Podcasts

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.

HIGHLIGHTS

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

QUOTES

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."