Create passionate movements inspired by high-performance winning cultures
To help companies create exceptional cultures that drive sales
We are passionate about our mission. Our North Star guides us with a unifying purpose. Mission drives everything we do, from the people we hire to the products we build to the way we engage with our customers and community.
We communicate openly and honestly in ways that enable everyone to feel heard and understood. We create environments welcoming of each individual’s authentic self. We celebrate diversity of voice and opinion.
We treat people with care and respect. We assume best intentions. We lead with kindness and connect with heart.
We are data-driven. We leverage facts and data to inform opinions and direct our decisions.
Our high-performance teams operate at the top of their game. We drive for top results. We commit to win together in ways that benefit our internal team, our customers, and our community.
People are our greatest asset. People build products. People sell and market to our customers. People hire and manage other people. People inspire and motivate. People build companies. Our employees, customers, and partners are all valued people. People are at the center of everything we do.
Over recent years, Kelly has met with over 150 companies, 100 CEOs, 50 venture capitalists, and legions of go-to-market professionals to talk all things sales. In these hundreds of conversations, consistent patterns popped and emerged. Leaders shared the same frustrations: missed sales targets, slowing growth, low quota attainment, high attrition, and trouble with scale. Executives shared that even with a cohesive strategy, great offering, and talented people, Sales was often falling short.
To Kelly, the challenge was deeper and more systemic. While companies believed they had a Sales challenge, she discovered they actually had a Culture challenge.
Kelly saw repeatedly that companies with the best go-to-market strategies and sales results have clear mission, values, and purpose. Best-in-class organizations align all stakeholders, including employees, customers, shareholders, and the communities in which they serve, around this unified purpose and culture.
A strong culture helps companies communicate their identity, brand, and story. It motivates employees with a sense of purpose and belonging. Culture helps people foster meaningful connections and inspires passionate customer movements. Companies with strong cultures win and sell more.
Yet, many companies focus so much on sales process and operational efficiency, their focus on culture gets muted, sometimes even lost.
Kelly became passionate about helping companies transform their sales approach by integrating culture into selling. She developed and taught a business school course on the subject. She brought this methodology to the boardroom. Her focus led to speaking engagements, publications, and podcasts.
One step led to another, and this is how Culture Driven Sales was born.
The traditional approach to sales is broken. Old-school selling is highly tactical, focused on small incremental tweaks in operational efficiency. Sales teams are so focused on pushing the what and the how that they completely miss the why.
The best companies know exactly why they exist. They have a strong identity. Their mission, values, and purpose create a unifying culture. This culture captures the essence of the company. Companies amplify their brand, cultivate higher-performance teams, and achieve better results when culture threads through everything they do.
Sales is due for disruption and transformation, shifting the old way of selling to the new.
Traditional Old-School Sales is out. Culture Driven Sales is in.
“Kelly is the rare mix of brilliance, benevolence, and effectiveness. Few leaders truly understand how to create meaningful connections that lead to lasting business success. This is where Kelly shines.”
- Jon Levy, Author of You’re Invited and Founder and Host of Influencers
“Kelly oozes culture with her belief in people and her ability to engage with her heart. I have personally experienced the positive impact of Culture Driven Sales now with three companies - Southwestern, Tableau, and Gong. The impact of creating a positive culture not only drives accelerated and improved results, but it has also influenced thousands of people including myself.”
- Nate Vogel, VP Revenue Enablement, Gong and former VP, Tableau Software
“Kelly is one of the most amazing sales leaders I have been around. She is this incredible mix of inspirational, analytical, practical, and strategic. Her learnings from helping take Tableau “the whole way” from first 10 employees to almost a billion in revenue is remarkable. It is amazing one person can scale across the skill sets necessary across all of those of phases, but a steel thread through it all is her focus on creating and nurturing a winning culture and, critically, Culture Driven Sales.”
- Tim Porter, Managing Director, Madrona Venture Group
“I can’t think of a better approach than Culture Driven Sales. I’ve seen all different sales approaches and frameworks, yet most don’t deal with the foundational elements of mission/vision which drive improved results and create positive movements. Most sales programs deal with technique, but they miss the understanding of motivation and conviction. Kelly takes selling to another level, incorporating fundamentals which transcend industries, markets, geographies, products, and services. Culture Driven Sales should be the go-to methodology in your toolkit.”
- Jeff Rogers, Chairman, OneAccord
“Kelly is simply one of the most effective sales leaders I know. She brings strategy and vision to the sales process, but also captures the passion, persistence, and resilience that are critical to an effective sales team and culture. Culture Driven Sales provides insight into the approach she has used to operate at the highest level, driving superior results.”
- Bill Koefoed, CFO, OneStream Software