The Emblazers Show

Emblaze Revenue Summit 2025 Top Takeaways

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.

Electrifying Sales Teams for a Single Vertical - Jenny Dingus

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.

Customer Success in the Age of AI - Tony Pante

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.

Developing SDRs with High Emotional Intelligence - Kelly Lichtenberger

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 drive sustainable growth.
 

Tapping in to What C-Level Executives Care About - Preston Polk

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 that elevate their market position and drive sustainable growth.
 

Creating Mentally Healthy Sellers of the Future - Dr. Stefanie Boyer

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.
 

How to Sell to the C-Suite Post-Covid - Rohail Khan

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 sustainable growth.
 

CROs as Agents of Change - Sona Jepsen

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
Links and Resources:
Connect with Sona Jepsen, Amanda, and Tim
Learn more about Curinos
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 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.

Talking Shop with the Father of MEDDICC - Dick Dunkel

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.

Scaling Massive Digital Sales Teams with a High Talent Bar - Rakhi Voria

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 journalism, teaching, and the military. She also dives into the evolving role of digital sales, the impact of AI and sales technology, and why a structured, data-driven hiring approach is critical to scaling revenue.
Rakhi’s leadership has helped take Procore from $500 million to $1 billion in annual recurring revenue in just three years. Her insights on sales enablement, training, and hybrid work models provide a playbook for revenue leaders looking to grow their teams and drive better results.
Tune in to learn:
The traits that make non-traditional candidates successful in sales
How to scale sales teams quickly and effectively
The AI-driven sales tech stack that fuels high-performance teams
How hybrid and remote work models are evolving in inside sales
Rakhi’s biggest lessons from building global sales teams at Microsoft, IBM, and Procore
Links and Resources:
Connect with Rakhi, Amanda, and Tim
Subscribe to The Emblazers show for more expert insights
Check out the Emblaze revenue community by Corporate Visions and start a free Insights membership today. You'll get instant access to research, resources, and members-only virtual events.
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 Rakhi VoriaOur guest today, Rakhi Voria, is an enterprise tech veteran who brings transformational leadership experience from Procore Technologies, Microsoft, and IBM. She has built and scaled massive digital sales teams generating billions in revenue, and she's known for her data-driven approach to sales leadership and fostering people-first cultures. Beyond her impressive corporate achievements, Rakhi is a passionate advocate for advancing women in sales, regularly contributing to Forbes and speaking at conferences, while also serving as an executive sponsor of the women's employee resource groups at her various companies.
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.