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

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 t

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 s

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 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.