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  The Great 8 for Acquisition
  
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  Modern Discovery Tactics for the Pre-Convinced Buyer
  
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Topic Thought Leadership

Uncategorized

A Headless AI Sales Motion Still Needs Heart

Quote from Emily DiMiceli, CEO of Corporate Visions: Revenue leaders have a narrow window to shape how AI agents affect the buying experience before automation becomes the default design principle.

As AI agents start shaping more of the sales experience behind the scenes, revenue leaders must design buying experiences that still build the clarity, confidence, and trust buyers need.

Emily DiMiceli
May 12, 2026

Uncategorized

Milestones Measure Progress. Human Interactions Create It.

Tim Riesterer image next to his quote, "Most teams invest in milestones, methodology, inspection, and pipeline discipline. You still need that structure, but structure alone doesn’t move a deal.”

Predictable growth doesn’t come from tighter process alone. Learn why the buyer experience still sways decisions in complex B2B deals.

Tim Riesterer
May 7, 2026

Uncategorized

Who Governs What Good Looks Like When AI Starts Shaping Seller Behavior?

A photo of Emily DiMiceli and her quote: "AI does not improve execution on its own. It amplifies whatever standards you already have in place."

AI will keep getting better at generating recommendations, guidance, and next steps. That's where CROs have to be explicit about what they want sellers to reinforce in the field.

Emily DiMiceli
April 27, 2026

Uncategorized

Feedback Is the New Forecast: How Buyer Feedback Improves Sales Performance

Sellers who receive buyer feedback acheive 40% higher win rates vs. those who don't. -Source: Emblaze

Buyer feedback reveals why deals are really won or lost and how to improve the next one. Learn how sales leaders can use buyer insights to improve win rates, and turn lost deals into performance gains.

Tim Riesterer
March 2, 2026

Uncategorized

Leading with Precision: The Discipline Behind Predictable Revenue Performance

Explore how precision in systems, buyer psychology, messaging, and leadership drives predictable revenue performance.

Abby Kerr
February 19, 2026

Uncategorized

Elevating Performance in a Changing Market: Advice from Four Revenue Leaders

Elevate Perfomance in a Changing Market: Advice from our Revenue Leaders--title for article that recaps first four episodes on season two of the podcast. Title and pictures of host Abby Kerr and Tim Riesterer on purple background

Learn from sales executives and academics as they share practical insight on strengthening talent, refining customer health strategies, modernizing win-loss analysis, and driving differentiated performance.

Abby Kerr
December 8, 2025

Uncategorized

What AI Can’t Replace: The Human Sales Skills Still Winning Deals

Human sellers remain the decisive factor in winning complex deals, despite AI's promise to automate everything from prospecting to pricing. And there's science to back this up.

Tim Riesterer
July 15, 2025

2025 Sales Reality Check: Research-Backed Ways to Break Through

See the latest research on why humans are irreplaceable in sales and what the seller of the future needs to master.

Roberto Parra
April 30, 2025

Uncategorized

Finding Stability in the Storm: What B2B Sales Leaders Must Know (and Do) in Times of Economic Uncertainty

Tim Riesterer – What Sales Must Do During Economic Uncertainty

Tim Riesterer reveals emerging research and essential B2B sales strategies for economic uncertainty. Learn how to drive revenue growth in turbulent markets.

Tim Riesterer
April 10, 2025

Uncategorized

The Missing Link in Sales Enablement: What Buyers Are Actually Telling You

Chief Technology Officer Ken Allred on a purple background with his quote, "The traditional approach to win-loss focuses on product gaps and positioning—what competitors are offering and saying that you aren’t. That’s useful, but it barely scratches the surface. The biggest missed opportunity? Understanding how your sellers are actually showing up in the deal."

If you’re serious about improving sales effectiveness, win-loss analysis needs to be a cornerstone of your sales enablement strategy.

Ken Allred
March 6, 2025

Uncategorized

Unlearning Discovery: New Research Shows Why B2B Sales Must Evolve

SAMA Magazine with article titled Unlearning Discovery

Traditional discovery methods, designed for an era when sellers controlled the flow of information, now fall short in engaging buyers who believe they've already done their homework.

Tim Riesterer
February 6, 2025

Uncategorized

MEDDICC Is Not a Discovery Tool

Chief Strategy & Research Officer Tim Riesterer on a purple background with his quote, "When sellers jump Straight to qualification, they misalign with buyers 54.5 percent of the time."

MEDDICC is a powerful qualification framework—but it’s not a discovery tool. Leading with MEDDICC skips the value-creating work of uncovering problems, shaping visions, and finding solutions. Keep discovery and qualification in their lanes, and you’ll go from being just another vendor to an invaluable partner.

Tim Riesterer
January 23, 2025