The Emblazers Podcast Episode 2: Rakhi Voria on Smashing Hiring Molds and Scaling Success

If you’ve ever dreamed of doubling your company’s revenue without feeling like you’re untangling holiday lights just to keep up (anyone? or just me?), this episode is for you.

Quick note: Tim’s hosting this one because yours truly managed to lose her voice. I know, I know—a podcast host without a voice is like a barista without coffee.

But don’t worry, Tim crushed it, largely because we scored an absolute powerhouse guest: revenue growth leader Rakhi Voria—basically the Beyoncé of B2B sales.

Get this: Rakhi took a $500 million ARR company and turned it into a billion-dollar beast faster than I can convince myself not to order late-night DoorDash. She’s built sales teams at Procore, Microsoft, and IBM (no big deal), leads 285 reps (casual), and champions women in sales.

Buckle up, because she’s about to school us on digital sales, why your traditional hiring playbook needs a serious makeover, and—left turn—why that theater kid who can belt out Hamilton might be your next sales superstar.

From Traditional to Digital Selling

Rakhi spells out why the old-school, “handshake-and-a-smile” approach is as outdated as dial-up internet. Buyers now want:

• Advisors who bring killer data, not just donuts, to meetings
• Fixes for their epic operational headaches (preferably yesterday)
• Partners who help them win, not just close another deal

Her team nails it with tech that actually works and onboarding so smooth it could win a gold medal in customer gymnastics. Bottom line: charm’s cute, but results are what pay the bills.

Hire Non-Traditional Talent

The best salespeople aren’t always veteran closers. Rakhi’s got a hot take: Hire for potential, not resumes.

• Look for grit, curiosity, and adaptability in candidates from fields like teaching, journalism, or theater
• Resilience and coachability matter more than fitting a cookie-cutter mold

Leverage the Right Tech

Tech tools are Rakhi’s secret sauce. She highlights how they use call tracking and gamification (think deal-closing songs). The rule: invest only in scalable, strategic tools.

AI for Scaling Success

• You can use AI to help craft baller messaging, predict which deals are heating up, and sweep the busywork from reps’ desks so they can focus on relationships
• AI isn’t here to steal your job—it’s just the ultimate work buddy who’s always one step ahead

Watch the Episode

Parting Wisdom

Rakhi just dropped enough wisdom to fill a TED Talk series, and I’m still processing. If you’re a woman in sales (or honestly, anyone who’s ever felt like they don’t fit the traditional sales mold), this episode is your new hype anthem.

Share it with your team—they’ll either thank you or wonder why you’re suddenly so inspired to rewrite your hiring playbook. Both are valid.

• YouTube
• Spotify
• iTunes

What’s Next?

If you’re vibing with The Emblazers (and I know you are), hit that subscribe button and leave us a review. Five stars only, please—like my coffee order, I accept nothing less than perfection.

Oh, and clear your calendar for the Emblaze Revenue Summit in Denver, April 15-17, where you can hang out with the coolest CROs in the game.