Sign up to save your podcasts
Or
Share SaaSy Talk S02.10: Transforming Companies through Culture Driven Sales: The Kelly Breslin Wright Effect
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
SaaSy Talk S02.10: Transforming Companies through Culture Driven Sales: The Kelly Breslin Wright Effect
About The Guest(s): Kelly Breslin Wright has over 30 years of experience in leadership, sales, operations, and strategy. Kelly has served in multiple executive roles, including as President and Chief Operating Officer at Gong and as Executive Vice President (CRO) at Tableau Software. Kelly is currently Founder and CEO of her own thought leadership platform Culture Driven Sales.
Additionally, Kelly has been a Board Director at public and private companies, including Fastly (NYSE:FSLY), Plum (NASDAQ: PLUMIU), Gong, Lucid, Even, and Amperity. She has advised many technology companies, including Dropbox and Asana. She is an adjunct professor at the University of Washington’s Foster School of Business.
Earlier in her career, Kelly spent time at Bain & Company, McKinsey & Company, Bank of America, Dale Carnegie Training, and AtHoc. She earned her BA from Stanford University and MBA from The Wharton School at the University of Pennsylvania.
Episode Summary: In this episode, Kelly Breslin Wright shares her remarkable journey from selling books door-to-door to becoming a key figure at Tableau Software, guiding the company from its inception through to a successful IPO and beyond. With a focus on the critical role of culture in sales and business success, Kelly discusses her transition into board roles and teaching, emphasizing the importance of mission, vision, and alignment in creating effective teams and compelling sales strategies. Highlights include her insights on building a board for startups, prioritizing people in businesses, and her unique perspective on sales as a deeply human and culturally driven process.
Key Takeaways:
Kelly's early experiences in sales and entrepreneurship shaped her passion for helping people and running her own business.
The importance of aligning sales with the overall company strategy and having a clear mission and vision.
The role of culture in driving sales and creating a positive work environment.
The need for companies to rate people and culture as top priorities.
The challenges and considerations in building an effective board and assessing team dynamics during company growth.
Notable Quotes:
“Culture ties back to the overall essence of the company” - Kelly Breslin Wright
"Every single person in the company is a guardian of the culture." - Kelly Breslin Wright
"The best salespeople have high empathy, are good communicators, and can emotionally connect with others." - Kelly Breslin Wright
“I have always had the same priorities…#1 People, #2 People, #3 People.” - Kelly Breslin Wright
Chapters
00:21 From Selling Books to Executive Roles: Kelly's Career Path
04:50 Teaching the Art of Sales: Kelly's University Course
11:14 The Essence of Company Culture and Its Impact on Sales
14:21 Guardians of Culture: Every Employee's Role
16:27 Balancing Data-Driven Decisions and Maintaining Culture
20:24 Core Values and Operating Principles: The Foundation of Culture
26:25 Mission, Vision, and Values: More Than Just Words
28:24 Navigating Business Challenges and Priorities
28:50 The Three Pillars of Success: People, PIML, and Culture
29:33 The Importance of the Right Team for Growth
31:48 Evaluating Leadership and Team Dynamics for Expansion
34:11 Cultural Fit vs. Experience in Hiring Decisions
39:44 Culture-Driven Sales: Connecting on a Deeper Level
42:46 Effective Board Composition and Its Impact
46:30 Legacy and Personal Reflections
48:25 Quick Fire Round
Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
Subscribe on YouTube:
https://www.youtube.com/@SaaSyTalkUnfiltered
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/
View all episodes
By Ricky and SeanAbout The Guest(s): Kelly Breslin Wright has over 30 years of experience in leadership, sales, operations, and strategy. Kelly has served in multiple executive roles, including as President and Chief Operating Officer at Gong and as Executive Vice President (CRO) at Tableau Software. Kelly is currently Founder and CEO of her own thought leadership platform Culture Driven Sales.
Additionally, Kelly has been a Board Director at public and private companies, including Fastly (NYSE:FSLY), Plum (NASDAQ: PLUMIU), Gong, Lucid, Even, and Amperity. She has advised many technology companies, including Dropbox and Asana. She is an adjunct professor at the University of Washington’s Foster School of Business.
Earlier in her career, Kelly spent time at Bain & Company, McKinsey & Company, Bank of America, Dale Carnegie Training, and AtHoc. She earned her BA from Stanford University and MBA from The Wharton School at the University of Pennsylvania.
Episode Summary: In this episode, Kelly Breslin Wright shares her remarkable journey from selling books door-to-door to becoming a key figure at Tableau Software, guiding the company from its inception through to a successful IPO and beyond. With a focus on the critical role of culture in sales and business success, Kelly discusses her transition into board roles and teaching, emphasizing the importance of mission, vision, and alignment in creating effective teams and compelling sales strategies. Highlights include her insights on building a board for startups, prioritizing people in businesses, and her unique perspective on sales as a deeply human and culturally driven process.
Key Takeaways:
Kelly's early experiences in sales and entrepreneurship shaped her passion for helping people and running her own business.
The importance of aligning sales with the overall company strategy and having a clear mission and vision.
The role of culture in driving sales and creating a positive work environment.
The need for companies to rate people and culture as top priorities.
The challenges and considerations in building an effective board and assessing team dynamics during company growth.
Notable Quotes:
“Culture ties back to the overall essence of the company” - Kelly Breslin Wright
"Every single person in the company is a guardian of the culture." - Kelly Breslin Wright
"The best salespeople have high empathy, are good communicators, and can emotionally connect with others." - Kelly Breslin Wright
“I have always had the same priorities…#1 People, #2 People, #3 People.” - Kelly Breslin Wright
Chapters
00:21 From Selling Books to Executive Roles: Kelly's Career Path
04:50 Teaching the Art of Sales: Kelly's University Course
11:14 The Essence of Company Culture and Its Impact on Sales
14:21 Guardians of Culture: Every Employee's Role
16:27 Balancing Data-Driven Decisions and Maintaining Culture
20:24 Core Values and Operating Principles: The Foundation of Culture
26:25 Mission, Vision, and Values: More Than Just Words
28:24 Navigating Business Challenges and Priorities
28:50 The Three Pillars of Success: People, PIML, and Culture
29:33 The Importance of the Right Team for Growth
31:48 Evaluating Leadership and Team Dynamics for Expansion
34:11 Cultural Fit vs. Experience in Hiring Decisions
39:44 Culture-Driven Sales: Connecting on a Deeper Level
42:46 Effective Board Composition and Its Impact
46:30 Legacy and Personal Reflections
48:25 Quick Fire Round
Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
Subscribe on YouTube:
https://www.youtube.com/@SaaSyTalkUnfiltered
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/