The Emblazers Show

The Truth Behind "No Decision" Buyers - Ted McKenna

In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Amanda DeVlugt and resident expert Tim Riesterer delve into the groundbreaking insights of The JOLT Effect with its co-author, Ted McKenna. This conversation explores the science behind buyer indecision and how sales teams can navigate it effectively to drive better outcomes.
Ted shares key findings from his research, reframing the concept of "no decision" as buyer indecision—a challenge that can be addressed with the right strategies. From the psychology of hesitation to actionable techniques that empower buyers to overcome uncertainty, this episode is a must-listen for sales leaders seeking to convert stalled deals into wins.
Tune in to learn:
Why indecision is often misinterpreted and how to address it strategically
The core principles of the JOLT Effect and how to apply them in your sales process
Practical tips for nudging buyers toward confident decisions
Links and Resources:
Connect with Ted McKenna, Amanda, and Tim
Learn more about The JOLT Effect and The Activator Advantage
Subscribe to The Emblazers for more episodes with top thought leaders.
Check out the Emblaze revenue community powered by Corporate Visions and start a free Insights membership today
Senior B2B revenue executives are invited to join us at Emblaze Executive Retreat, Oct 7-9, in Savannah, GA
Learn about Ted McKennaOur guest today, Ted McKenna, is a co-author of The JOLT Effect: How High Performers Overcome Customer Indecision and the upcoming book, The Activator Advantage: What Today's Rainmakers Do Differently, set for April 2025 release. He is a sought-after speaker and advisor to sales, business development, and customer experience teams around the world. Ted is an accomplished researcher with work appearing frequently in the pages of Harvard Business Review. Ted is now Co-Founder and CEO of Selling Innovations, as well as a founding partner of DCM Insights. Prior to co-founding DCMi, Ted held numerous executive leadership positions in product, strategy, research, advisory, and enablement for Tethr, Russell Reynolds, and CEB (now, a part of Gartner). 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.

The Updated Science of Effective Sales Discovery - Catherine Alexander

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Amanda (flying solo without Tim today) welcomes Catherine Alexander, a globally recognized sales performance expert, to explore one of the most misunderstood skills in selling: discovery.
Drawing from neuroscience, sales research, and years of experience coaching global teams, Catherine breaks down why most sellers are stuck in “interrogation mode”—asking surface-level questions, rushing to solutions, and missing real insight into buyer needs. Instead, she challenges revenue teams to embrace “professional curiosity,” a mindset shift that transforms discovery into an ongoing conversation, not a checklist.
This episode is packed with practical frameworks and fresh takes for sellers, enablement leaders, and frontline managers looking to upgrade their discovery conversations and uncover real buyer value.
Tune in to learn:
Why “sales discovery” needs a rebrand—and how to think differently about it
The two outcomes every discovery conversation should drive
How to coach your team to ask better questions (and actually listen to the answers)
What happens when you stop listening to pitch—and start listening to ask
Catherine’s practical framework for moving from shallow questions to deep insight
Links and Resources:
Connect with Catherine and Amanda
See and download the slide Catherine references during the episode
Subscribe to The Emblazers 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 Catherine Alexander
Catherine Alexander is a sales performance expert who helps global sales professionals transform their results. Drawing from the fascinating world of brain science and behavioral psychology, she guides sales teams to forge deeper client connections and achieve breakthrough outcomes. As a facilitating consultant at Corporate Visions, Catherine creates dynamic, interactive workshops that spark lasting change in sales professionals. Her unique approach combines cutting-edge research with practical techniques, helping participants step out of their comfort zones and unlock their full potential. With a gift for creating safe spaces where real transformation can occur, Catherine has helped countless sales teams across the globe reimagine what's possible in their client relationships and revenue goals. 
 
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.

Embracing the Natural Tension of Negotiation - Saad Saad

In this episode of The Emblazers: B2B Leaders Igniting Revenue, Amanda and Tim are joined by Saad Saad, negotiation consultant, author, and educator, to break down the myths, science, and modern-day mindset behind successful sales negotiations.
Drawing from his book In The Lead, Saad explains why every sales conversation is a negotiation—and why it’s time to stop thinking of negotiation as something that happens only at the end of the deal. He reveals how tension can be a tool, not a threat, and shares a repeatable framework that sellers can use to build confidence, defend value, and close more deals faster.
This episode is full of practical advice, fresh research, and powerful reframes for revenue leaders and sellers alike.
Tune in to learn:
Why negotiation isn’t a moment—it’s a mindset
How to use healthy tension to unlock creativity and stronger outcomes
The three rules of effective concessions—and what most reps get wrong
Why AI can support negotiation prep, but human conversations win deals
How to reframe negotiation as an outcome-based conversation from day one
Links and Resources:
Connect with Saad Saad, Amanda, and Tim
Get his book In The Lead
Subscribe to The Emblazers 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 Saad Saad
Saad Saad is a negotiation consultant, author, and educator who helps sales professionals close deals faster, secure better margins, and win more business using science-backed strategies. He is the author of In the Lead, a practical guide to mastering sales negotiations, and has taught negotiation courses at Columbia University, the City University of New York, and Pace University. Through workshops and tailored coaching, Saad empowers sales teams to achieve measurable results. Learn more about his work at stepinthelead.com.
 
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.

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.