Podcast: The Founder’s Sandbox
Date: May 2, 2024
Title: Purposeful Culture Driven Sales
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/  


Recent Podcast

the transaction

People, People, People! – Kelly Breslin Wright

Mar 2024

Length: 60 Minutes

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.


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

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