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.