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.
Chapters:
- 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
Sponsor:
- Ringmaster Conversational Marketing - The Transaction is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/
Connect with Kelly Wright:
- LinkedIn: https://www.linkedin.com/in/kellybreslinwright/
- Culture Driven Sales Website: https://culturedrivensales.com/
- University of Washington Foster School of Business Website: https://foster.uw.edu/faculty-research/directory/kelly-wright/
Shoutouts:
- Barbareño: https://www.barbareno.com/
- Sam Guertin: https://www.linkedin.com/in/sam-guertin/
- Casey Cheshire: https://www.linkedin.com/in/caseycheshire/
- Lena Waters: https://www.linkedin.com/in/lenawaters/
- Dannie Herzberg: https://www.linkedin.com/in/dannieherzberg/
- Olivia Nottebohm: https://www.linkedin.com/in/olivia-nottebohm-7095b0/
- Panel Mentioned by Craig: https://afterparty.gong.io/public/76/%23Celebrate-70ab8437/296a7c22
Words Coined This Episode:
- Unactionable - Craig Rosenberg
Follow the Show:
- Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/
- Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/
- The Transaction on LinkedIn: https://www.linkedin.com/company/the-transaction/
- The Transaction Website: https://thetransactionpod.com/
- Substack: https://thetransaction.substack.com/
Ways to Tune In:
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Monster: BTK
'Monster: BTK', the newest installment in the 'Monster' franchise, reveals the true story of the Wichita, Kansas serial killer who murdered at least 10 people between 1974 and 1991. Known by the moniker, BTK – Bind Torture Kill, his notoriety was bolstered by the taunting letters he sent to police, and the chilling phone calls he made to media outlets. BTK's identity was finally revealed in 2005 to the shock of his family, his community, and the world. He was the serial killer next door. From Tenderfoot TV & iHeartPodcasts, this is 'Monster: BTK'.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations.