The Emblazers Show

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 w...

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 person...

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 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 impa...

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 recurr...

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 buil...

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 t...

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 t...

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 “inter...

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 somethi...

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 o...

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 bui...

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 in...

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...

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 ea...

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 s...

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 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...

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 it...

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Rakhi Voria to discuss what it takes to build and scale high-performing sales teams in today’s competitive landscape. With a track record of leading sales teams at Microsoft, IBM, and Procore, Rakhi shares how she has hired and developed top talent, many from non-traditional backgrounds like journali...

In this inaugural episode of The Emblazers: B2B Leaders Igniting Revenue, host Amanda DeVlugt and resident expert Tim Riesterer kick off an exciting journey into the world of sales leadership and transformational strategies. Joined by Dr. Leff Bonney from Florida State University Sales Institute, the conversation dives deep into the intersection of data, research, and actionable insights that rede...

Get ready to ignite your revenue growth! Hosted by Amanda DeVlugt with resident revenue growth expert Tim Riesterer, The Emblazers show brings bold ideas, fresh perspectives, and actionable strategies for B2B revenue leaders. Powered by the Emblaze revenue community and Corporate Visions, this podcast is your go-to listen for CROs, CSOs, and anyone leading the charge in sales, enablement, and cust...