The Emblazers Podcast Episode 2: Rakhi Voria on Smashing Hiring Molds and Scaling Success
In this episode of The Emblazers Podcast, host Tim interviews Rakhi Voria, a revenue growth leader who scaled a $500 million ARR company to $1 billion, emphasizing the shift from traditional to digital sales, advocating for hiring non-traditional talent based on grit and adaptability, leveraging scalable tech and AI to enhance sales efficiency, and championing women in sales while sharing strategies to double company revenue without overwhelm.
If you’ve ever dreamed of doubling your company’s revenue without feeling overwhelmed, this episode is for you.
Quick note: Tim is hosting this episode because Amanda DeVlugt lost her voice. But Tim delivers, especially with powerhouse guest Rakhi Voria, a leader in revenue growth.
Rakhi took a $500 million ARR company to a billion-dollar business, built sales teams at Procore, Microsoft, and IBM, leads 285 reps, and champions women in sales.
Buckle up as she discusses digital sales, why traditional hiring needs a makeover, and why non-traditional backgrounds—like theater—can make for great sales talent.
From Traditional to Digital Selling
Rakhi explains why the old-school, “handshake-and-a-smile” approach is outdated. Buyers now want:
- Advisors who bring valuable data to meetings
- Solutions for operational challenges—fast
- Partners who help them win, not just close deals
Her team succeeds with effective technology and smooth onboarding. Charm is nice, but results matter most.
Hire Non-Traditional Talent
The best salespeople aren’t always veteran closers. Rakhi’s advice: hire for potential, not just resumes.
- Seek grit, curiosity, and adaptability in candidates from fields like teaching, journalism, or theater
- Resilience and coachability are more important than fitting a traditional mold
Leverage the Right Tech
Tech tools are key to Rakhi’s strategy. She highlights the use of call tracking and gamification (like deal-closing songs). The rule: invest only in scalable, strategic tools.
AI for Scaling Success
- Use AI to craft effective messaging, predict which deals are heating up, and automate busywork so reps can focus on relationships
- AI isn’t here to replace jobs—it’s a supportive tool that helps teams stay ahead
Watch the Episode
Scaling Massive Digital Sales Teams with a High Talent Bar - Rakhi Voria
Parting Wisdom
Rakhi shares insights valuable for anyone who doesn’t fit the traditional sales mold, especially women in sales. This episode is a source of inspiration for rethinking hiring and team building.
What’s Next?
If you enjoy The Emblazers, subscribe and leave a review. Also, consider attending the Emblaze Revenue Summit in Denver, April 15-17, to connect with top CROs.