In this episode of Enterprise Sales Development podcast, we speak with Rakhi Voria, Vice President of Global Sales Development for IBM where she oversees over 350 SDRs. She came to IBM after several years at Microsoft, where she played a key role in building out their digital sales force, growing the team to 2,000 sellers, and the global business unit to over $8 billion in under three years. Rakhi brings her perspective to discuss how IBM defines sales development and integrates personalization. She also talks about how she builds a sales force on a large scale and what she's learned combining inside sales with incubation.