The Emblazers Show

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.

Identifying Patterns for Predictable Business Growth

How do you drive consistent growth when you're managing multiple priorities and facing constant change? In this episode of The Emblazers Show, Tim Riesterer [https://www.linkedin.com/in/tim-riesterer/] talks with Ken Powell [https://www.linkedin.com/in/kenpowell/], Chief Revenue Officer at K1X, Inc. [https://k1x.io/], to explore how revenue leaders can spot emerging patterns and navigate uncertain times. With decades of experience leading revenue teams, Ken digs into how growth is more of a pattern than an outcome, and why recognizing early warning signs of stagnation is crucial for long-term success. They discuss the importance of foresight in leadership, the dangers of pushing harder instead of working smarter, and why getting comfortable with questioning assumptions is key to unlocking sustainable growth. Ken also shares insights on how to shift focus from just closing deals to driving real value for customers and fostering lasting relationships. If you're a revenue leader or CRO facing challenges in an unpredictable business landscape, this episode is packed with actionable advice. Tune in to learn: * How to identify and leverage patterns for predictable growth * Why questioning the status quo is crucial for leadership success * How to manage revenue in a way that goes beyond just closing deals Episode highlights: (00:00) Introduction (01:00) Ken’s career journey and his view on growth (05:00) The emerging patterns that indicate growth may stall (07:00) Why SaaS models are being challenged and how to address it (09:00) The need for value realization in business models (12:00) Identifying operational change as a key factor for growth (14:30) How companies can adjust their team structures for optimal growth (18:00) The importance of embedding technology in business processes (20:00) Ensuring teams are equipped to drive change and growth   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 Ken Powell: https://www.linkedin.com/in/kenpowell/ [https://www.linkedin.com/in/kenpowell/]   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 Ken Powell As Chief Revenue Officer at K1X, Inc., Ken Powell leads growth strategies, helping businesses navigate unpredictable markets and scale sustainable revenue. With decades of experience in sales leadership, including key roles in advisory and operational positions, Ken brings a wealth of knowledge in recognizing emerging patterns and driving business durability. His approach emphasizes foresight, disciplined decision-making, and identifying the hidden signals that drive long-term success.   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.

How Sales Certifications are Changing the Game for Sellers

Most salespeople are set up to fail. Here's how the best ones succeed anyway. In this episode of The Emblazers: B2B Leaders Igniting Revenue, Tim Riesterer [https://www.linkedin.com/in/tim-riesterer/] sits down with Rob Durant [https://www.linkedin.com/in/robdurant], CEO of US Operations at the Institute of Sales Professionals [https://www.the-isp.org/] to dig into why sales still lacks the professional guardrails that define fields like law and medicine, and what the ISP is doing to fix it. Rob traces his path from Walt Disney to building a career around elevating the sales profession, and explains how the ISP's Sales Capability Framework is giving organizations a real structure for certification, ethics, and performance. If you lead a sales team or you're serious about your own development, this one's worth your full attention. Tune in to learn: * Why sales needs professional standards and certification * How the ISP is making a difference in the US and globally * The role of ethics in modern sales and how to get certified  Episode highlights: (00:00) Introduction (01:49) Sales lacks certification despite high responsibility (02:40) Jobs versus careers and skill development expectations (06:04) Buyers expect value beyond product knowledge (07:28) The myth of seller-free buying versus guided help (09:42) The Institute of Sales Professionals aims to codify sales best practices (10:58) ISP framework, assessment, and global expansion explained (13:49) Framework built with UK oversight and standards body (16:26) Certifying individuals, companies, and ethical commitments (22:11) Training must target real skill gaps (25:44) Universities partner to certify future sales talent (29:58) Goal to make ISP a global standard   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 Rob Durant: https://www.linkedin.com/in/robdurant [https://www.linkedin.com/in/robdurant]     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 Rob Durant As CEO of US Operations at the Institute of Sales Professionals, Rob Durant leads efforts to elevate the sales profession through certification, training, and community development. With over 20 years of experience in sales leadership, Rob has worked across various industries, from his early days at the Walt Disney Company to helping organizations improve their sales, leadership, and customer service strategies. His passion for mentoring and developing sales professionals has driven him to focus on creating structured standards for the sales industry, similar to those seen in other established professions.   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.