How can sales teams deliver predictable revenue in an unpredictable world while AI changes the way buyers engage?

In this episode of The Emblazers Show, host Tim Riesterer explores how to improve human interactions in B2B sales with AI as an enabler, not a replacement. Tim shares insights from Corporate Visions’ research on over 150,000 B2B decisions, showing that buyers still prioritize human engagement at critical decision points, and that the right interactions can predict wins, losses, retention, and churn. He explains how identifying and measuring these human interactions can drive better hiring, coaching, and team performance.

The conversation covers practical approaches to developing talent, including AI-driven performance assessments, predictive skill evaluations, and cohort-based learning programs. Tim highlights how companies can design human interaction “engines” by integrating sales steps, skills, and storytelling, and how AI agents can scale and personalize these interactions at every stage of the buyer journey.

For sales leaders and professionals, this episode offers actionable strategies to improve win rates, tailor coaching, and ensure their teams deliver the experiences buyers actually value.

Tune in to learn:

Why human interactions remain essential even as AI reshapes B2B buying
How to assess, coach, and upskill teams using predictive, performance-based metrics
Ways to scale human interactions while personalizing development for each salesperson

Episode highlights:

(00:00) Introduction

(04:24) Gartner reverses buyer preference toward human interaction

(07:47) Three-part framework for winning interactions

(09:31) 150k buyer decisions reveal winning interactions

(16:20) Improve human in loop performance through coaching

(17:28) AI skills assessments replace self assessment surveys

(20:28) Sponsor break: Emblaze community for B2B leaders

(24:30) Linking skills to win rates explained

(27:14) Cohort learning playbook improves sales performance

(30:42) Scaling steps skills and stories system

(33:39) AI agents enable three layer cake vision

Links and Resources:

Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/
Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/
Request the replays of your choice from NEXT Revenue Summit 2026: https://win.corporatevisions.com/NEXT-Revenue-Summit-2026-Replay-Request.html

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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.