People, processes, and technology. That's the formula Rakhi Voria, VP of Sales for @ProcoreVideo has found to be the most successful in building an inside sales strategy.
Rakhi is no stranger to inside sales strategies, either. She built a new digital sales force at Microsoft, managed the global digital sales development team at IBM, and now leads the sales development team at Procore Technologies.
In this episode of Revenue Talks, guest-hosted by Drift's VP of Mid-Market Sales, Armen Zildjian, the two sales leaders discuss the importance of hiring diverse talent in sales, how to determine your ideal sales tech stack, and what cross-functional alignment should look like in order to ensure quality pipeline.
Talking Points:
(00:00) Introduction
(02:23) What attracted Rakhi to a career in marketing, but why she ultimately ended up in sales
(5:22) How Rakhi’s marketing background influences her work as a sales leader
(7:20) The essentials for a successful inbound sales strategy
(10:33) The evolution of diverse hiring in sales
(11:43) What a good process strategy looks like within a sales organization
(13:11) How Rakhi determines her ideal tech stack
(16:14) How Rakhi’s 3 pillars of success have shifted with Procore’s global scale
(19:00) How Rakhi creates consistency in onboarding a global sales team
(24:10) What cross-functional alignment looks like at Procore
(28:05) What team should SDRs report to?
(31:50) How SDRs “graduate” to new roles at Procore Technologies
(34:04) What defines success for Procore Technology’s revenue teams
(39:33) The #1 thing Rakhi’s team is focused on to accelerate revenue for Procore Technologies this year
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About Drift: Drift is more than just a technology company. Drift is a connection company. Connecting buyers with sellers and empowering experiences everyone loves.
At Drift, we believe that from meeting people to starting a business relationship, everything starts with a conversation. Drift specializes in helping start the right business conversations — making sure they happen when they’re supposed to and completely personalizing them to buyers.
The Drift Conversation Cloud, comprised of Conversational Marketing, Conversational Sales, and Conversational Service, all powered by underlying Conversational AI, breaks down the silos across your team so you can deliver personalized experiences that turn into more quality pipeline, revenue, and happy customers.
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