Mastering the Psychological Endurance of Sales

How to Lead with Authenticity in an AI-Powered Sales Culture

AI is either a magic wand or a massive distraction. At Stripe, they’ve decided it’s the former and they have the data to prove it.  In this episode of The Emblazers Show, host Tim Riesterer [https://www.linkedin.com/in/tim-riesterer/] sits down with Kevin Bognar [https://www.linkedin.com/in/kevinjbognar/], Head of Commercial & SMB Sales - Americas at Stripe [https://stripe.com/]. Kevin reveals how his team moved past the AI hype to build "AI Agents" that find ICP twins, successfully slashing their SMB sales cycle from 76 days down to just 13.  But high-velocity sales isn't just about the tech. Kevin shares his approachable yet data-driven philosophy on leadership, including the five core principles every aspiring CRO needs to know and the story of his 'Time to Shine' initiative, which is a masterclass in building an authentic culture in a high-pressure world.   Tune in to learn: * How Stripe uses AI for prospecting "twins" of their best customers * Why the best sales cultures sit exactly between high accountability and high fun * Kevin’s personal roadmap for navigating VC, PE, and Public leadership structures  * Why meaningful, in-person connection still outperforms a "boiler room" mentality   Episode Highlights (00:00) Introduction (00:32) Meet Kevin Bognar, CRO at Stripe (02:15) Kevin’s path from consulting to leading global revenue teams (06:48) What younger sellers need from leaders today (08:22) How Stripe powers internet commerce and digital payments (10:47) Why AI is reshaping the CRO role (12:09) Real examples of AI improving sales execution (13:50) How Stripe reduced SMB sales cycles from 76 days to 13 (16:46) Why AI creates capacity, not just efficiency (18:00) The five leadership principles Kevin uses to lead teams (22:53) Why culture matters as much as accountability (26:21) The “Time to Shine” leadership idea that built team connection (29:25) Why in-person collaboration still matters in sales (31:24) Building competitive teams without creating burnout   Links and Resources: * Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/ [https://www.linkedin.com/in/abbycathkerr/] * Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ [https://www.linkedin.com/in/tim-riesterer/]  * Connect with Kevin Bognar: https://www.linkedin.com/in/kevinjbognar/ [https://www.linkedin.com/in/kevinjbognar/]    Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community [https://corporatevisions.com/emblaze-community/] and start a membership today.   Learn about Kevin Bognar As the Head of Commercial & SMB Sales - Americas at Stripe [https://stripe.com/], Kevin Bognar leads a high-growth sales organization at the heart of the internet’s financial infrastructure. His leadership journey spans over 20 years of experience in the technology sector, including an 18-year tenure at Microsoft where he navigated various leadership roles across public and private sectors. Kevin is a vocal advocate for the strategic integration of AI to expand sales capacity, but he remains deeply committed to "human-first" leadership—proving that even in high-velocity environments, authenticity and community are the primary drivers of sustainable 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.

Mastering the Psychological Endurance of Sales

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 [https://www.linkedin.com/in/tim-riesterer/] talks with Dr. Debbie Qaqish [https://www.linkedin.com/in/debbieqaqish/], 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/ [https://www.linkedin.com/in/abbycathkerr/] * Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ [https://www.linkedin.com/in/tim-riesterer/]  * Connect with Dr. Debbie Qaqish: https://www.linkedin.com/in/debbieqaqish/ [https://www.linkedin.com/in/debbieqaqish/]  * Download The 10-Minute Leadership Reset™ Sales [https://www.growthfactor.us/sales] from Dr. Debbie Qaqish.   Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community [https://corporatevisions.com/emblaze-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.

The Science of Sales Motivation and High Performing Teams

How 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 [https://www.linkedin.com/in/tim-riesterer/] talks with Professor Nick Lee [https://www.linkedin.com/in/profnicklee/], Assistant Dean of Research Culture and Environment at the University of Warwick - Warwick Business School [http://www.wbs.ac.uk/], 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/ [https://www.linkedin.com/in/abbycathkerr/] * Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ [https://www.linkedin.com/in/tim-riesterer/]  * Connect with Professor Nick Lee: https://www.linkedin.com/in/profnicklee/ [https://www.linkedin.com/in/profnicklee/]    Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community [https://corporatevisions.com/emblaze-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.

Rethinking Growth in an Unpredictable Market

How 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 [https://www.linkedin.com/in/tim-riesterer/] talks with Mark Niemiec [https://www.linkedin.com/in/mniemiec/], Chief Revenue Officer at SAP [https://www.sap.com/products/crm.html], 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/ [https://www.linkedin.com/in/abbycathkerr/] * Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ [https://www.linkedin.com/in/tim-riesterer/]  * Connect with Marc Niemiec: https://www.linkedin.com/in/mniemiec/ [https://www.linkedin.com/in/mniemiec/] Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community [https://corporatevisions.com/emblaze-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.

The Hidden Reason Customer Success Breaks Down

How 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 [https://www.linkedin.com/in/tim-riesterer/] talks with Ruben Rabago [https://www.linkedin.com/in/rubenrabago/], Founder and Chief Advisor at Customer Revelations [https://www.customerrev.com/], 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/ [https://www.linkedin.com/in/abbycathkerr/] * Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ [https://www.linkedin.com/in/tim-riesterer/]  * Connect with Ruben Rabago: https://www.linkedin.com/in/rubenrabago/ [https://www.linkedin.com/in/rubenrabago/]   Subscribe to The Emblazers for more conversations with leading B2B thinkers. Explore the Emblaze revenue community [https://corporatevisions.com/emblaze-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.