How 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.

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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.