The Conversations That Moved Sales Forward in Season Two with Abby Kerr and Tim Riesterer

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Abby Kerr and Tim Riesterer take listeners inside a fast-paced recap of the first half of Season Two. They revisit the conversations, insights, and research that are shaping how today’s revenue leaders think about talent, enablement, customer success, and the evolving role of the seller in an AI-driven world.

Abby and Tim walk through their discussions with standout guests, including innovators redefining sales assessments, leaders advancing the profession of revenue enablement, and researchers uncovering new ways for sellers to differentiate in crowded markets. They also highlight customer success frameworks designed to reduce churn, programs transforming SDR readiness, and executive perspectives that broaden what it means to lead the full customer experience.

Tune in to learn:

• How performance-based assessments are replacing outdated self-evaluations in sales
• Why a new professional certification is raising the standard for revenue enablement
• What top enablement leaders are doing to improve first-call success

Episode highlights:

(00:00) Introduction

(00:33) Season two recap: Key guests and insights

(01:23) Talent and skills: Conversations with David Shacklette and more

(03:10) Revenue enablement certification with Chris Kingman and Barbara Mazziotti

(04:41) Enablement evolution with Eileen Brooker

(06:36) Training future sales leaders with Michael Colonnese

(08:48) Customer health scores with Dr. Bryan Hochstein

(11:22) Commercial overwhelm and productivity with Dr. Howard Dover

(13:40) AI and sales differentiation with Dr. Leff Bonney

(19:23) The evolving role of the CRO with Larry Shurtz

(21:55) Strategic customer listening with Betsy Westhafer

Links and Resources:

• Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/
• Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/ 
• Episode 1: Leading Through Complexity in the CSO Role - Larry Shurtz
• Episode 2: Why Strategic Customer Engagement Protects Growth - Betsy Westhafer
• Episode 3: Why Sales Teams Struggle to Carry the Moment – Dr. Howard Dover
• Episode 4: How Adaptive Learning Builds Sales Confidence - Eileen Brooker
• Episode 5: Redefining Sales Readiness with Precision Skills Intelligence - David Shacklette
• Episode 6: The Residency Model That's Rewriting Sales Hiring - Michael Colonnese
• Episode 7: Why NPS Is Failing You (and What to Measure Instead) - Dr. Bryan Hochstein
• Episode 8: How Sellers and Leaders Win in a World of Sameness - Dr. Leff Bonney
• Episode 9: How Enablement Becomes a Strategic Growth Lever – Chris Kingman & Barbara Mazziotti
• Episode 10: The Research Changing How Sales Leaders Think About Talent - Dr. Nate Hartmann & Tiffany Moceri

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Learn about Tim Riesterer

As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth.

Learn about Abby Kerr 

As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.