Podcast
The Emblazers Show
Hosted by Emblaze · EN
The Emblazers is your inside track to bold ideas and sharp insights for B2B revenue growth. Hosted by Abby Kerr with resident expert Tim Riesterer, you’ll hear thought leaders, analysts, and practitioners in laid-back, engaging conversations on trending themes shaping sales, enablement, and customer experience. Perfect for leaders like you who love talking shop.
19episodes
Episodes
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Mastering the Psychological Endurance of Sales
2d ago00:34:51Tap to summarizeHow do you help sales teams stay motivated and perform consistently when the pressure is higher than ever and rejection is a constant challenge? In this episode of The Emblazers Show, host Tim Riesterer talks with Dr. Debbie Qaqish, a leading expert on sales psychology and neuroscience, to discuss how salespeople can thrive in an unpredictable world. Dr. Qaqish shares her insights on how psychological endurance, mindset, and inner skills can help salespeople manage stress and perform better. She explains how sales is more than just a skillset and process; it’s about how to stay mentally resilient in the face of rejection and pressure. The conversation dives into Dr. Qaqish’s 3M model: Mindset, Moments, and Momentum, which outlines how salespeople can control their inner dialogue, stay grounded during high-stress situations, and use positive momentum to push forward. She discusses how mindset shapes performance and how small shifts in thinking can lead to better sales outcomes. The episode also touches on the importance of self-reflection, purpose, and leveraging strengths to create a more fulfilling sales career. For sales leaders and professionals looking to elevate performance, this episode provides practical tools to boost resilience, manage stress, and maintain focus on the bigger picture. Tune in to learn: How to use the power of mindset to reframe challenges and unlock potential The importance of controlling moments of stress to improve decision-making How momentum can propel consistent performance even in tough times Episode highlights: (00:00) Introduction (02:18) Dr. Qaqish explains stress importance today (03:52) The 3M framework for sales leaders (07:36) How mindset shapes sales success (12:55) Controlling moments with the 3Rs method (18:31) Focusing on what’s in your control (31:53) Using the reset tool for performance 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 Dr. Debbie Qaqish: https://www.linkedin.com/in/debbieqaqish/ Download The 10-Minute Leadership Reset™ Sales from Dr. Debbie Qaqish. Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Dr. Debbie Qaqish As a renowned expert in sales psychology, leadership, and the application of neuroscience to enhance sales performance, Dr. Debbie Qaqish specializes in helping organizations build resilient sales teams that thrive under pressure. Through her 3M model—Mindset, Moments, and Momentum—Dr. Qaqish empowers salespeople and leaders to manage stress, stay focused, and perform consistently. Her work bridges the gap between sales techniques and psychological health, helping teams navigate the challenges of modern sales environments. 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.
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The Science of Sales Motivation and High Performing Teams
1w ago00:36:47Tap to summarizeHow do you motivate consistent sales performance when every rep responds differently to incentives, data, and pressure? In this episode of The Emblazers Show, host Tim Riesterer talks with Professor Nick Lee, Assistant Dean of Research Culture and Environment at the University of Warwick - Warwick Business School, to explore what truly drives productivity inside modern sales teams. With over two decades of research in sales effectiveness, Nick brings a data-backed perspective on how motivation, rankings, and emerging technologies are reshaping how teams perform. They take a closer look at the role of performance leaderboards and why transparency can be a powerful driver of results. Nick explains the concept of last place aversion and how the fear of being at the bottom of a ranking can motivate meaningful improvement across a team. He also challenges the tendency to overlook low performers, showing how they can influence overall performance more than most leaders expect. Nick and Tim also explore how AI is changing the sales environment, where it adds value, and why human connection remains essential in complex B2B selling. For leaders looking to improve team performance, this episode offers practical insights on how to use data more effectively, design better performance systems, and balance technology with human judgment. Tune in to learn: Why performance transparency can increase sales productivity How last place aversion impacts team motivation Where AI helps sales teams and where human interaction still matters Episode highlights: (00:00) Introduction (03:23) The effect of rankings and last place aversion on team motivation (04:16) Why we often ignore the impact of low performers in sales (06:24) The power of stable rankings in driving performance (07:43) The psychological effects of performance rankings and their impact on sales (10:38) The value of cross-metric leaderboards and their influence on team dynamics (13:43) The importance of making rankings explainable and fair (19:59) How AI can improve feedback and sales processes without eliminating human interaction (20:19) AI's role in supporting, but not replacing, human decision-making (24:00) AI coaching and the importance of tailoring feedback to individuals (25:17) The potential risks of relying too heavily on AI in sales (28:41) Managing the shift toward AI in sales without losing the human connection (34:07) Closing thoughts on the future of AI in sales and performance management 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 Professor Nick Lee: https://www.linkedin.com/in/profnicklee/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Professor Nick Lee As Assistant Dean of Research Culture and Environment at the University of Warwick - Warwick Business School, Professor Nick Lee focuses on how data, incentives, and organizational dynamics influence sales effectiveness. With over two decades of research and collaboration with global organizations, he has helped uncover how performance metrics, leaderboards, and motivation strategies impact revenue outcomes. Professor Lee brings a rigorous, evidence-based perspective on how sales teams can improve productivity, adapt to new technologies like AI, and build more effective, human-centered selling environments. 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.
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Rethinking Growth in an Unpredictable Market
2w ago00:31:48Tap to summarizeHow do you deliver predictable revenue growth when the market around you keeps shifting beneath your feet? In this episode of The Emblazers Show, host Tim Riesterer talks with Mark Niemiec, Chief Revenue Officer at SAP, to dig into what it takes to lead revenue organizations through volatility. With a background in enterprise sales leadership across major technology companies, Mark brings a grounded perspective on how growth strategies are changing and what today’s environment demands from CROs. They take a closer look at the transition from aggressive, top-line growth to a more disciplined focus on durability. Mark explains why bookings alone are no longer enough, how retention and product adoption are becoming central to revenue strategy, and why staying tightly aligned to the most important customer problems is critical. He also shares how AI and data are beginning to influence decision-making, while highlighting the gap between promise and real-world impact. For leaders navigating uncertain markets, this episode offers a grounded perspective on how to prioritize customer needs, build more durable revenue, and rethink the evolving role of sales leadership. Tune in to learn: Why durable growth now outweighs net new revenue How the CRO role is expanding across the full revenue lifecycle Where AI and data are creating real business value Episode highlights: (00:00) Focus on high-priority issues (00:21) Abby introduces Marc Niemiec (01:56) Navigating growth in unpredictable times (04:25) Emphasizing long-term value over short-term growth (06:49) The evolving role of CROs (10:31) Addressing AI's potential and risks (13:26) Successful AI applications in business operations (15:08) Enhancing sales with AI (19:28) Networking and community-building opportunities (23:34) Leveraging dashboards for CRO success (27:03) Transitioning from subscription to outcome-based pricing (30:31) Marc's advice for revenue leaders 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 Marc Niemiec: https://www.linkedin.com/in/mniemiec/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Mark Niemiec As Chief Revenue Officer at SAP, Mark Niemiec leads revenue strategy across the company’s customer experience and enterprise solutions business. His career spans senior leadership roles at major technology organizations, where he has driven growth, led large sales teams, and helped enterprise customers navigate complex business challenges. With experience across multiple economic cycles, Mark brings a practical perspective on the shift toward more durable, predictable growth and why solving high-impact, business-critical customer problems is essential to revenue performance today. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.
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The Hidden Reason Customer Success Breaks Down
3w ago00:38:30Tap to summarizeHow do you scale customer success and drive predictable revenue in a world shaped by constant change and AI? In this episode of The Emblazers Show, Tim Riesterer talks with Ruben Rabago, Founder and Chief Advisor at Customer Revelations, to explore how the role of customer success has evolved from retention to a core driver of revenue growth. Drawing on years of experience, Ruben breaks down why many organizations struggle with adoption, forecasting, and scaling, and how the real challenge is not product but human behavior and change. They discuss the growing complexity of customer success, the shift toward outcome and consumption based models, and why layering AI onto broken systems only amplifies inconsistency. Ruben shares why companies must focus on identifying the right signals, aligning teams around predictable patterns, and building disciplined operating models that support growth. He also highlights the increasing importance of emotional intelligence in helping teams and customers navigate change effectively. If you are a revenue leader, customer success professional, or operator trying to scale in an AI driven environment, this episode offers practical insights on building a more predictable and human centered growth engine. Tune in to learn: How to identify the signals that actually predict retention and growth Why adoption problems are really change management challenges How to apply AI effectively without amplifying operational gaps Episode highlights: (00:00) Introduction (02:43) How CS has evolved in scale and complexity over 15 years (03:15) The shift from transactional sales to SaaS and the birth of CS (04:23) Contrasting early CS with today's revenue expectations (06:35) CS now reports to CROs and carries expansion quotas (08:03) Breaking down the math of protecting and growing existing revenue (10:14) How growth creates complexity and operational breakdown (11:20) Adding more tools and AI on broken systems only scales the mess (13:28) AI reacts to ambiguity rather than removing it (14:50) AI should improve judgment, consistency, and throughput (16:10) Start by identifying where signal is being lost, not where to apply AI (20:06) Forecasting as an example of cross-team alignment breaking down (22:24) Emblaze community advertisement (23:21) Pivot to consumption-based pricing and whether SaaS is dead (24:57) SaaS is now measured on results, not just software access (25:59) Most adoption problems are actually change management problems (28:28) Empowering customer champions to lead internal change is the key CS skill (31:46) How to identify the two or three signals that truly predict retention (35:40) Closing advice on forecasting, simplifying signals, and moving humans through change Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ Connect with Ruben Rabago: https://www.linkedin.com/in/rubenrabago/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Ruben Rabago As Chief Advisor at Customer Revelations, Ruben Rabago has been at the forefront of shaping how companies approach retention, growth, and customer outcomes in the SaaS era. With deep experience building and scaling customer success organizations, Ruben brings a unique perspective on how the function has evolved from relationship management to a core driver of revenue and business performance. His approach emphasizes operational discipline, signal clarity, and aligning teams around predictable growth. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.
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Identifying Patterns for Predictable Business Growth
Apr 2800:35:01Tap to summarizeHow do you drive consistent growth when you're managing multiple priorities and facing constant change? In this episode of The Emblazers Show, Tim Riesterer talks with Ken Powell, Chief Revenue Officer at K1X, Inc., to explore how revenue leaders can spot emerging patterns and navigate uncertain times. With decades of experience leading revenue teams, Ken digs into how growth is more of a pattern than an outcome, and why recognizing early warning signs of stagnation is crucial for long-term success. They discuss the importance of foresight in leadership, the dangers of pushing harder instead of working smarter, and why getting comfortable with questioning assumptions is key to unlocking sustainable growth. Ken also shares insights on how to shift focus from just closing deals to driving real value for customers and fostering lasting relationships. If you're a revenue leader or CRO facing challenges in an unpredictable business landscape, this episode is packed with actionable advice. Tune in to learn: How to identify and leverage patterns for predictable growth Why questioning the status quo is crucial for leadership success How to manage revenue in a way that goes beyond just closing deals Episode highlights: (00:00) Introduction (01:00) Ken’s career journey and his view on growth (05:00) The emerging patterns that indicate growth may stall (07:00) Why SaaS models are being challenged and how to address it (09:00) The need for value realization in business models (12:00) Identifying operational change as a key factor for growth (14:30) How companies can adjust their team structures for optimal growth (18:00) The importance of embedding technology in business processes (20:00) Ensuring teams are equipped to drive change and growth Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ Connect with Ken Powell: https://www.linkedin.com/in/kenpowell/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Ken Powell As Chief Revenue Officer at K1X, Inc., Ken Powell leads growth strategies, helping businesses navigate unpredictable markets and scale sustainable revenue. With decades of experience in sales leadership, including key roles in advisory and operational positions, Ken brings a wealth of knowledge in recognizing emerging patterns and driving business durability. His approach emphasizes foresight, disciplined decision-making, and identifying the hidden signals that drive long-term success. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.
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How Sales Certifications are Changing the Game for Sellers
Apr 2100:33:31Tap to summarizeMost salespeople are set up to fail. Here's how the best ones succeed anyway. In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer sits down with Rob Durant, CEO of US Operations at the Institute of Sales Professionals to dig into why sales still lacks the professional guardrails that define fields like law and medicine, and what the ISP is doing to fix it. Rob traces his path from Walt Disney to building a career around elevating the sales profession, and explains how the ISP's Sales Capability Framework is giving organizations a real structure for certification, ethics, and performance. If you lead a sales team or you're serious about your own development, this one's worth your full attention. Tune in to learn: Why sales needs professional standards and certification How the ISP is making a difference in the US and globally The role of ethics in modern sales and how to get certified Episode highlights: (00:00) Introduction (01:49) Sales lacks certification despite high responsibility (02:40) Jobs versus careers and skill development expectations (06:04) Buyers expect value beyond product knowledge (07:28) The myth of seller-free buying versus guided help (09:42) The Institute of Sales Professionals aims to codify sales best practices (10:58) ISP framework, assessment, and global expansion explained (13:49) Framework built with UK oversight and standards body (16:26) Certifying individuals, companies, and ethical commitments (22:11) Training must target real skill gaps (25:44) Universities partner to certify future sales talent (29:58) Goal to make ISP a global standard Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ Connect with Rob Durant: https://www.linkedin.com/in/robdurant Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Rob Durant As CEO of US Operations at the Institute of Sales Professionals, Rob Durant leads efforts to elevate the sales profession through certification, training, and community development. With over 20 years of experience in sales leadership, Rob has worked across various industries, from his early days at the Walt Disney Company to helping organizations improve their sales, leadership, and customer service strategies. His passion for mentoring and developing sales professionals has driven him to focus on creating structured standards for the sales industry, similar to those seen in other established professions. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.
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How to Sell When Price Is the Only Differentiator
Apr 1400:35:25Tap to summarizeWhat does it take to win when buyers can't tell you apart from the competition—and just default to whomever's cheapest? In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer talks with Mike Rogers, National Sales Director at Nelnet Campus Commerce, to tackle one of the hardest problems in enterprise sales: breaking through in a commoditized market. With over two decades in sales leadership, including time at Oracle, Mike has learned that speed isn't always your friend. He makes the case for slowing down the sales process to expose the gaps in buyer thinking that most reps rush right past. They dig into why product-led conversations keep teams stuck, how to build a genuine point of view on your customer's business, and what it actually means to sell at multiple levels of an organization. Mike also shares how disciplined pipeline management keeps teams from bleeding time on deals they were never going to win—and why documenting customer value is just as important as delivering it. If your team is fighting for deals in a price-sensitive market, this one's worth your time. Tune in to learn: How to compete in commoditized markets without relying on price Why pausing improves sales conversations and reveals buyer blind spots How to build a fact-based sales approach that strengthens pipeline quality Episode highlights: (00:00) Introduction (01:30) Mike explains Nelnet's educational tech solutions (05:20) Key lessons from Mike's Oracle experience (06:26) The structure of Nelnet’s sales team (10:03) RFPs and navigating informed buyers (12:45) Mike’s approach: the pause and listen method (14:40) Behavioral economics in sales (21:01) Triple metric framework for sales kickoffs (26:30) The importance of documenting success outcomes (29:29) The impact on pipeline and customer relationships (31:12) Mike’s maxims for sales leadership Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ Connect with Mike Rogers: https://www.linkedin.com/in/mike-rogers-7767585/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Mike Rogers As National Sales Director at Nelnet Campus Commerce, Mike Rogers leads national sales strategy and helps institutions modernize financial experiences in higher education. With over 20 years in enterprise sales and leadership roles at Oracle, he brings deep expertise in aligning complex solutions to executive priorities and long-term business outcomes. His approach focuses on disciplined selling, behavioral insights, and building value-driven customer relationships. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.
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Scaling Customer Success with AI and Automation
Apr 700:36:32Tap to summarizeIn this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer talks with Michael Hubbard, Chief Customer Officer at Ping Identity. They discuss the evolving role of customer success and its integration into the growth engine of businesses. With years of experience in revenue and customer operations, Michael shares valuable insights on how customer success has shifted from a reactive support function to a strategic driver of retention, expansion, and advocacy. Michael highlights how customer success is no longer just about support but has become a key partner across sales, marketing, and product teams. He explains how modern customer success leaders are now accountable for key metrics like renewal rates, customer retention, and margin improvement; often leveraging AI and data to optimize processes, reduce costs, and enhance the overall customer experience. Tim and Michael also discuss how customer success is essential for driving long-term value, ensuring customers realize the full potential of their products and services. Check out this episode for insights on how businesses are making data-driven decisions and embracing emerging technologies to meet customer needs in a fast-evolving digital landscape. Tune in to learn: How customer success has shifted from a support role to a growth engine for businesses Why the importance of leveraging data and AI in customer success can improve renewals, retention, and margin growth Why businesses should integrate customer success across sales, marketing, and product teams for maximum impact Episode highlights: (00:00) Introduction (00:35) Meet Michael Hubbard (02:04) Ping Identity explained (03:50) Support's evolution into growth engine (08:34) How the CCO role evolved (15:04) Measuring success and NDR (20:07) Renewals workflow pod model (24:53) AI in customer experience (29:59) Scaling with AI metrics (31:31) The return of human connection Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ Connect with Michael Hubbard: https://www.linkedin.com/in/michaelhubbardinfo/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Michael Hubbard As the Chief Customer Officer at Ping Identity, Michael Hubbard leads customer experience and value realization efforts, driving sustainable revenue growth by ensuring customers achieve long-term value. With experience at ServiceNow, VMware, and Smartsheet, he integrates customer success across sales, marketing, and product teams, using data, AI, and workflow automation to enhance customer experiences and improve retention and expansion. Michael's systems-level approach helps organizations transition from reactive service models to proactive growth strategies, optimizing customer relationships, reducing churn, and achieving measurable revenue outcomes. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.
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A View from the CRO Hot Seat
Feb 1700:43:04Tap to summarizeIn this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer chats with a panel of top CROs at the Emblaze Revenue Summit 2025 to discuss the current state of B2B revenue. The discussion features Ken Powell, Chief Revenue Officer, Sona Jepsen, Chief Revenue Officer/Chief Commercial Officer, Jenny Dingus, SVP, Global Sales, and Cindy Reiss-Clark, Chief Commercial Officer. They zoom into the realities of leading revenue growth, navigating challenges, and shaping commercial strategy. The conversation sheds light on the nuances of their roles, offering insights into what it takes to drive results in uncertain times and highlighting the evolving nature of these positions. Ken, Sona, Jenny, and Cindy unveil the realities of their roles, emphasizing the importance of strong leadership, effective team alignment, and the ability to adapt in uncertain times. They discuss the delicate balance between managing immediate pressures and fostering long-term growth, stressing the need for both strategic thinking and operational execution. Tune in to learn: How CROs balance growth with cost control in times of uncertainty Why effective leadership and cross-functional collaboration are key to driving success How important data, innovation, and customer-centric strategies are in scaling revenue operations Episode highlights: (00:00) Introduction (02:14) Who to learn from across the industry (05:30) Why these CROs chose to take their roles (13:07) How CROs drive change with people and culture (19:58) Tactics CROs are ready to try (23:56) What these leaders are all in on (27:16) Ineffective tactics CROs are killing (32:09) How to navigate economic uncertainty (38:08) How to build the right habits to transition to a CRO role Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ Connect with Ken Powell: https://www.linkedin.com/in/kenpowell/ Connect with Sona Jepsen: https://www.linkedin.com/in/sonajepsenpinkdragon/ Connect with Jenny Dingus: https://www.linkedin.com/in/jennydingus/ Connect with Cindy Reiss-Clark: https://www.linkedin.com/in/cindy-reiss-clark/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black. Learn about Ken Powell As an accomplished Chief Revenue Officer (CRO) at K1x, Inc., Ken Powell is a strategic leader with over 25 years of experience driving revenue growth across both large publicly traded companies and early-stage ventures. His leadership spans roles in commercial strategy, marketing, product management, and sales performance, with a particular focus on leading revenue teams through transformation. Ken’s expertise lies in orchestrating high-impact strategies that drive revenue scaling and organizational efficiency, making him a sought-after expert in managing growth in dynamic market environments. Through his work, Ken has helped organizations adapt to shifting economic landscapes while maintaining focus on long-term profitability and growth. Learn about Sona Jepsen As the Chief Commercial Officer and Chief Revenue Officer at Curinos, Sona Jepsen has a rich background in driving sustainable revenue growth at some of the world’s leading brands, including American Express, Rolls Royce, and FIS Global. With expertise in client management, sales enablement, commercial strategy, and partnerships, Sona is passionate about breaking down silos and fostering cross-functional collaboration. She thrives on leveraging data-driven insights to create strategic plans that align sales and marketing efforts, ensuring businesses deliver exceptional customer value while achieving financial success. Sona’s approach to leadership emphasizes empowering teams to thrive in both stable and high-growth environments. Learn about Jenny Dingus As the Senior Vice President of Global Sales at Clio, Jenny Dingus specializes in scaling high-performing sales teams and executing go-to-market strategies in the legal tech space. She focuses on driving sales growth by developing repeatable sales processes and building strong customer relationships. Jenny’s expertise lies in managing top-of-funnel teams, solutions engineering, and leveraging cross-functional partnerships to deliver value to clients and create predictable, scalable revenue growth. Her strategic insight and ability to align sales teams with company goals have been pivotal in Clio's success in the SMB market. Learn about Cindy Reiss-Clark Cindy Reiss-Clark is a seasoned Chief Commercial Officer with over 25 years of experience in leading commercial organizations in the pharmaceutical supply chain industry. At the helm of sales, marketing, product management, and customer service functions, Cindy drives customer-centric strategies that align product and market strategies with business goals. Her expertise in developing and executing strategies that enhance customer experiences and deliver measurable results has been key in scaling companies’ commercial operations. Cindy’s focus on building high-performing teams and her relentless pursuit of operational excellence have been instrumental in the growth of the companies she has led.
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Toe-to-Toe with the CXOs
Feb 1000:41:17Tap to summarizeIn this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer and his expert guests, Rohail Khan, Sheila Ryan, and Preston Polk, go into the evolving dynamics of executive engagement and the critical role of risk, impact, and outcomes in securing C-suite attention. This conversation from the Emblaze Revenue Summit 2025 unravels the shift in how B2B sales teams must approach executives, moving beyond traditional pitches and focusing on what truly matters to the decision-makers: the challenges and opportunities impacting their businesses. Rohail, Sheila, and Preston discuss the nuances of understanding an executive’s priorities, the importance of offering tailored, impactful solutions, and how to differentiate yourself in a crowded market. They emphasize that it’s no longer just about selling a product but about addressing the risks and outcomes that executives care about most. Moreover, the conversation also highlights the need for a strategic, insightful approach that aligns with the business goals of those in the C-suite. Tune in to learn: How understanding executive priorities can shape your sales strategy Why focusing on risk, impact, and outcomes is critical in engaging C-suite leaders How to avoid common sales pitfalls and stand out in the executive decision-making process Episode highlights: (00:00) Introduction (00:18) Why targeting “executive altitude” is crucial for accessing decision-makers (02:43) What fear of engaging with executives costs and how to overcome it (03:47) Why understanding executives’ insecurities can help you sell smarter (04:42) What heightened scrutiny means for your pitch and how to address it (05:09) How framing your solution as a risk mitigator grabs C-suite attention (06:01) Why executives prioritize risk and how to reduce it (08:46) How real-world examples of risk impact decision-making at the top (10:08) What a SaaS provider's experience teaches about pitching under pressure (13:28) Why a strong business case is key to executive buy-in (17:25) How building relationships with internal advocates opens C-suite doors (23:54) Why addressing unspoken risks can set your pitch apart from the competition Links and Resources: Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ Connect with Rohail Khan: https://www.linkedin.com/in/rohail-khan-a782894/ Connect with Sheila Ryan: https://www.linkedin.com/in/sheilawelsh/ Connect with Preston Polk: https://www.linkedin.com/in/prestonpolk/ Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community and start a membership today. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black. Learn about Rohail Khan As President of Digital Services and Solutions at the Institute of Robotic Process Automation and Artificial Intelligence, and a Facilitating Consultant at Corporate Visions, Rohail Khan is an expert in executive engagement and sales strategy. With over 25 years of leadership experience, including generating $500 million in revenue, Rohail helps organizations craft messaging that aligns with C-suite priorities—risk, impact, and outcomes. His insights teach sales teams how to earn executive attention, navigate complex buying environments, and drive strategic decisions that lead to sustainable success. Learn about Sheila Ryan As an Executive Consultant at Corporate Visions, Sheila Ryan brings expertise in commercial messaging and customer engagement strategies that help teams expand relationships and deepen value. Drawing from Corporate Visions’ research, Sheila teaches sellers and customer success leaders how to position expansion and renewal opportunities as low-risk decisions aligned with customer priorities. Her work emphasizes strategic conversations that move beyond transactional tactics toward partnership growth that resonates with today’s buyers. Learn about Preston Polk As Managing Partner at Glyph Consulting and Senior Business Partner at Swanlaab USA Ventures, Preston Polk is a recognized leader in executive engagement and strategic decision-making. With extensive experience, including his role as Business Unit CEO at Wells Fargo, Preston helps organizations craft conversations that resonate with C-suite executives. His approach focuses on addressing what matters most to decision-makers—risk, impact, and outcomes—helping sales teams build value-driven relationships and secure executive access to drive business growth.
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