Podcast: Tech Sales Insights
Date: September 9, 2022
Title: E92 Part 3 – Culture Driven Sales Prioritizes People with Kelly Wright
Length: 20 Minutes
Episode: E92 Part 3

This episode of Tech Sales Insights is the last part of our conversation with Kelly Breslin Wright, President and COO of Gong, and Founder and Thought leader at Culture Driven Sales. Culture-driven sales recognizes that people are behind every single interaction in business.

Kelly shares what it means to prioritize people in terms of valuing your team and truly understanding the customer journey. She discusses how teams must be aligned in putting the customer first to reduce confusion and build up customers to be successful.



People build great companies, so companies must prioritize people

Be authentic with mistakes and own them

Managing sales and customer success management

When the going gets tough, companies need to have very tight focus



People are the priority no matter your stage of growth - Kelly: "What are the top 3 priorities? Priority number 1 is people. Priority number 2 is people. And what is priority number 3? It's people, you got it, Randy. Because, you know, it's people who actually build your product and services. It's people who engage with your customers and sell to your customers and support your customers."

Sales and customer success are not mutually exclusive and loop together - Kelly: "Most companies, because they have 1 team that's selling and then another team with customer success, I think that it's really important for us as companies to understand the entire customer journey. So it's not just there's sales that's 1 function and then they go to post-sales because everything is a continual loop."

Recent Podcast

Purposeful Culture Driven Sales

May 2024

Length: 59 Minutes

On this episode of The Founder's Sandbox, Brenda McCabe speaks with Kelly Breslin Wright, Founder & CEO of Culture Driven Sales. They discuss resilience and purpose related to the Culture Driven Sales methodology where Kelly Breslin Wright operates as a C-level executive, board director, advisor, and adjunct university professor.

Kelly Breslin Wright is an experienced executive and corporate board director for both public and private companies, with over 30 years of experience in leadership, sales, operations, and strategy roles. She has served as an Independent Director and Advisor for multiple Boards and has helped companies navigate multiple stages of growth. These include IPOs, enterprise expansion, CEO and leadership transitions, globalization, M&A, financings, business model changes, and global crises. She has a unique mastery of sales, go-to-market, leadership, transformation, strategy, growth and scaling, data and analytics, and culture.

As an operator, Kelly Breslin Wright served as President and COO of Gong, an artificial intelligence platform that serves revenue organizations to deliver insights at scale. There, she managed all go-to-market functions, including Sales, Customer Success, and Marketing. For nearly 12 years prior to Gong, Kelly Breslin Wright was Executive Vice President of Sales (Chief Revenue Officer) at Tableau Software (formerly NYSE: DATA). She joined as the company's first salesperson, where she grew Tableau’s worldwide sales and field operations from zero to $850M in revenue and managed over half of the company’s 3,400 global employees. Tableau was purchased by Salesforce in 2019 for $15.7B. Before Tableau, Kelly Breslin Wright spent time at Bain & Company, McKinsey & Company, Bank of America, Dale Carnegie Training, AtHoc, and Southwestern Advantage.

You can find out more about Kelly Breslin Wright at:


Culture Driven Sales Website: https://culturedrivensales.com/  

University of Washington Foster School of Business Website: https://foster.uw.edu/faculty-research/directory/kelly-wright/  


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