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 Tune in to learn: How performance-based assessments are replacing outdated self-evaluations in sales Why a new professional certification is raising the standard for revenue enablement What top enablement leaders are doing to improve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 ch

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’ communit

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 strengthe

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 el

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 TwiningKristen 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 KerrDr. 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 BonneyLeff 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

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 McKennaOur 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

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 andcustomers 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 dr