People, People, People! - Kelly Breslin Wright - The Transaction - Ep #1

Welcome to the first full episode of The Transaction! We’re kicking things off right with an amazing guest who is known for her time as President and COO of Gong, and as Executive Vice President, Sales at Tableau. Kelly Breslin Wright is now the Founder of Culture Driven Sales and an Adjunct professor at the University of Washington.

Kelly joins Host Craig Rosenberg for a fantastic conversation about the shift from traditional sales methods towards a 'Culture Driven Sales' approach, how a company’s mission and values are crucial for internal alignment, and how companies can actually be data-driven in their decision-making processes.

Chapters:

• 00:00 - Welcome to the Show & Recapping Matt’s California Road Trip
• 07:54 - Introducing Special Guest Kelly Wright
• 11:36 - Most Company Leaders are NOT Aligned
• 24:34 - People, People, People: The Core of Successful Companies
• 33:32 - Simplifying Business: The Power of Keeping It Simple
• 34:27 - The Impact of Culture on Sales and Customer Relationships
• 35:54 - Navigating the Challenges of High Performers with Poor Cultural Fit
• 39:16 - Embracing Data-Driven Strategies in Go-to-Market Teams
• 49:39 - The Basis of Culture Driven Sales

Quote of the Show:

• “Culture Driven Sales is about emotionally connecting with other human beings so that you can understand what their need is and they're more likely to buy because you're actually speaking on a more emotional level than on a transactional, tactical level.” - Kelly Wright

Sponsor:

• Ringmaster Conversational Marketing - The Transaction is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

Connect with Kelly Wright:

• LinkedIn: https://www.linkedin.com/in/kellybreslinwright/
• Culture Driven Sales Website: https://culturedrivensales.com/
• University of Washington Foster School of Business Website: https://foster.uw.edu/faculty-research/directory/kelly-wright/

Shoutouts:

• Barbareño: https://www.barbareno.com/
• Sam Guertin: https://www.linkedin.com/in/sam-guertin/
• Casey Cheshire: https://www.linkedin.com/in/caseycheshire/
• Lena Waters: https://www.linkedin.com/in/lenawaters/
• Dannie Herzberg: https://www.linkedin.com/in/dannieherzberg/
• Olivia Nottebohm: https://www.linkedin.com/in/olivia-nottebohm-7095b0/
• Panel Mentioned by Craig: https://afterparty.gong.io/public/76/%23Celebrate-70ab8437/296a7c22

Words Coined This Episode:

• Unactionable - Craig Rosenberg

Follow the Show:

• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/
• Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/
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