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/