With experience at ServiceNow, VMware, and Smartsheet, he integrates customer success across sales, marketing, and product teams, using data, AI, and workflow automation to enhance customer experiences and improve retention and expansion. Michael's systems-level approach helps organizations transition from reactive service models to proactive growth strategies, optimizing customer relationships, reducing churn, and achieving measurable revenue outcomes.   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.  

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer chats with a panel of top CROs at the Emblaze Revenue Summit 2025 to discuss the current state of B2B revenue.  The discussion features Ken Powell, Chief Revenue Officer, Sona Jepsen, Chief Revenue Officer/Chief Commercial Officer, Jenny Dingus, SVP, Global Sales, and Cindy Reiss-Clark, Chief Commercial Officer. They zoom into the realities of leading revenue growth, navigating challenges, and shaping commercial strategy. The conversation sheds light on the nuances of their roles, offering insights into what it takes to drive results in uncertain times and highlighting the evolving nature of these positions. Ken, Sona, Jenny, and Cindy unveil the realities of their roles, emphasizing the importance of strong leadership, effective team alignment, and the ability to adapt in uncertain times. They discuss the delicate balance between managing immediate pressures and fostering long-term growth, stressing the need for both strategic thinking and operational execution.  Tune in to learn: How CROs balance growth with cost control in times of uncertainty Why effective leadership and cross-functional collaboration are key to driving success How important data, innovation, and customer-centric strategies are in scaling revenue operations Episode highlights: (00:00) Introduction (02:14) Who to learn from across the industry (05:30) Why these CROs chose to take their roles (13:07) How CROs drive change with people and culture (19:58) Tactics CROs are ready to try (23:56) What these leaders are all in on (27:16) Ineffective tactics CROs are killing (32:09) How to navigate economic uncertainty (38:08) How to build the right habits to transition to a CRO role 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 Ken Powell: https://www.linkedin.com/in/kenpowell/ Connect with Sona Jepsen: https://www.linkedin.com/in/sonajepsenpinkdragon/ Connect with Jenny Dingus: https://www.linkedin.com/in/jennydingus/ Connect with Cindy Reiss-Clark: https://www.linkedin.com/in/cindy-reiss-clark/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   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.   Learn about Ken Powell As an accomplished Chief Revenue Officer (CRO) at K1x, Inc., Ken Powell is a strategic leader with over 25 years of experience driving revenue growth across both large publicly traded companies and early-stage ventures. His leadership spans roles in commercial strategy, marketing, product management, and sales performance, with a particular focus on leading revenue teams through transformation. Ken’s expertise lies in orchestrating high-impact strategies that drive revenue scaling and organizational efficiency, making him a sought-after expert in managing growth in dynamic market environments. Through his work, Ken has helped organizations adapt to shifting economic landscapes while maintaining focus on long-term profitability and growth.   Learn about Sona Jepsen As the Chief Commercial Officer and Chief Revenue Officer at Curinos, Sona Jepsen has a rich background in driving sustainable revenue growth at some of the world’s leading brands, including American Express, Rolls Royce, and FIS Global. With expertise in client management, sales enablement, commercial strategy, and partnerships, Sona is passionate about breaking down silos and fostering cross-functional collaboration. She thrives on leveraging data-driven insights to create strategic plans that align sales and marketing efforts, ensuring businesses deliver exceptional customer value while achieving financial success. Sona’s approach to leadership emphasizes empowering teams to thrive in both stable and high-growth environments.   Learn about Jenny Dingus As the Senior Vice President of Global Sales at Clio, Jenny Dingus specializes in scaling high-performing sales teams and executing go-to-market strategies in the legal tech space. She focuses on driving sales growth by developing repeatable sales processes and building strong customer relationships. Jenny’s expertise lies in managing top-of-funnel teams, solutions engineering, and leveraging cross-functional partnerships to deliver value to clients and create predictable, scalable revenue growth. Her strategic insight and ability to align sales teams with company goals have been pivotal in Clio's success in the SMB market.   Learn about Cindy Reiss-Clark Cindy Reiss-Clark is a seasoned Chief Commercial Officer with over 25 years of experience in leading commercial organizations in the pharmaceutical supply chain industry. At the helm of sales, marketing, product management, and customer service functions, Cindy drives customer-centric strategies that align product and market strategies with business goals. Her expertise in developing and executing strategies that enhance customer experiences and deliver measurable results has been key in scaling companies’ commercial operations. Cindy’s focus on building high-performing teams and her relentless pursuit of operational excellence have been instrumental in the growth of the companies she has led.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer and his expert guests, Rohail Khan, Sheila Ryan, and Preston Polk, go into the evolving dynamics of executive engagement and the critical role of risk, impact, and outcomes in securing C-suite attention. This conversation from the Emblaze Revenue Summit 2025 unravels the shift in how B2B sales teams must approach executives, moving beyond traditional pitches and focusing on what truly matters to the decision-makers: the challenges and opportunities impacting their businesses. Rohail, Sheila, and Preston discuss the nuances of understanding an executive’s priorities, the importance of offering tailored, impactful solutions, and how to differentiate yourself in a crowded market. They emphasize that it’s no longer just about selling a product but about addressing the risks and outcomes that executives care about most. Moreover, the conversation also highlights the need for a strategic, insightful approach that aligns with the business goals of those in the C-suite. Tune in to learn: How understanding executive priorities can shape your sales strategy Why focusing on risk, impact, and outcomes is critical in engaging C-suite leaders How to avoid common sales pitfalls and stand out in the executive decision-making process Episode highlights: (00:00) Introduction (00:18) Why targeting “executive altitude” is crucial for accessing decision-makers (02:43) What fear of engaging with executives costs and how to overcome it (03:47) Why understanding executives’ insecurities can help you sell smarter (04:42) What heightened scrutiny means for your pitch and how to address it (05:09) How framing your solution as a risk mitigator grabs C-suite attention (06:01) Why executives prioritize risk and how to reduce it (08:46) How real-world examples of risk impact decision-making at the top (10:08) What a SaaS provider's experience teaches about pitching under pressure (13:28) Why a strong business case is key to executive buy-in (17:25) How building relationships with internal advocates opens C-suite doors (23:54) Why addressing unspoken risks can set your pitch apart from the competition 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 Rohail Khan: https://www.linkedin.com/in/rohail-khan-a782894/ Connect with Sheila Ryan: https://www.linkedin.com/in/sheilawelsh/ Connect with Preston Polk: https://www.linkedin.com/in/prestonpolk/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   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.   Learn about Rohail Khan As President of Digital Services and Solutions at the Institute of Robotic Process Automation and Artificial Intelligence, and a Facilitating Consultant at Corporate Visions, Rohail Khan is an expert in executive engagement and sales strategy. With over 25 years of leadership experience, including generating $500 million in revenue, Rohail helps organizations craft messaging that aligns with C-suite priorities—risk, impact, and outcomes. His insights teach sales teams how to earn executive attention, navigate complex buying environments, and drive strategic decisions that lead to sustainable success.   Learn about Sheila Ryan As an Executive Consultant at Corporate Visions, Sheila Ryan brings expertise in commercial messaging and customer engagement strategies that help teams expand relationships and deepen value. Drawing from Corporate Visions’ research, Sheila teaches sellers and customer success leaders how to position expansion and renewal opportunities as low-risk decisions aligned with customer priorities. Her work emphasizes strategic conversations that move beyond transactional tactics toward partnership growth that resonates with today’s buyers.   Learn about Preston Polk As Managing Partner at Glyph Consulting and Senior Business Partner at Swanlaab USA Ventures, Preston Polk is a recognized leader in executive engagement and strategic decision-making. With extensive experience, including his role as Business Unit CEO at Wells Fargo, Preston helps organizations craft conversations that resonate with C-suite executives. His approach focuses on addressing what matters most to decision-makers—risk, impact, and outcomes—helping sales teams build value-driven relationships and secure executive access to drive business growth.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer shares his keynote speech from the Emblaze Revenue Summit 2025, where he states that humans are just simply too valuable to be replaced in B2B sales. Tim emphasizes the enduring importance of human interaction despite the rise of automation, explaining that human competencies remain essential in driving sales, with buyers still relying on sellers to navigate complex decisions and provide the crucial personal touch.  The keynote covers how human experiences impact wins and losses, stressing that sales teams need to create distinct, human-driven moments that influence buyer decisions. Tim also highlights that precision skills intelligence, which ensures the right skills are delivered to the right people at the right time, is becoming a key factor in success.  Tune in to learn: How human competencies can drive predictable revenue growth through distinct buyer experiences How precision skills intelligence equips sales teams with the right tools at the right time Why human interaction remains the differentiating factor in B2B sales success, even in an AI-driven world Episode highlights: (00:00) Introduction (01:23) What is the future of B2B sellers (02:22) The key areas to focus on to stay human (04:07) How buyer feedback changes your win-loss strategy  (06:48) Eight predictive experiences of wins and losses (10:52) Aligning skills with sales competencies for better results (15 :42) Moving beyond self-assessments with AI and micro simulations Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/  Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Abby Kerr and Tim Riesterer sit down with Sinem Hostetter, Partner at McKinsey & Company, to explore how today’s top-performing organizations are navigating volatility, rethinking their revenue engines, and moving from reactive responses to intentional pivots. The conversation explores how top teams treat pricing, coverage, and customer segmentation as evolving systems, updated continuously rather than annually. Sinem discusses the importance of adaptability, prioritization, and operational discipline, and how organizations are losing margin and focus by misaligning service levels, value propositions, and go-to-market strategies with current customer buying behaviors. Tim and Sinem go into AI's role in sales and marketing transformation, discussing McKinsey’s State of AI research and the impact that comes from workflow redesign, adoption, and human-centered coaching. Tune in for some practical planning tips that focus on vertical AI use cases, omnichannel journeys, and customer value in competitive markets. Tune in to learn: How resilient companies pivot by treating pricing, coverage, and segmentation as dynamic revenue systems How AI is driving sales and marketing impact by prioritizing workflow design and adoption over flashy tools Why revenue leaders should prioritize AI, go-to-market redesign, and value storytelling in their future plans Episode highlights: (00:00) Introduction (00:59) Insights from the Emblaze Executive Retreat 2025 in Savannah (03:44) The importance of agile pricing (05:12) When to update your customer segmentation strategy (08:22) How to refresh your operating cadence for better results (11:39) Enhancing sales processes with AI (19:48) The role of managers in an AI-driven world (24:45) How to adapt to changing B2B customer journeys 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 Sinem Hostetter: https://www.linkedin.com/in/sinemh/  Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Sinem Hostetter Sinem Hostetter is a Partner at McKinsey & Company, where she advises CEOs and commercial leaders on driving sustainable revenue growth amid economic uncertainty and technological disruption. As a leader in McKinsey’s commercial transformation work, she helps organizations rethink pricing, go-to-market strategy, sales effectiveness, and AI-enabled workflows. With a background spanning consulting, investment banking, and fintech, Sinem brings a data-driven, systems-level perspective to modern selling, helping companies move beyond experimentation to scale AI, redesign operating models, and build resilient revenue engines grounded in measurable value.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Abby Kerr and Tim Riesterer sit down with Dr. Johannes Habel, Associate Professor at the University of Houston’s C.T. Bauer College of Business, and Jeff Cummings, Director of Sales Force Effectiveness at United Rentals. They discuss the first large-scale research project linking AI role-play performance with real-world sales outcomes using data from United Rentals’ 6,000-person sales organization and the AI simulation platform Second Nature. Johannes brings the research view, showing how his University of Houston team studies sales effectiveness and tests real AI use cases with enterprise partners. Jeff adds the practitioner lens, sharing how United Rentals rolled out AI-driven sales training at scale and how practice frequency, AI scoring, tenure, and manager support are all tied directly to revenue impact. Whether you're exploring AI for the first time or scaling enablement across a large field force, this conversation offers practical insight into where AI simulations are delivering value today and where they can take your team next. Tune in to learn: How AI role plays translated into 7–30% revenue growth and rep performance lift Why practice frequency and AI scoring predict performance better than training completion How using AI to coach managers moves training beyond "check-the-box" to cultural change Episode highlights: (00:00) Introduction (02:01) Overview of United Rentals and its sales organization (03:19) How AI is reshaping modern sales effectiveness (04:30) Why AI role plays were added to new training tracks (07:05) How reps reacted and improved through AI practice (12:41) Key revenue findings and segments that benefited (17:07) The importance of manager support in training impact (21:24) Emerging possibilities for AI in sales enablement (28:51) Final insights on using AI 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 Jeff Cummings: https://www.linkedin.com/in/jeff-cummings-8855298/  Connect with Dr. Johannes Habel: https://www.linkedin.com/in/johanneshabel  Learn more about Second Nature's Sales Training Software: https://secondnature.ai/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Dr. Johannes Habel Dr. Johannes Habel, Associate Professor of Marketing at the University of Houston, brings a mix of academic rigor and frontline sales experience. His research explores how technology, especially AI, boosts sales productivity, decision-making, and coaching. Working with organizations like United Rentals, he runs large field studies to see how motivation, tenure, leadership, and AI-supported practice drive real revenue gains. Johannes is a champion of evidence-based sales leadership, helping companies turn research insights into practical programs that strengthen skills and performance. Learn about Jeff Cummings Jeff Cummings, Director of Sales Force Effectiveness at United Rentals, brings 35 years of experience developing the capabilities of the world’s largest equipment rental company. He’s led teams across sales management, operations, and business planning, and is known for turning strategy into real execution across a 6,000-person sales organization. Jeff’s enablement approach centers on a people-first culture, aligning training, coaching, and technology so sellers can perform in high-stakes environments. He led the enterprise rollout of AI-powered role play through Second Nature, advancing practice at scale, strengthening coaching, and driving measurable revenue impact. His work shows how innovation, paired with strong leadership and continuous improvement, transforms how global sales teams learn and perform.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Abby Kerr and Tim Riesterer take listeners inside a fast-paced recap of the first half of Season Two. They revisit the conversations, insights, and research that are shaping how today’s revenue leaders think about talent, enablement, customer success, and the evolving role of the seller in an AI-driven world. Abby and Tim walk through their discussions with standout guests, including innovators redefining sales assessments, leaders advancing the profession of revenue enablement, and researchers uncovering new ways for sellers to differentiate in crowded markets. They also highlight customer success frameworks designed to reduce churn, programs transforming SDR readiness, and executive perspectives that broaden what it means to lead the full customer experience. Tune in to learn: How performance-based assessments are replacing outdated self-evaluations in sales Why a new professional certification is raising the standard for revenue enablement What top enablement leaders are doing to improve first-call success Episode highlights: (00:00) Introduction (00:33) Season two recap: Key guests and insights (01:23) Talent and skills: Conversations with David Shacklette and more (03:10) Revenue enablement certification with Chris Kingman and Barbara Mazziotti (04:41) Enablement evolution with Eileen Brooker (06:36) Training future sales leaders with Michael Colonnese (08:48) Customer health scores with Dr. Bryan Hochstein (11:22) Commercial overwhelm and productivity with Dr. Howard Dover (13:40) AI and sales differentiation with Dr. Leff Bonney (19:23) The evolving role of the CRO with Larry Shurtz (21:55) Strategic customer listening with Betsy Westhafer Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/  Episode 1: Leading Through Complexity in the CSO Role - Larry Shurtz Episode 2: Why Strategic Customer Engagement Protects Growth - Betsy Westhafer Episode 3: Why Sales Teams Struggle to Carry the Moment – Dr. Howard Dover Episode 4: How Adaptive Learning Builds Sales Confidence - Eileen Brooker Episode 5: Redefining Sales Readiness with Precision Skills Intelligence - David Shacklette Episode 6: The Residency Model That's Rewriting Sales Hiring - Michael Colonnese Episode 7: Why NPS Is Failing You (and What to Measure Instead) - Dr. Bryan Hochstein Episode 8: How Sellers and Leaders Win in a World of Sameness - Dr. Leff Bonney Episode 9: How Enablement Becomes a Strategic Growth Lever – Chris Kingman & Barbara Mazziotti Episode 10: The Research Changing How Sales Leaders Think About Talent - Dr. Nate Hartmann & Tiffany Moceri Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today.   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.

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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Abby Kerr and Tim Riesterer talk with Chris Kingman (VP of Sales Transformation at NielsenIQ) and Barbara Mazziotti (Senior Director of Global Sales Enablement at Cloudera), two of the driving forces behind the new Certified Revenue Enablement Professional program from the Revenue Enablement Society. Chris and Barbara walk through the four-year journey behind the certification, how the Revenue Enablement Society partnered with Florida State University, and what it means for practitioners and companies across the B2B landscape. From defining the scope of modern enablement to building maturity models, competency models, and strategic planning frameworks, this episode shows how enablement is evolving from “training and content” to a true business within the business—one that connects strategy to execution and accelerates revenue outcomes. Tune in to learn: How the certification was built, validated, and field-tested Why revenue enablement now spans the entire revenue engine, not just sales What enablement leaders must master: maturity models, competency models, tech stack assessments, executive communication, and strategic planning How to align enablement with corporate goals, including measurable revenue targets How VC firms are already using the certification to uplevel portfolio companies Why the profession is entering a new era of credibility, clarity, and strategic impact Links and Resources Connect with Abby Kerr  Connect with Tim Riesterer Connect with Chris Kingman Connect with Barbara Mazziotti Connect with Revenue Enablement Society (RES) Learn more about the Certified Revenue Enablement Professional program Subscribe to The Emblazers for more episodes with top thought leaders  Explore the Emblaze revenue community and start a membership  Learn about Chris Kingman Chris is VP of Sales Transformation at NielsenIQ, where he’s leading the evolution of a global sales organization through enablement, effectiveness, and culture. A founding board member of the Revenue Enablement Society, Chris has helped shape the profession’s standards and practices for nearly a decade. Before joining NielsenIQ, he spent more than 13 years at TransUnion, building enablement functions from the ground up and driving digital transformation across tools, analytics, and process. Known for bringing structure to complexity, Chris helps organizations align quickly, execute with clarity, and translate strategy into measurable outcomes. His expertise spans strategic enablement leadership, cross-functional change management, and the intersection of sales technology, data, and human performance. Learn about Barbara Mazziotti Barbara Mazziotti is Senior Director of Global Sales Enablement at Cloudera and is a new Board Member of the Revenue Enablement Society - responsible for driving the Academic Council for the Certified Revenue Enablement Professional program. At Cloudera, she has led enablement for all sales roles worldwide—driving onboarding, product readiness, sales play execution and SKO programming for 4 years, and will be stepping into a new role to bridge Enablement and Revenue Operations. Barbara brings 25 years of Enablement leadership experience to bear.  Prior to Cloudera, Barbara held Global head of Sales Enablement roles at Waters Corporation, GE Digital, and Pitney Bowes, as well as Director roles at Cognos/IBM Software and i2 Technologies.  Barbara was one of the original 100 founders of the Revenue Enablement Society, and was the founder and president of the greater NYC RES Chapter.  Barbara has built and scaled enablement organizations from the ground up, designed outcome-based sales methodologies, and led multi-region go-to-market transformations supported by world-class Salesforce implementations. 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. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Tim Riesterer talks with Dr. Leff Bonney, behavioral scientist, researcher, and Founder and Research Director at the Florida State University Sales Institute, one of Emblaze’s primary research partners.  Leff brings a rare mix of academic and real-world sales experience, with a decade in frontline sales leadership before earning his Ph.D. and becoming one of today’s most influential sales researchers.  In this fast-moving and thought-provoking conversation, Tim and Leff unpack two major studies:  Differentiation in the Age of AI — and how sellers can “sell past the stalemate” by breaking patterns and creating truly distinct buying experiences.  Levers of Leadership — a data-backed, counterintuitive approach to aligning sales managers with rep types for higher team performance.  Tune in to learn:  Why AI is training sellers to sound the same—and how to stand out  Two sales behaviors that create real differentiation: seeding and surprising  How creative sales approaches create a halo effect on your product  Why great managers shouldn’t manage all rep types, and what to do instead  How one company tripled its growth by assigning managers based on rep profiles  Links and Resources:  Connect with Abby Kerr  Connect with Tim Riesterer Connect with Dr. Leff Bonney  Subscribe to The Emblazers for more episodes with top thought leaders  Explore the Emblaze revenue community and start a membership    Learn about Dr. Leff Bonney  Dr. Leff Bonney is a behavioral scientist and Founder and Research Director at the Florida State University Sales Institute, a leading research partner to Emblaze. He’s also Associate Professor of Sales and Marketing at FSU, specializing in customer selection, adaptive sales strategies, and behavioral decision-making. Leff spent a decade in sales and management before becoming one of the most cited researchers in sales performance today. His work has influenced top sales organizations and redefined how sellers think about differentiation and leadership.  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.   

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Abby Kerr welcomes Dr. Bryan Hochstein, one of the leading academic voices in B2B sales and customer success. A former sales executive turned researcher, Bryan runs the Master’s in Sales Leadership program at the University of Alabama and has published in Harvard Business Review, Journal of Marketing, and the Journal of the Academy of Marketing Science. Bryan joins Tim Riesterer to unpack how forward-thinking companies are using customer health scores not just to predict churn, but to fuel growth. Drawing from hundreds of executive interviews and his recent HBR article, Bryan explains the science behind measuring relationship quality, product usage, and value realization. Together, they explore how these predictive metrics are shaping the next generation of customer success and sales collaboration. Tune in to learn: What makes customer health scoring a true revenue predictor Why traditional metrics like NPS and CSAT are no longer enough How relationship quality, product usage, and value realization connect to renewals and expansion How to calibrate your health score and use it to improve retention and acquisition Why CS and sales should share accountability for customer outcomes Links and Resources: Connect with Abby Kerr Connect with Tim Riesterer Connect with Dr. Bryan Hochstein Subscribe to The Emblazers for more episodes with top thought leaders Check out the Emblaze revenue community and start your membership today

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Tim Riesterer talks with Michael Colonnese, CEO of SV Academy, recently named the #2 Most Innovative Education Program by Fast Company. SV Academy is flipping the traditional hiring model on its head—training and placing diverse, pre-vetted sales and customer success talent into roles at 400+ partner companies, all with no fees to employers. Michael explains how SV Academy’s “residency model” eliminates tuition, pays learners to learn, and produces graduates who ramp 30 percent faster and double retention rates compared to traditional hires. He and Tim also discuss the broader implications for higher education, the rise of the “go-to-market engineer,” and how AI is reshaping both entry-level roles and the skills sellers need to thrive. Tune in to learn: Why the first 90 days of a sales career are the most volatile—and how to fix it How SV Academy built a business model that eliminates tuition and student debt What makes the “residency model” a game-changer for employers and learners alike How AI is evolving sales roles and creating new opportunities like “go-to-market engineering” Why colleges and employers need to bridge the gap between education and outcomes Links and Resources: Connect with Abby Kerr Connect with Tim Riesterer Connect with Michael Colonnese Subscribe to The Emblazers for more episodes with top thought leaders Check out the Emblaze revenue community and start your membership today

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Tim Riesterer sits down with neuroscientist and entrepreneur David Shacklette, founder of Skillcraft, to explore the next frontier in sales performance—precision skills intelligence. After leading research at Stanford and the Harvard Skills Lab, David is now applying science to one of revenue’s most persistent problems: knowing which skills actually drive performance. He explains how Skillcraft uses validated psychometrics and simulation-based assessments to identify the underlying capabilities that predict success in complex B2B selling. Tim and David unpack why most sales assessments fail (hint: self-assessments and manager observations just aren’t precise enough), how simulations and AI are changing the game, and why defining the right skills is just as important as training them. Tune in to learn: Why self-assessments and “manager gut checks” create noisy, unreliable data How performance-based simulations can reveal true skill levels What makes a skill measurable, coachable, and predictive How to link assessment, coaching, and onboarding with scientific precision Why precision in diagnosis drives motivation and behavior change Links and Resources Connect with Tim Riesterer Connect with David Shacklette Subscribe to The Emblazers for more episodes with top thought leaders Check out the Emblaze revenue community and start your membership today Learn about David Shacklette David Shacklette is on a mission to make skills intelligence accurate, actionable, and transformative for people and their organizations. Passionate about education, technology, and the intersection of neuroscience and behavioral psychology, David has conducted research at Stanford University and Harvard’s Skills Lab. He is the Founder and CEO of Skillcraft, a company pioneering precision skills intelligence for revenue teams through validated, simulation-based assessments that reveal the skills driving real performance. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Abby Kerr introduces a conversation between resident expert Tim Riesterer and Eileen Brooker, Vice President of Worldwide GTM Training and Enablement at Palo Alto Networks. With a career spanning IBM, Extreme Networks, Proofpoint, and now Palo Alto Networks, Eileen has seen enablement evolve from broad training programs to personalized, adaptive learning powered by AI. She shares how enablement leaders can move away from one-size-fits-all approaches to deliver “just-in-time” skill development that keeps sellers and managers sharp without overwhelming them. Eileen also gives a behind-the-scenes look at Palo Alto’s ambitious onboarding program—a 10-week bootcamp that blends deep product knowledge, role plays, and cultural immersion, cutting ramp time by over 30 percent. She explains why first meetings are the make-or-break moment for sellers and why human skills like storytelling, curiosity, and relationship-building will remain essential, even as AI becomes more embedded in training and sales execution. Tune in to learn: How AI makes adaptive, personalized learning possible at scale Why onboarding is the most overlooked yet critical investment in enablement How to blend product depth with storytelling to win customer trust Why “first meetings” are the most important skill to master The human attributes sales leaders must hire for in today’s market Links and Resources Connect with Abby Kerr Connect with Tim Riesterer Connect with Eileen Brooker Subscribe to The Emblazers for more episodes with top thought leaders Check out the Emblaze revenue community and start your membership today Learn about Eileen Brooker Eileen Brooker is Vice President of Worldwide GTM Training and Enablement at Palo Alto Networks, the largest cybersecurity company in the world. Her career began in high-tech at IBM, where she discovered her passion for sales, eventually leading teams on a global scale and becoming a Corporate Officer at Extreme Networks. After transitioning to cybersecurity at Proofpoint, Eileen found her calling in enablement, a field she now leads globally at Palo Alto Networks. A survivor of Multiple Myeloma, she embraces life with humor, love, and generosity, mentoring future leaders and inspiring those around her with her authenticity and resilience 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 that spans 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. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Abby Kerr introduces a timely conversation between resident expert Tim Riesterer and Dr. Howard Dover, Clinical Professor of Marketing and Director of the Center for Professional Sales at the University of Texas at Dallas. Howard is a leading thinker on the sales innovation paradox—the tension between efficiency and effectiveness in modern selling. He explains why, despite waves of new technology, productivity gains have not translated into better outcomes for buyers. In fact, AI risks making bad sales processes faster, rather than making sales better. The conversation digs into what it takes for sellers to differentiate themselves when buyers are overloaded, skeptical, and already armed with their own AI tools. Howard shares why curiosity and business acumen—not just cadence automation—will define the next generation of successful sellers. Tune in to learn: Why sales productivity gains have created paradoxes, not progress How AI could amplify bad habits instead of fixing them Why buyers now assume all sellers are guilty until proven otherwise The danger of relying on efficiency over true effectiveness The core skills sellers need to be “augment-able”: curiosity and business acumen Links and Resources Connect with Abby Kerr Connect with Tim Riesterer Connect with Dr. Howard Dover Subscribe to The Emblazers for more episodes with top thought leaders Check out the Emblaze revenue community and start your membership today Learn about Dr. Howard Dover Dr. Howard Dover is a renowned expert in sales innovation, coaching individuals, teams, and companies to overcome the Sales Innovation Paradox. A true polymath, he seamlessly bridges the worlds of sales, marketing, and academia, excelling as a sales professional, coach, database and systems analyst, and professor. With a wealth of experience in sales strategy, performance, recruiting, and digital marketing, Dr. Dover has built meaningful networks across industries, helping businesses unlock their potential. He is passionate about fostering the next generation of sales talent and empowering organizations to thrive in an ever-evolving marketplace. 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 that spans 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. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Abby Kerr introduces a conversation between resident expert Tim Riesterer and Betsy Westhafer, founder and CEO of The Congruity Group. Betsy is a recognized leader in strategic customer engagement, helping B2B executives design and execute executive customer advisory boards, roundtables, and think tanks that drive measurable impact. Her clients consistently achieve 100% retention and double-digit account growth by bringing C-suite voices to the table and turning insight into strategy. Betsy explains why customer advisory boards are not only alive but more critical than ever, especially as boards and private equity firms mandate deeper executive-level engagement. From creating true two-way dialogue to structuring post-meeting follow-ups that prove ROI, she shares practical, high-value lessons for leaders who want to elevate relationships and de-risk their businesses. Tune in to learn: Why C-suite engagement is no longer optional for growth-minded companies How to design executive forums that deliver mutual value (not a disguised sales pitch) What actually attracts senior decision-makers to the table How to measure success with metrics that matter: retention, expansion, and acquisition The critical role of post-meeting follow-up in proving ROI and strengthening relationships Links and Resources Connect with Abby Kerr Connect with Tim Riesterer Connect with Betsy Westhafer Subscribe to The Emblazers for more episodes with top revenue thought leaders Check out the Emblaze revenue community at https://emblazegrowth.com and start a membership today Follow Emblaze on LinkedIn for event invitations, video clips, and insights you can use to enhance sales performance Learn about Betsy Westhafer Betsy Westhafer is the Founder and CEO of The Congruity Group, where she helps B2B executives strategically engage with their most valuable customers through Executive Customer Advisory Boards and Executive Roundtables. After 25 years in business, Betsy recognized her true passion: designing and executing customer advisory boards and executive roundtables that deliver measurable results for high-growth organizations. Her clients consistently achieve 100% customer retention and double-digit account value growth. She's also the author of ProphetAbility: Planning Your Disruptive Future and is recognized as a thought leader in strategic customer engagement, having won the International Torch Award for Ethics. Today, Betsy helps companies gain critical market insights directly from the executives who shape their industries, enabling organizations to innovate, grow, and stay ahead of market disruption.  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 that spans 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. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Abby Kerr kicks off Season 2 with an unmissable conversation between resident expert Tim Riesterer and Larry Shurtz, Chief Sales Officer at Genesys. With more than three decades of sales leadership experience at companies like Salesforce, Confluent, and Genesys, Larry has shaped high-performing teams and driven billions in recurring revenue. Larry shares what it really means to be a Chief Sales Officer in today’s environment—where the role has evolved far beyond “chasing the number” to become the architect of strategic growth. He dives into how CSOs must align cross-functionally with marketing, product, and customer success, while also mastering the complexity of current buying behavior and talent challenges. Whether you’re an aspiring sales leader, a current CSO, or an executive tasked with driving predictable growth, this episode delivers clear insights into leading teams, retaining top talent, and building customer value in a world where differentiation is harder than ever. Tune in to learn: Why the CSO role has become accountable for all of strategic growth, not just sales numbers How to extract real insights from data instead of drowning in it The key traits Larry looks for when hiring sales leaders Why servant leadership has become his most effective style How to sell value (not just price) in a market where buyers are overwhelmed by noise Links and Resources Connect with Abby Kerr Connect with Tim Riesterer Connect with Larry Shurtz Subscribe to The Emblazers for more episodes with top revenue thought leaders Check out the Emblaze revenue community at https://emblazegrowth.com and start a membership today Follow Emblaze on LinkedIn for event invitations, video clips, and insights you can use to enhance sales performance Learn about Larry Shurtz Larry Shurtz is a seasoned sales leader with over three decades of experience in the technology sector. As Chief Sales Officer at Genesys, he has driven the company's cloud solutions to record growth, achieving $1.4 billion in annual recurring revenue. Prior to Genesys, Larry led a 1,300-member team at Salesforce, generating $2.1 billion in revenue, and played a pivotal role at Confluent, steering the company to a $600 million annual recurring revenue milestone. Larry holds a degree from the University of Arizona and is based in Irvine, California. 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 that spans 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. 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.  

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Amanda (Tim was out for the day) sits down with Kristen Twining, SVP of National Sales at FireMon, to have an honest and empowering conversation about closing the gender gap in B2B sales leadership. Kristen shares lessons from her own rise through the tech sales ranks, including how she’s helping the next generation of women build confidence, access leadership opportunities, and thrive in competitive environments. From building inclusive hiring practices to advocating for emotional intelligence as a sales superpower, Kristen offers practical advice for both aspiring leaders and executives seeking to drive real change in their organizations. Whether you're a sales leader looking to support more diverse teams or an up-and-coming rep looking for your next step, this episode delivers both inspiration and action. Tune in to learn: What’s behind the 12% drop-off for women in tech sales leadership How to coach and hire for emotional intelligence—especially empathy and active listening The mindset and tactics Kristen has used to grow her career in a male-dominated industry Why the “traditional sales playbook” needs an upgrade Simple but powerful actions senior leaders can take to lift up the next generation Links and Resources: Connect with Amanda Connect with Kristen Subscribe to The Emblazers for more episodes with top thought leaders. Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA Learn about Kristen Twining Kristen Twining is a powerhouse in enterprise technology sales and a respected executive leader. As Senior Vice President of Sales for the Americas at FireMon, she's known for transforming organizations and driving exceptional growth across markets. Kristen has built her reputation on turning ambitious visions into reality, leading large-scale transformations, and developing high-performing teams that consistently deliver outstanding results. She brings that same bold energy and strategic insight to our conversation today. Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.  

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Amanda, Tim, and special guest co-host Dr. Leff Bonney sit down with Dr. Peter Kerr, a sales performance researcher and university professor, to unpack the key findings from his landmark meta-analysis of 150 academic sales studies spanning the last decade. Dr. Kerr reveals what consistently separates high-performing salespeople from the rest—across industries, selling motions, and sales roles. From task-specific confidence to inter-organizational savvy, Peter outlines the capabilities that matter most, which ones are coachable, and how sales leaders can build scalable success with average teams. He also shares which traits are native and must be hired for, and how that changes based on your go-to-market model. This conversation is a must-listen for B2B sales leaders, enablement pros, and revenue strategists seeking science-backed insights to guide hiring, training, and team design. Tune in to learn: Why confidence in the job (not just yourself) is a top predictor of sales success The two types of sales skills: which ones to coach, which ones to hire for Why great sales orgs design teams around hard trade-offs—not unicorn reps What’s emerging around AI, analytical skills, and tech fluency in modern selling How to identify and coach for task-specific self-efficacy in your reps Links and Resources: Connect with Tim, Amanda, Dr. Leff Bonney, and Dr. Peter Kerr Subscribe to The Emblazers for more episodes with top thought leaders. Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA Learn about Dr. Peter Kerr Dr. Peter Kerr is a seasoned expert in salesforce strategy and performance, with over 25 years of experience in strategic planning, marketing, and leadership roles. Formerly the Vice-President of Marketing for Bell Canada’s Small and Medium Business division, he managed a $1.2 billion portfolio and led a team of 150. Peter has worked across diverse industries, including telecommunications, cloud services, and financial services. He holds a PhD from Cranfield University in England and an MBA from the University of Western Ontario, where he earned recognition as an Ivey Scholar. Currently teaching at the University of New Brunswick, Peter recently explored how sales skills have evolved over the past two decades, uncovering fascinating insights into what drives success today. Learn about Dr. Leff Bonney Leff Bonney, Ph.D., is a behavioral scientist and Associate Professor of Sales and Marketing at Florida State University Sales Institute, which he also founded. Leff spent a decade in sales and sales management roles before becoming a leading sales researcher specializing in customer selection as well as adaptive sales strategies and methodologies. He is the Research Director at Emblaze, the leadership insights community powered by Corporate Visions. Most recently, he hosted the global collegiate sales competition for undergraduate business majors, so he really has his finger on the pulse of what new sellers are learning.  Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Amanda DeVlugt and resident expert Tim Riesterer delve into the groundbreaking insights of The JOLT Effect with its co-author, Ted McKenna. This conversation explores the science behind buyer indecision and how sales teams can navigate it effectively to drive better outcomes. Ted shares key findings from his research, reframing the concept of "no decision" as buyer indecision—a challenge that can be addressed with the right strategies. From the psychology of hesitation to actionable techniques that empower buyers to overcome uncertainty, this episode is a must-listen for sales leaders seeking to convert stalled deals into wins. Tune in to learn: Why indecision is often misinterpreted and how to address it strategically The core principles of the JOLT Effect and how to apply them in your sales process Practical tips for nudging buyers toward confident decisions Links and Resources: Connect with Ted McKenna, Amanda, and Tim Learn more about The JOLT Effect and The Activator Advantage Subscribe to The Emblazers for more episodes with top thought leaders. Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA Learn about Ted McKenna Our guest today, Ted McKenna, is a co-author of The JOLT Effect: How High Performers Overcome Customer Indecision and the upcoming book, The Activator Advantage: What Today's Rainmakers Do Differently, set for April 2025 release. He is a sought-after speaker and advisor to sales, business development, and customer experience teams around the world. Ted is an accomplished researcher with work appearing frequently in the pages of Harvard Business Review. Ted is now Co-Founder and CEO of Selling Innovations, as well as a founding partner of DCM Insights. Prior to co-founding DCMi, Ted held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now, a part of Gartner).  Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Amanda (flying solo without Tim today) welcomes Catherine Alexander, a globally recognized sales performance expert, to explore one of the most misunderstood skills in selling: discovery. Drawing from neuroscience, sales research, and years of experience coaching global teams, Catherine breaks down why most sellers are stuck in “interrogation mode”—asking surface-level questions, rushing to solutions, and missing real insight into buyer needs. Instead, she challenges revenue teams to embrace “professional curiosity,” a mindset shift that transforms discovery into an ongoing conversation, not a checklist. This episode is packed with practical frameworks and fresh takes for sellers, enablement leaders, and frontline managers looking to upgrade their discovery conversations and uncover real buyer value. Tune in to learn: Why “sales discovery” needs a rebrand—and how to think differently about it The two outcomes every discovery conversation should drive How to coach your team to ask better questions (and actually listen to the answers) What happens when you stop listening to pitch—and start listening to ask Catherine’s practical framework for moving from shallow questions to deep insight Links and Resources: Connect with Catherine and Amanda See and download the slide Catherine references during the episode Subscribe to The Emblazers for more expert-driven insights Learn about membership in the Emblaze revenue community by Corporate Visions Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA   Learn About Catherine Alexander Catherine Alexander is a sales performance expert who helps global sales professionals transform their results. Drawing from the fascinating world of brain science and behavioral psychology, she guides sales teams to forge deeper client connections and achieve breakthrough outcomes. As a facilitating consultant at Corporate Visions, Catherine creates dynamic, interactive workshops that spark lasting change in sales professionals. Her unique approach combines cutting-edge research with practical techniques, helping participants step out of their comfort zones and unlock their full potential. With a gift for creating safe spaces where real transformation can occur, Catherine has helped countless sales teams across the globe reimagine what's possible in their client relationships and revenue goals.    Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Amanda and Tim are joined by Saad Saad, negotiation consultant, author, and educator, to break down the myths, science, and modern-day mindset behind successful sales negotiations. Drawing from his book In The Lead, Saad explains why every sales conversation is a negotiation—and why it’s time to stop thinking of negotiation as something that happens only at the end of the deal. He reveals how tension can be a tool, not a threat, and shares a repeatable framework that sellers can use to build confidence, defend value, and close more deals faster. This episode is full of practical advice, fresh research, and powerful reframes for revenue leaders and sellers alike. Tune in to learn: Why negotiation isn’t a moment—it’s a mindset How to use healthy tension to unlock creativity and stronger outcomes The three rules of effective concessions—and what most reps get wrong Why AI can support negotiation prep, but human conversations win deals How to reframe negotiation as an outcome-based conversation from day one Links and Resources: Connect with Saad Saad, Amanda, and Tim Get his book In The Lead Subscribe to The Emblazers for more expert-driven insights Learn about membership in the Emblaze revenue community by Corporate Visions Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA Learn About Saad Saad Saad Saad is a negotiation consultant, author, and educator who helps sales professionals close deals faster, secure better margins, and win more business using science-backed strategies. He is the author of In the Lead, a practical guide to mastering sales negotiations, and has taught negotiation courses at Columbia University, the City University of New York, and Pace University. Through workshops and tailored coaching, Saad empowers sales teams to achieve measurable results. Learn more about his work at stepinthelead.com.   Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim reunite to recap the highlights, top takeaways, and powerful trends from Emblaze Revenue Summit 2025 in Denver. With 600 revenue leaders gathered, this year’s Summit brought together CROs, CXOs, and practitioners to tackle the biggest questions in B2B growth today—navigating risk, overcoming indecision, standing out in a saturated market, and balancing AI innovation with distinctly human skills. Amanda and Tim break down key moments from the event, including insights from Nasdaq President Nelson Griggs, research from Dr. Leff Bonney and Dr. Carmen Simon, and lively CRO and C-Suite panels. Whether you were there or missed it, this episode gives you the inside look at the conversations shaping the future of revenue leadership. Tune in to learn: Why customer loyalty is your biggest asset in uncertain times How distinctly human skills like creativity and curiosity are your new sales superpowers What CXOs really think about risk and decision-making How active listening actually works (and when it backfires) The mindset shifts CROs are making to unify sales, marketing, and customer success Links and Resources: Connect with Amanda and Tim Subscribe to The Emblazers Show for more expert-driven insights Learn about membership in the Emblaze revenue community by Corporate Visions Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Jenny Dingus, Senior Vice President of Global Sales at Clio—a fast-growing, values-led SaaS company revolutionizing the legal tech space. Jenny shares how Clio has achieved explosive growth by breaking down silos across sales, marketing, and customer success, and scaling a unified commercial team built on shared goals and a strong cultural foundation. With a commitment to customer-centricity, cross-functional collaboration, and inclusive leadership, Clio has created a model for modern revenue organizations. Jenny opens up about Clio’s eight core values, how they guide every decision, and why investing in enablement, coaching, and tech stack optimization fuels both performance and purpose. Tune in to learn: Why cross-functional alignment between sales, marketing, and CS is Clio’s secret sauce How culture and values can become a strategic growth engine The role of diverse, next-gen talent in powering Clio’s rocket ship trajectory How to scale an effective multi-product sales motion in the SMB space When (and when not) to use AI in a human-first sales process Links and Resources: Connect with Jenny Dingus, Amanda, and Tim Learn more about Clio Subscribe to The Emblazers for more leadership insights from revenue growth trailblazers Learn about membership in the Emblaze revenue community by Corporate Visions Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA Learn About Jenny Dingus Jenny is the Senior Vice President of Global Sales at Clio. With more than a decade of B2B tech sales leadership experience, Jenny is known for creating an electric team culture across global workforces and driving transformative strategies centered around customer success. At Clio, Jenny is focusing on revenue growth by increasing market share, driving new and existing customer growth, and scaling its world-class Sales team. As a member of Chief—a private membership network focused on connecting and supporting women executive leaders—Jenny is a champion for elevating women in tech leadership, and brings this same passion to life outside of her work. When she’s not trekking outdoors with her kids or cheering on the Georgia Bulldogs (go Dawgs!), you’ll likely find Jenny soaring at 30,000 ft to her next travel destination.   Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Amanda and Tim are joined by Tony Pante, SVP Global Leader – Business Suite CSM at SAP, to explore the rising role of customer success as a critical revenue growth function. Tony shares how SAP is transforming its CS organization to drive adoption, retention, and expansion—backed by disciplined processes, data-driven playbooks, and integrated technology like Gainsight and AI tools. From hiring hospitality pros and journos to rethinking business reviews and self-service, Tony reveals how to build a modern CS org that’s proactive, scalable, and focused on value realization. This conversation is packed with real-world insights for leaders looking to elevate CS from a support function to a true commercial growth lever. Tune in to learn: Why SAP is investing in CS as a key revenue growth driver How to scale customer success across high-touch and digital segments The role of AI in enabling proactive, personalized support at scale How to build and coach teams for growth mindset and service excellence Business reviews, self-service, and other tools that drive renewal and expansion Links and Resources: Connect with Tony Pante, Amanda, and Tim Learn more about SAP  Subscribe to The Emblazers for more executive-level insights Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today! Learn About Tony Pante Tony Pante, is Senior Vice President, Global Leader – Business Suite CSM at SAP, focused on helping customers drive value from their cloud solutions. He has over 25 years’ experience driving change across large and small businesses globally. He has extensive experience in driving strategy to execution, leveraging analytics and data to drive performance change, developing high performing teams, and developing servant leaders. Tony holds an MBA from Harvard Business School. He’s passionate about developing new leaders of the future to better serve their team members and customers in our fast-paced digital world.   Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Kelly Lichtenberger, Global VP of Sales Development at HiBob and author of Prospect Like a Girl, to talk about the superpower BDRs and SDRs often overlook: emotional intelligence. Kelly explains why the future of sales belongs to those who lead with empathy, active listening, and curiosity—and how EQ, not AI, is what helps reps book more meetings and build lasting relationships. Drawing on 25+ years of experience building high-performing sales teams, Kelly shares real-world tactics, from cold call phrasing to creative video outreach, that help reps connect in a world flooded with automation. She also unpacks why women consistently outperform men in early-stage sales roles—and what all sellers can learn from that edge. Tune in to learn: Why emotional intelligence beats artificial intelligence in early-stage sales How top-performing reps use active listening and affirming language to create value Creative outreach strategies (like video!) that actually get responses How to build confidence fast—even if you're brand new to sales The power of curiosity and asking better questions to unlock real buyer pain Links and Resources: Connect with Kelly Lichtenberger, Amanda, and Tim Get Kelly's book Prospect Like a Girl Learn more about HiBob Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today! Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams. Learn About Kelly Lichtenberger Kelly Lichtenberger is a distinguished sales and marketing leader with over 25 years of experience building high-performing teams in the tech industry. She is Global VP of Sales Development at HiBob. A five-time recipient of the AA-ISP Most Influential Sales Professionals award, she specializes in transforming inside sales organizations and developing revenue-driven teams that deliver exceptional customer experiences. Known for her expertise in partner program development and sales team optimization, Kelly helps organizations build winning teams that drive sustainable growth in competitive markets. Kelly is the author of Prospect Like a Girl, which provides the tools needed to exceed in sales by using your Emotional Intelligence over Artificial Intelligence.   Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.  

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Preston Polk, a seasoned C-level executive and former business unit CEO at Wells Fargo, who’s made hundreds (thousands?) of buying decisions over the course of his career. Preston brings a no-nonsense, candid perspective on how executives think, what they really care about, and how salespeople can earn their time—and their trust. With decades of experience across finance, tech, and SaaS, Preston unpacks why most sellers fail to gain access to senior decision-makers, and how you can stand out by delivering value in the first 30 seconds. From building a focused sales story to navigating the internal buying committee, this episode is a crash course in selling to the top.     Tune in to learn: The three doubts in every C-suite buyer’s mind—and how to address them Why you must show capabilities, outcomes, and impacts (in that order) How to avoid getting delegated down or dismissed within minutes The right way to open with a compelling vision—and earn the next 5 minutes Preston’s “Five Whats” framework for winning executive-level deals   Links and Resources: Connect with Preston Polk, Amanda, and Tim Learn more about Swanlaab USA Ventures and Glyph Consulting Subscribe to The Emblazers for more leadership-level insights Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today! Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams.   Learn About Preston Polk Preston Polk is a dynamic business leader who wears multiple hats as a Senior Business Partner at Swanlaab USA Ventures and Managing Partner of Glyph Consulting, while also serving as a Consultant in the Executive Practice at Corporate Visions. Preston's impressive track record includes serving as CEO of a $175MM revenue business unit at Wells Fargo, leading a $2B revenue improvement initiative, and spearheading the acquisition of a $20B merchant processing portfolio that generated $50MM in annual revenue. As an early pioneer in the SAAS industry, he launched and successfully sold one of the first SAAS companies in 1999. A Harvard MBA graduate with an engineering degree from Swarthmore College, he brings a unique blend of strategic vision and operational excellence to help both emerging and established companies scale.   Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.  

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Dr. Stefanie Boyer, a top-ranked sales professor and researcher, to discuss mental health in sales, the science of effective coaching, and how AI is reshaping sales training. Sales is a high-pressure profession—rejection, quotas, and isolation all take a toll on sellers and managers alike. Stefanie shares groundbreaking research on how coaching, practice, and even improv can build resilience, boost performance, and create healthier sales cultures. She also reveals how AI-powered training is cutting ramp times and improving seller confidence—especially for women in sales. Tune in to Learn: The mental health challenges facing sales teams and how leaders can help Why 30 practice sessions is the magic number for sales mastery How AI is changing coaching and feedback for sellers and managers The surprising link between improv training and sales success The biggest mistakes sales managers make—and how to fix them Links and Resources: Connect with Dr. Stefanie Boyer, Amanda, and Tim Learn more about Bryant University Sales Institute Subscribe to The Emblazers for more expert insights Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today! Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams. Learn About Dr. Stefanie Boyer Dr. Stefanie Boyer is a leading researcher and educator shaping the future of sales talent. As a Marketing Professor at Bryant University, she specializes in developing the next generation of sellers, focusing on the intersection of sales performance, mental resilience, and cutting-edge learning methods. Her research explores the psychological demands of sales, how leaders can foster healthier, more sustainable sales environments, and the evolving role of AI in training and coaching. A TEDx speaker and Forbes #NEXT1000 entrepreneur, Stefanie has authored multiple books, including the Audible series 6 Sales Skills Everyone Should Know. She is a passionate advocate for equipping sellers with the emotional and strategic skills they need to thrive in a high-pressure profession.    Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions.   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.  

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Rohail Khan, a seasoned executive and expert in AI, automation, and digital transformation, to uncover the secrets to selling to the C-suite. With over 25 years in executive leadership, Rohail has been on the other side of high-stakes sales conversations—as the buyer. He’s generated over $500 million in revenue, holds a patent for the Healthcare FICO score, and has built AI-driven innovations in banking and healthcare. Now, he shares how sales professionals can gain access to senior decision-makers and make an impact at the highest levels. Rohail breaks down the three factors every executive cares about when making a decision: Risk Mitigation – Are you solving a problem that keeps them up at night? Impact – How will your solution drive real business value? Outcomes – What tangible results can they expect? Tune in to learn: Why most salespeople fail to capture an executive’s attention—and how to fix it The exact messaging and email techniques that make a C-level buyer “swipe right” on your pitch How to navigate complex buying committees and multi-stakeholder decisions The biggest myths about selling to the C-suite—and what’s actually true Why AI is reshaping executive decision-making and how sellers can adapt Links and Resources: Connect with Rohail, Amanda, and Tim Learn more about IRPA AI Subscribe to The Emblazers for more episodes featuring sales thought leaders Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today! Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams. Learn about Rohail Khan Rohail Khan is President of Digital Services & Solutions at IRPA/AI, where he leads a global team revolutionizing business through automation and AI. A visionary with 25 years in executive leadership, Rohail has generated over half a billion dollars in revenue through his innovative GenAI solutions in banking and healthcare. He holds a patent for the Healthcare Fico Score and is known for transforming organizations through digital innovation. Currently serving as a Facilitating Consultant at Corporate Visions, Rohail is passionate about creating value, empowering teams, and pushing the boundaries of what's possible with AI.  Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.  

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Sona Jepsen, Chief Revenue Officer at Curinos, to break down the complexities of leading a modern revenue organization. Sona shares her perspective from the CRO hot seat, detailing the strategic orchestration of sales, marketing, and customer success to drive sustainable revenue growth. She explains why pipeline generation, deal qualification, and revenue retention are the pillars of success and how today’s CROs must be both data-driven and deeply human-centered in their approach. As a board member of PayTech Women and an advocate for high-growth environments, Sona also dives into leadership strategies, change management, and the evolving role of AI in sales—offering essential insights for those aspiring to lead large-scale commercial teams. Tune in to learn: The real role of a CRO and what it takes to succeed in the seat How to orchestrate sales, marketing, and partnerships into a unified growth engine Pipeline strategy secrets—from top-of-funnel expansion to rigorous deal qualification Why AI is an efficiency enabler but not a replacement for sales professionals How to build your leadership brand and position yourself for career growth Links and Resources: Connect with Sona Jepsen, Amanda, and Tim Learn more about Curinos Subscribe to The Emblazers for more episodes featuring sales thought leaders Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today! Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams. Learn about Sona Jepsen Sona Jepsen is Chief Revenue Officer at Curinos, where she leads the company's commercial strategy and drives sustainable revenue growth through sales, client relationships, and business development. As a board member of PayTech Women, Sona is passionate about creating high-growth environments and empowering teams to navigate complex markets with both precision and empathy. Sona will share her expertise at the upcoming Emblaze Revenue Summit in Denver, CO, April 15-17, by participating in a forward-looking CRO panel discussion about leading teams in 2025 and beyond, as well as presenting a case study on how sales leaders are leveraging analytics and technology to drive consistent pipeline. Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda DeVlugt and Tim Riesterer sit down with the legendary Dick Dunkel, known as the father of MEDDICC, the sales qualification methodology that has transformed enterprise sales for over three decades. Dick shares the story behind MEDDICC’s creation, offering a rare glimpse into the origins of this data-driven framework and its ongoing relevance in today’s sales landscape. From the perspective of both sellers and modern buyers, Dick explains how MEDDICC helps enterprise teams qualify leads, build stronger pipelines, and close deals more effectively. As a practitioner with decades of hands-on experience, Dick delivers actionable insights that every sales leader can apply immediately. Tune in to discover: The foundational principles that make MEDDICC timeless How to align your sales process with the evolving needs of modern buyers Proven strategies for building and converting robust sales pipelines Links and Resources: Connect with Dick Dunkel, Amanda, and Tim Learn more about MEDDICC Subscribe to The Emblazers for more episodes featuring sales thought leaders Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today! Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams. Learn about Dick Dunkel Our guest today, Dick Dunkel, is known as the father of MEDDICC, a sales qualification methodology used to help sales teams determine if a lead is a good fit for their sales funnel. He’s also a practicing revenue growth leader at Cloudera. As VP of Field Enablement at Cloudera, he leads his team to elevate sales execution and impact customer performance. Throughout his career, he's helped major corporations and world-class brands adapt to change and improve business performance through innovative technology and process improvement. Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Rakhi Voria to discuss what it takes to build and scale high-performing sales teams in today’s competitive landscape. With a track record of leading sales teams at Microsoft, IBM, and Procore, Rakhi shares how she has hired and developed top talent, many from non-traditional backgrounds like journalism, teaching, and the military. She also dives into the evolving role of digital sales, the impact of AI and sales technology, and why a structured, data-driven hiring approach is critical to scaling revenue. Rakhi’s leadership has helped take Procore from $500 million to $1 billion in annual recurring revenue in just three years. Her insights on sales enablement, training, and hybrid work models provide a playbook for revenue leaders looking to grow their teams and drive better results. Tune in to learn: The traits that make non-traditional candidates successful in sales How to scale sales teams quickly and effectively The AI-driven sales tech stack that fuels high-performance teams How hybrid and remote work models are evolving in inside sales Rakhi’s biggest lessons from building global sales teams at Microsoft, IBM, and Procore Links and Resources: Connect with Rakhi, Amanda, and Tim Subscribe to The Emblazers show for more expert insights Check out the Emblaze revenue community by Corporate Visions and start a free Insights membership today. You'll get instant access to research, resources, and members-only virtual events. Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams.  Learn about Rakhi Voria Our guest today, Rakhi Voria, is an enterprise tech veteran who brings transformational leadership experience from Procore Technologies, Microsoft, and IBM. She has built and scaled massive digital sales teams generating billions in revenue, and she's known for her data-driven approach to sales leadership and fostering people-first cultures. Beyond her impressive corporate achievements, Rakhi is a passionate advocate for advancing women in sales, regularly contributing to Forbes and speaking at conferences, while also serving as an executive sponsor of the women's employee resource groups at her various companies. Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.

In this inaugural episode of The Emblazers: B2B Leaders Igniting Revenue, host Amanda DeVlugt and resident expert Tim Riesterer kick off an exciting journey into the world of sales leadership and transformational strategies. Joined by Dr. Leff Bonney from Florida State University Sales Institute, the conversation dives deep into the intersection of data, research, and actionable insights that redefine how sales leaders approach their craft. Leff shares his expertise on sales leadership, addresses the hype and realities of AI in sales, and reveals why some sales methodologies stand the test of time while others fade into obscurity. This episode is packed with practical advice and thought-provoking discussions designed to equip sales leaders with the tools to navigate a rapidly evolving marketplace. Tune in to discover: Why the "AI dust is settling" and what it means for sales strategies The role of research-backed insights in making smarter sales decisions What it takes to lead a modern sales team in an era of unprecedented change Links and Resources: Connect with Leff Bonney, Amanda, and Tim Learn more about the FSU Sales Institute Subscribe to The Emblazers show for more expert-driven episodes Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today. Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams.  Learn about Leff Bonney Our guest today, Leff Bonney, Ph.D., is a behavioral scientist and Associate Professor of Sales and Marketing at Florida State University Sales Institute, which he also founded. Leff spent a decade in sales and sales management roles before becoming a leading sales researcher specializing in customer selection as well as adaptive sales strategies and methodologies. He is the Research Director at Emblaze, the leadership insights community powered by Corporate Visions. Most recently, he hosted the global collegiate sales competition for undergraduate business majors, so he really has his finger on the pulse of what new sellers are learning. Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.

Get ready to ignite your revenue growth! Hosted by Amanda DeVlugt with resident revenue growth expert Tim Riesterer, The Emblazers show brings bold ideas, fresh perspectives, and actionable strategies for B2B revenue leaders. Powered by the Emblaze revenue community and Corporate Visions, this podcast is your go-to listen for CROs, CSOs, and anyone leading the charge in sales, enablement, and customer success. Coming soon—don’t miss your chance to spark the breakthrough that elevates your sales strategy! Links and Resources: Connect with Amanda and Tim Subscribe to The Emblazers show for more expert-driven episodes Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today. Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams.  Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. 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.