Why Purpose is Powerful in Sales with Jordan Benjamin

Wesleyne Greer: 00:00:00

As a sales manager, you are judged by the

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performance of your team, and you're praised when they do

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well. But one thing that you've not been able to figure out is

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how to get everyone on your team consistently hitting quota every

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single month. On the Snack size sales podcast, we discuss the

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science of selling stem sales leadership in the science,

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technology, engineering and manufacturing fields is

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difficult. You will learn from sales managers just like you

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that will give you actionable insights and tips on how to

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develop as a leader and achieve your revenue targets every

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single month. So pop your headphones in and get ready to

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listen to my guest today. They will give you information and

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inspiration to ensure that you have actionable insights that

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you can put into place today. Hello, and welcome to another

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episode of the science of selling stem today. I am so so

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excited to chat with Jordan Benjamin. How are you doing?

Jordan Benjamin: 00:01:10

I'm doing great excited to be here.

Wesleyne Greer: 00:01:12

Awesome. Let me tell you guys a bit about

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Jordan. for over 13 years, he's been exploring different tools

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and strategies paired with neuroscience to understand how

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we can create substantial peak performance as a top seller at

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HubSpot since joining pre IPO leading Mental Health

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Resilience, Mindfulness Trainings inside and outside of

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HubSpot. He is continuously faced and helping humans show up

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at their best at work and at home. Wow, neuroscience. Okay,

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you know, I'm excited about our chat because we're all about

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science here. So how did you start your career and pre IPO

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HubSpot? That's like, you know, for us people, as my kids say

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born in the 1900s. Oh, like that's a long time ago. So tell

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us about how you started and how you got to where you are. Yeah,

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it's

Jordan Benjamin: 00:01:59

a weird journey. Anytime I talk to

Jordan Benjamin: 00:02:02

sellers, it's usually an interesting journey. I never

Jordan Benjamin: 00:02:04

thought I'd be in sales, went to school for business management,

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and had somebody say, Hey, you should go join the startup

Jordan Benjamin: 00:02:11

company. And this was a much smaller company in Boulder and

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got into sales did the whole BDR game 100 dials a day mark down

Jordan Benjamin: 00:02:19

on a legal pad. We did have Salesforce at the time, but it

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wasn't very integrated to what we were doing and then got laid

Jordan Benjamin: 00:02:27

off from a couple of startups within about 90 days of each

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other actually. So got a nice dose of reality. And luckily for

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me, my fiance was moving to Boston for grad school. And I

Jordan Benjamin: 00:02:39

knew somebody at HubSpot and said, Hey, are you guys hire?

Jordan Benjamin: 00:02:42

And then conveniently, they said, Yeah, we're hiring like

Jordan Benjamin: 00:02:45

crazy. And so I got there in 2014, learned a lot from getting

Jordan Benjamin: 00:02:49

laid off twice, but have been at HubSpot for Coming up on eight

Jordan Benjamin: 00:02:53

years now coaching different agency partners on how do they

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grow and develop their business. And really, throughout that

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entire time, I've done things like getting certified as a yoga

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instructor and taking a ton of education around mental health

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and all the things that I was never taught in school on how do

Jordan Benjamin: 00:03:10

I actually handle life? And how do I show up at my best every

Jordan Benjamin: 00:03:12

day. And so, you know, multiple Appspot accolades from you know,

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presidents clubs, and things like that, but then really

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spending a lot of time learning how can we perform at our best

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and, you know, around neuroscience, what's been

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fascinating is the evolution of that technology to understand

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the brain and how do things like meditation actually show up now

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through science, where before, it was just seen as some of this

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kind of like woowoo stuff. And now you're actually seeing

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science, talking about how gratitude or meditation actually

Jordan Benjamin: 00:03:39

help us manage our stress and manage ourselves more

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effectively.

Wesleyne Greer: 00:03:42

Wow. So you really develop resiliency early

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in your career, because you got laid off twice, in like three

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months. That's a huge thing. Some people get laid off once in

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a lifetime, and they never get back up from it. So you

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mentioned you learned a lot of valuable lessons. What are some

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lessons that you learned from getting laid off?

Jordan Benjamin: 00:04:03

Yeah, so the first time I got laid off, it

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was a big group of us, about 6080 of us got laid off at that

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point in time, and we went out in party. It was, you know, like

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a Wednesday afternoon, and we went to the bar as a group.

Jordan Benjamin: 00:04:14

We're like, I don't we don't have jobs. Now, what do we do?

Jordan Benjamin: 00:04:16

And that was okay, that was fun. You know, we had an okay time,

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then you wake up the next morning, you feel terrible. And

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you realize you don't have a job, and you don't know exactly

Jordan Benjamin: 00:04:24

what you're going to do. And luckily, I found a next role

Jordan Benjamin: 00:04:27

that thought was going to be my next thing for a long time. Got

Jordan Benjamin: 00:04:30

there for about three months and sat with the CEO. You know, it's

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a 90 day sales cycle. And I'd only been there three months

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hadn't closed anything yet. And he was there actually, with one

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of my good friends who also got hired at the same time. They

Jordan Benjamin: 00:04:43

were like, Oh, we're keeping him and letting go of you. And he

Jordan Benjamin: 00:04:45

was like, you know, I really wish we could keep you I know

Jordan Benjamin: 00:04:47

you're going to do great things. And I don't think I'm very

Jordan Benjamin: 00:04:50

egotistical at all, but sitting in that meeting with him. I

Jordan Benjamin: 00:04:53

said, I know I am and literally walked out to the computer and

Jordan Benjamin: 00:04:57

reached out to a guy that I knew at HubSpot and said, Hey, you

Jordan Benjamin: 00:04:59

guys hiring I think I might be moving to Boston. And what I

Jordan Benjamin: 00:05:02

learned from that was this concept of like, nobody's gonna

Jordan Benjamin: 00:05:05

do it for me, I have to pick myself back up, I have to be the

Jordan Benjamin: 00:05:09

one to take responsibility for myself to actually move forward

Jordan Benjamin: 00:05:13

and move in a direction that I want to go. Because whatever

Jordan Benjamin: 00:05:15

company you're at, are a part of, yes, they want to solve for

Jordan Benjamin: 00:05:17

you, yes, they want to help you. But at the end of the day, they

Jordan Benjamin: 00:05:20

have to solve for the business and the company, and nobody else

Jordan Benjamin: 00:05:22

is going to do it for you. So that was a big lesson for me

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around taking my own accountability, and really

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understanding that I'm going to have to do it for myself to get

Jordan Benjamin: 00:05:31

where I want to go in my life.

Wesleyne Greer: 00:05:33

Ah, betting on yourself. That's been a really a

Wesleyne Greer: 00:05:36

rolling theme of the podcast in the past few months, so many

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people have come on, and we've talks about their trials and

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tribulations, whether it was health related or family

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related, or they got laid off. And it was like, but I bet on

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myself, right? And so you said I Okay, I don't care. I'm gonna

Wesleyne Greer: 00:05:55

reach out to somebody and see if they're willing to take a chance

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on me. So you started in HubSpot, which was very a very

Wesleyne Greer: 00:06:01

different company back then than it is now. So tell us when you

Wesleyne Greer: 00:06:06

started, you were at the bottom of that totem pole. How did you

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go from being at the bottom of the totem pole to multiple

Wesleyne Greer: 00:06:13

Presidents Award winning, as well as how come you're still

Wesleyne Greer: 00:06:17

there? So many people don't stay at jobs for that long.

Jordan Benjamin: 00:06:20

I never thought I was going to be somewhere for

Jordan Benjamin: 00:06:22

eight years. And so for me, I think a lot of it has come down

Jordan Benjamin: 00:06:26

to an early lesson I learned from one of our sales leaders on

Jordan Benjamin: 00:06:29

bringing an attitude of curiosity to the table. It's

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enabled me and allowed me to not only show up and be excited and

Jordan Benjamin: 00:06:36

curious about every conversation that I have with every prospect

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even though a lot of calls and a lot of conversations with the

Jordan Benjamin: 00:06:42

business owners that I talked to an agency owners sound the same.

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But if I can maintain curiosity, not only does it helps me, stay

Jordan Benjamin: 00:06:49

engaged on my own right, it helps them feel seen and valued

Jordan Benjamin: 00:06:52

and heard. And so it's kept the conversations really exciting. I

Jordan Benjamin: 00:06:56

think the other piece at HubSpot is I've had this ability to go

Jordan Benjamin: 00:06:59

out and support some of these areas that I'm truly passionate

Jordan Benjamin: 00:07:02

about, you know, I lead meditation sessions a couple

Jordan Benjamin: 00:07:05

times a week, or a couple times a month, I helped coach a

Jordan Benjamin: 00:07:08

program that we run called rethinking resilience, where I

Jordan Benjamin: 00:07:11

get to give others skills and tools that again, most of us

Jordan Benjamin: 00:07:15

didn't get in school to understand how do I bounce back

Jordan Benjamin: 00:07:17

from failure or getting laid off or a bad month or quarter. And I

Jordan Benjamin: 00:07:21

think HubSpot does such a great job of building a culture of

Jordan Benjamin: 00:07:26

amazing people here to do really cool things that support each

Jordan Benjamin: 00:07:29

other, you know, there's freedom, there's autonomy, and

Jordan Benjamin: 00:07:32

there's just so many intelligent people that show up with what we

Jordan Benjamin: 00:07:36

call his heart, which is part of our cultural code for being

Jordan Benjamin: 00:07:39

humble, empathetic, adaptable, remarkable. And oh, gosh, T is

Jordan Benjamin: 00:07:43

blanking on me right now. I'll have to come back to you with T

Jordan Benjamin: 00:07:45

at the end.

Wesleyne Greer: 00:07:46

So how did you know that you could do these

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things? Because a lot of times when people are within

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companies, they just do their job, they just keep their head

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down. And they don't say, Hey, are you guys interested in

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bringing this in? Or I'm interested in leading this or

Wesleyne Greer: 00:08:03

doing this? How did you start climbing up the ladder.

Jordan Benjamin: 00:08:06

So one I got to throw out tea is transparent.

Jordan Benjamin: 00:08:09

It's a critical one. But for me, I think it really was that early

Jordan Benjamin: 00:08:13

day stage, you know, coming from the startup world, where you

Jordan Benjamin: 00:08:17

encourage creativity and encourage experimentation and

Jordan Benjamin: 00:08:20

trying new things is what started to open the door to

Jordan Benjamin: 00:08:23

where I started leading yoga classes and starting offering

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meditation and finding other groups of people saying, I have

Jordan Benjamin: 00:08:30

no idea how to do this, I'm scared to go into a yoga studio

Jordan Benjamin: 00:08:33

and actually pay a fee. But oh, we've got a gym in the office.

Jordan Benjamin: 00:08:37

And it's a free thing that's offered out. So I don't feel as

Jordan Benjamin: 00:08:39

intimidated to do that. And so it was really one finding people

Jordan Benjamin: 00:08:43

that were interested in similar things, and then to getting some

Jordan Benjamin: 00:08:46

buy in from different leaders like our wonderful head of our

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North American sales, Michelle Ben for she attended a new hire

Jordan Benjamin: 00:08:52

training I was a part of and she was like, Wow, this content,

Jordan Benjamin: 00:08:55

talking about growth mindset. And these other areas are how

Jordan Benjamin: 00:08:58

I've developed as a leader, and are so important for me. So I

Jordan Benjamin: 00:09:01

put together a curriculum for her small business sales team

Jordan Benjamin: 00:09:04

where I ran different sessions to help them really learn and a

Jordan Benjamin: 00:09:07

lot of it was by doing and actually just putting myself out

Jordan Benjamin: 00:09:10

there and showing up while making sure I you know,

Jordan Benjamin: 00:09:12

sustained top performance.

Wesleyne Greer: 00:09:14

So you're talking about resiliency and

Wesleyne Greer: 00:09:17

growth mindset. And really, it's like, you're kind of juggling

Wesleyne Greer: 00:09:20

multiple balls, right? It's like, Hey, I this is my day job.

Wesleyne Greer: 00:09:23

This is how I pay my bills. But I have this passion and people

Wesleyne Greer: 00:09:26

are tapping me to do these things. How do you balance? How

Wesleyne Greer: 00:09:30

do you balance the things that you're really passionate about?

Wesleyne Greer: 00:09:33

As well as, hey, I still have to hit my quota make these call do

Wesleyne Greer: 00:09:37

these things?

Jordan Benjamin: 00:09:39

Yeah, it's an ever evolving thing. You know,

Jordan Benjamin: 00:09:41

as a company has really grown and changed the role, the

Jordan Benjamin: 00:09:43

activities of what I've got to do in a given day continue to

Jordan Benjamin: 00:09:46

change. And so it's something that I don't think is ever set

Jordan Benjamin: 00:09:48

in stone, and I'm okay with that. And I've talked to a lot

Jordan Benjamin: 00:09:52

of folks that think, Oh, I've got to build my morning routine,

Jordan Benjamin: 00:09:54

and it has to say the exact same No, we learn new stuff every

Jordan Benjamin: 00:09:57

day. And so for me, it's about how do I make sure I optimized

Jordan Benjamin: 00:10:00

my mornings is one of my first things I do when I start the

Jordan Benjamin: 00:10:02

day, how do I do things that fill me up that make my morning

Jordan Benjamin: 00:10:05

for me. So whether that's meditation, journaling, working

Jordan Benjamin: 00:10:08

out incantations, to make sure that, you know, I change some of

Jordan Benjamin: 00:10:12

the negative self talk, or at least reinforce some things that

Jordan Benjamin: 00:10:15

don't serve me. And that's where I start. And then I get into

Jordan Benjamin: 00:10:18

time blocking. So great, I'm going to do a couple of my most

Jordan Benjamin: 00:10:21

important tasks, the first thing of the day, and then get into

Jordan Benjamin: 00:10:23

the sales meetings and some of the other activities that align

Jordan Benjamin: 00:10:26

better with when other people are working to. And then the

Jordan Benjamin: 00:10:29

other part for me is around really making sure I've got

Jordan Benjamin: 00:10:31

clear goals set, you know, I've got another screen over here,

Jordan Benjamin: 00:10:34

and I see my tasks of okay, what do I need to knock through

Jordan Benjamin: 00:10:36

today? What are my most important things? What are my

Jordan Benjamin: 00:10:39

nice to haves? And how does that align to what I want to do this

Jordan Benjamin: 00:10:41

week, this month, and this year, so those are a couple activities

Jordan Benjamin: 00:10:44

that have really helped me make sure I can stay focused on the

Jordan Benjamin: 00:10:46

things that drive the most impact in my own life.

Wesleyne Greer: 00:10:50

And when we think about, you know, balancing

Wesleyne Greer: 00:10:53

our time as a salesperson as a sales leader, and then we think

Wesleyne Greer: 00:10:57

about all of the stress and strain that we have from life

Wesleyne Greer: 00:11:00

and from work, what are some of those first signs that people

Wesleyne Greer: 00:11:05

can really tap into to know that they need to slow down and maybe

Wesleyne Greer: 00:11:08

take a midday yoga class, or stop and turn the lights off and

Wesleyne Greer: 00:11:11

meditate, not first thing in the morning, like most people do, or

Wesleyne Greer: 00:11:15

at the end of the day, but in the middle of the day, what are

Wesleyne Greer: 00:11:18

some of those signs that we should look out for

Jordan Benjamin: 00:11:20

so a lot of it happens in the body, our body is

Jordan Benjamin: 00:11:23

going to know when we're getting burnt out when we're getting

Jordan Benjamin: 00:11:26

overly stressed, even before our conscious mind will because so

Jordan Benjamin: 00:11:30

much happens within our feelings. And so a lot of folks

Jordan Benjamin: 00:11:33

will notice that maybe they're holding their shoulders really

Jordan Benjamin: 00:11:35

tight, and there's tension up in their shoulders, or their neck

Jordan Benjamin: 00:11:38

starts to hurt or back starts to hurt, and they start getting

Jordan Benjamin: 00:11:40

these body aches that don't necessarily come from anywhere.

Jordan Benjamin: 00:11:43

I also talked to folks that will feel you know, heart

Jordan Benjamin: 00:11:46

palpitations and their hearts going a little bit differently

Jordan Benjamin: 00:11:48

than it normally would. Or they just feel on edge in their

Jordan Benjamin: 00:11:52

different conversations. And their mind starts to be really

Jordan Benjamin: 00:11:54

distracted and is wandering. So as you start to notice the mind

Jordan Benjamin: 00:11:57

wandering, or you have this tension in your body is when you

Jordan Benjamin: 00:12:00

can maybe take a deep breath and say, what's going on? How am I

Jordan Benjamin: 00:12:04

feeling? And that's one of the other skills that I love to do

Jordan Benjamin: 00:12:07

with teams is just do a simple check in not how are you doing

Jordan Benjamin: 00:12:10

today? Because almost all of us are gonna say Good, fine. Okay,

Jordan Benjamin: 00:12:14

but how are you feeling? And I actually use this tool, I think

Jordan Benjamin: 00:12:18

it's called the feelings wheel. Because many of us don't have

Jordan Benjamin: 00:12:20

that many words for our actual emotions that we have. And if we

Jordan Benjamin: 00:12:24

can start checking in with ourselves and say, either, how

Jordan Benjamin: 00:12:26

am I feeling today? energized, excited, depressed, stressed,

Jordan Benjamin: 00:12:31

anxious, or a one to 10 scale can also be nice to say, Yeah,

Jordan Benjamin: 00:12:35

I'm feeling 10 out of 10 today, or right now in the moment, or

Jordan Benjamin: 00:12:38

you know what I'm feeling like a four or five, because once we

Jordan Benjamin: 00:12:40

measure something, we can actually manage it. But when

Jordan Benjamin: 00:12:43

it's just this very kind of ethereal, I'm good, I'm fine. It

Jordan Benjamin: 00:12:48

doesn't give us much context to work with. So those are some of

Jordan Benjamin: 00:12:50

the things that I look for, to say, when do I need to take a

Jordan Benjamin: 00:12:54

break and do something to recharge, refresh or renew

Jordan Benjamin: 00:12:56

myself?

Wesleyne Greer: 00:12:58

I recently went and got a massage. And the

Wesleyne Greer: 00:13:02

misuse was like, Wow, this feels like bone here. And it's

Wesleyne Greer: 00:13:05

supposed to be muscle. I was like, Really, it wasn't even

Wesleyne Greer: 00:13:07

hurting me. Right? And so it's like I but I consciously I

Wesleyne Greer: 00:13:12

literally put it on my calendar every single month. That's

Wesleyne Greer: 00:13:14

something that I do, because I know that this is something that

Wesleyne Greer: 00:13:17

my body needs. And even if I'm not hurting, and you don't have

Wesleyne Greer: 00:13:20

to necessarily be in pain, to stop and take a moment, right?

Wesleyne Greer: 00:13:24

Because the pain when you start feeling the pain, that means

Wesleyne Greer: 00:13:27

that you've been dealing with it and internalizing it, you had

Wesleyne Greer: 00:13:30

this really unique setup. I'll call it at HubSpot, where you

Wesleyne Greer: 00:13:35

have this job that you've been in for so many years. But you

Wesleyne Greer: 00:13:38

also have a whole separate company, how did you go to your

Wesleyne Greer: 00:13:43

management, go to your company and say, Hey, so I really love

Wesleyne Greer: 00:13:47

what I'm doing. But I really am passionate about this other

Wesleyne Greer: 00:13:50

thing. And I want you guys to support me. Yeah, I think

Jordan Benjamin: 00:13:54

it was probably a sign of the times being there

Jordan Benjamin: 00:13:56

earlier, again, because at an earlier stage company, you need

Jordan Benjamin: 00:13:59

to try and test and experiment. And now with 5000 some odd

Jordan Benjamin: 00:14:02

people, we need folks to work more in the swim lanes.

Jordan Benjamin: 00:14:05

Otherwise, if everybody's distracted, it's a little bit

Jordan Benjamin: 00:14:07

harder. So I think some of it was me being lucky being there

Jordan Benjamin: 00:14:10

early on. And also knowing that most of what I'm doing is giving

Jordan Benjamin: 00:14:14

you know, it's really about saying great, I've interviewed a

Jordan Benjamin: 00:14:17

lot of sellers at HubSpot. So now new hires can go in and

Jordan Benjamin: 00:14:21

listen to me interviewing a lot of the top sellers and it

Jordan Benjamin: 00:14:24

becomes a resources and an asset that supports what we're trying

Jordan Benjamin: 00:14:28

to do and gives more education and gives more value to folks

Jordan Benjamin: 00:14:31

across the organization. And I think there is also this sense

Jordan Benjamin: 00:14:35

in sales of if you can perform at a high level if you can do

Jordan Benjamin: 00:14:38

your job. Well, you should get this freedom and autonomy which

Jordan Benjamin: 00:14:41

I think hub spots, you know, been really kind enough to grant

Jordan Benjamin: 00:14:45

me that aligns it to give me a little bit of freedom to make

Jordan Benjamin: 00:14:47

sure great you're you're hitting your numbers. You're doing your

Jordan Benjamin: 00:14:49

job at a high level, do what you want with your time, as long as

Jordan Benjamin: 00:14:53

it's not, you know, competing against HubSpot. And luckily

Jordan Benjamin: 00:14:55

what I do is is quite nicely aligned to how we want to

Jordan Benjamin: 00:14:57

support humans to really be their best And is where I'm

Jordan Benjamin: 00:15:00

doing a bunch of this stuff internally as well.

Wesleyne Greer: 00:15:02

So you say you're in a lot of sellers, and

Wesleyne Greer: 00:15:05

you're using that as a training for new hires, what kind of

Wesleyne Greer: 00:15:09

conversations are you having with those sellers?

Jordan Benjamin: 00:15:11

For me, I love asking people about their

Jordan Benjamin: 00:15:13

mindset. You know, I, there's so much you can read about tactics,

Jordan Benjamin: 00:15:17

and so much of my sales training, from Sandler to spin

Jordan Benjamin: 00:15:21

to gap selling, all these other areas have been really

Jordan Benjamin: 00:15:23

wonderful, but they get into the tactics of selling. And what I

Jordan Benjamin: 00:15:27

love to learn is, well, how do you bounce back from that tough

Jordan Benjamin: 00:15:30

month? What do you focus on every day to perform at your

Jordan Benjamin: 00:15:34

best? What do you read? What do you like to learn? And what I

Jordan Benjamin: 00:15:37

find is so many folks study psychology, and how do humans

Jordan Benjamin: 00:15:40

operate and perform because that, to me is where we find

Jordan Benjamin: 00:15:44

that selling, and getting better at sales usually aligns with

Jordan Benjamin: 00:15:47

getting better as a human, you're a better listener, you're

Jordan Benjamin: 00:15:50

a better communicator, you have a better understanding of what

Jordan Benjamin: 00:15:54

people's goals are, and what they want to accomplish, and

Jordan Benjamin: 00:15:56

then work to bring solutions to the table for them. So that's

Jordan Benjamin: 00:15:59

what I really love to start learning from folks to

Jordan Benjamin: 00:16:01

understand how can you not only perform but really maintain that

Jordan Benjamin: 00:16:04

performance and sustain it over the long term, because I've

Jordan Benjamin: 00:16:07

talked to so many sellers that have done really great hit the

Jordan Benjamin: 00:16:10

top then number one, and then come back to say, well, well,

Jordan Benjamin: 00:16:13

now what do I do with myself, I just hit number one, but that

Jordan Benjamin: 00:16:16

doesn't have any meaning or purpose. And so that's some of

Jordan Benjamin: 00:16:18

the stuff that I'd love to work with folks on to really

Jordan Benjamin: 00:16:20

understand how do we find more connection to purpose, whether

Jordan Benjamin: 00:16:23

that is being? Yeah, I want to be number one. Well, why? And

Jordan Benjamin: 00:16:26

how do we get I want to be number one, because So that's

Jordan Benjamin: 00:16:29

some of the fun stuff that I love to learn and work with

Jordan Benjamin: 00:16:31

folks on.

Wesleyne Greer: 00:16:32

And so when you have these amazing

Wesleyne Greer: 00:16:34

conversations, and you guys are really digging deep, and you're

Wesleyne Greer: 00:16:37

right, a lot of sales training is focused on the tactical

Wesleyne Greer: 00:16:41

aspects of sales training. And I always say that all that stuff

Wesleyne Greer: 00:16:45

is great, because you have to know how to make a cold call how

Wesleyne Greer: 00:16:47

to do a discovery call, but it's also about what I like to call a

Wesleyne Greer: 00:16:50

behavior based sales strategy. Right? So what are those

Wesleyne Greer: 00:16:53

behaviors that drive the actions? So like you said, I

Wesleyne Greer: 00:16:57

lose, that's okay. I say it's okay to lose, but don't lose the

Wesleyne Greer: 00:17:01

same way twice. Let's do a post mortem, let's understand what

Wesleyne Greer: 00:17:04

happened, right, let's really understand, let's peel back some

Wesleyne Greer: 00:17:08

of those layers. So we can understand what happened and

Wesleyne Greer: 00:17:12

don't and, you know, hey, oh, I just got a big sale at the end

Wesleyne Greer: 00:17:16

of the month. And I'm just gonna do nothing for the rest of the

Wesleyne Greer: 00:17:19

month. That's on the opposite spectrum. And so incorporating

Wesleyne Greer: 00:17:24

those kind of learnings and trainings into onboarding new

Wesleyne Greer: 00:17:28

salespeople, how has that changed the trajectory of the

Wesleyne Greer: 00:17:33

type of onboarding that your salespeople have gotten?

Jordan Benjamin: 00:17:35

Yeah, so one of the things that I introduced

Jordan Benjamin: 00:17:37

really early on in training was talking about a growth mindset

Jordan Benjamin: 00:17:41

to your point of it's not win or lose, it's winter learn. And so

Jordan Benjamin: 00:17:45

how do we help folks understand not just, Oh, I lost the sale.

Jordan Benjamin: 00:17:49

But how do we find something and a course from MIT that I took on

Jordan Benjamin: 00:17:53

negotiation was, you know, a lot of folks believe negotiation is

Jordan Benjamin: 00:17:56

in those skills are something you have or you don't, that's

Jordan Benjamin: 00:17:59

not the case, this is something that can be learned sales, it's

Jordan Benjamin: 00:18:01

something that can be learned because it is a human skill. And

Jordan Benjamin: 00:18:05

so what I talk with folks about is at the end of every deal, or

Jordan Benjamin: 00:18:08

when we do this analysis, what went well, so we make sure we

Jordan Benjamin: 00:18:12

find something that went well, there's a little bit of a reward

Jordan Benjamin: 00:18:15

for ourselves, and then what can be improved upon? And not what

Jordan Benjamin: 00:18:18

did I suck at or not, you know, what do I struggle with? But

Jordan Benjamin: 00:18:21

where can I improve? Because that starts to create this

Jordan Benjamin: 00:18:24

growth mindset and reinforce that, okay, there's something

Jordan Benjamin: 00:18:27

that I did well, and there's something that I can improve

Jordan Benjamin: 00:18:29

upon.

Wesleyne Greer: 00:18:31

That's good. That's so good. So you have your

Wesleyne Greer: 00:18:35

your company core O 's, tell us a little bit more about what you

Wesleyne Greer: 00:18:39

specifically do within that organization.

Jordan Benjamin: 00:18:41

Yeah. So what I do over here is I work with

Jordan Benjamin: 00:18:44

folks to build your personal operating system, whether that's

Jordan Benjamin: 00:18:46

for you or your team. And so much of what we do every day is

Jordan Benjamin: 00:18:51

like we come in, we update our computers, we update our cell

Jordan Benjamin: 00:18:54

phones and the operating system to have that perform better. But

Jordan Benjamin: 00:18:57

most of us haven't consciously built or understood what is our

Jordan Benjamin: 00:19:01

operating system. So I've got a whole set of different

Jordan Benjamin: 00:19:03

curriculum that I run through with folks, sometimes it's, you

Jordan Benjamin: 00:19:06

know, 30 to 60 minute sessions, sometimes it's, you know, six to

Jordan Benjamin: 00:19:09

12 weeks of an hour session every other week, going through

Jordan Benjamin: 00:19:12

different components of building self awareness to understand who

Jordan Benjamin: 00:19:15

we are, what are the perspectives that we have that

Jordan Benjamin: 00:19:18

make us show up and see the world the way that we do and

Jordan Benjamin: 00:19:20

lead the way that we do and tools to help understand well,

Jordan Benjamin: 00:19:22

where do we want to go? Because so many folks don't really have

Jordan Benjamin: 00:19:25

a clear roadmap of what they want to do in their lives or

Jordan Benjamin: 00:19:28

what is valuable to them. So we help folks build values,

Jordan Benjamin: 00:19:31

understand their own self awareness, emotional

Jordan Benjamin: 00:19:33

intelligence, and then how can they actually create systems to

Jordan Benjamin: 00:19:36

enact or enable that change to take their life where they want

Jordan Benjamin: 00:19:39

to move? Hmm,

Wesleyne Greer: 00:19:40

so give us a mini case study. Tell us about

Wesleyne Greer: 00:19:43

somebody who came to you and they said, You know, I'd like

Wesleyne Greer: 00:19:48

the resistant people, not the ones who was gung ho. Tell us

Wesleyne Greer: 00:19:51

about that resistant person and the changes that you were helped

Wesleyne Greer: 00:19:55

able to help them see.

Jordan Benjamin: 00:19:56

Yeah, so I love working with top performers at

Jordan Benjamin: 00:20:00

find that that's really where we can get into it. Once folks

Jordan Benjamin: 00:20:02

understand that, yes, I can perform in sales. And I know

Jordan Benjamin: 00:20:04

that I can hit my targets. But there are many folks that say

Jordan Benjamin: 00:20:07

like, I don't need this many people that I talked to need to

Jordan Benjamin: 00:20:10

crash and burn before they start to open their eyes to saying,

Jordan Benjamin: 00:20:13

maybe I could live, maybe I could operate a little bit

Jordan Benjamin: 00:20:16

differently. And so I had a rep that was a top performing rep,

Jordan Benjamin: 00:20:20

multi time presidents club rep came to me and said, like, I am

Jordan Benjamin: 00:20:23

struggling outside of work, like I can do the job, I'm fine

Jordan Benjamin: 00:20:26

there. But I don't think I'm gonna be able to sustain that

Jordan Benjamin: 00:20:28

for very long. And I feel like a lot of this stuff is like very

Jordan Benjamin: 00:20:32

woowoo. And out there and like, I'm not interested in that. And

Jordan Benjamin: 00:20:36

I suggested, hey, like, why don't you just go take a yoga

Jordan Benjamin: 00:20:38

class? And he was like, No way, like, I'm an athlete, I'm not

Jordan Benjamin: 00:20:42

doing yoga, not a chance. And then finally goes like, two

Jordan Benjamin: 00:20:46

months later, and it's like, oh, my gosh, that was the best

Jordan Benjamin: 00:20:49

workout I've ever had. I felt amazing afterwards, and came

Jordan Benjamin: 00:20:51

back and said, Okay, what else can we look at? Or what else can

Jordan Benjamin: 00:20:54

we open up? And so we started just doing one on one coaching

Jordan Benjamin: 00:20:56

really starting to understand, okay, what are your values? You

Jordan Benjamin: 00:20:59

know, what are the areas of your life that you feel really good

Jordan Benjamin: 00:21:01

about right now? But what's missing? What's lacking? And so

Jordan Benjamin: 00:21:05

we started to work on understanding, really, where was

Jordan Benjamin: 00:21:07

he at? And why is this feeling of lack of joy missing out of

Jordan Benjamin: 00:21:13

his life when he's making more money than he ever thought he

Jordan Benjamin: 00:21:16

would, or anything of the sort. And so we spent some time

Jordan Benjamin: 00:21:18

working together over about a year really doing one on one

Jordan Benjamin: 00:21:20

sessions really kind of mapping. Great. Where are you at today?

Jordan Benjamin: 00:21:23

What are the areas that we can improve on, and we found out,

Jordan Benjamin: 00:21:25

hey, yeah, we need to get some more family time in there, we

Jordan Benjamin: 00:21:28

need to get some more involvement with a community

Jordan Benjamin: 00:21:31

around myself, because I feel a little bit isolated. And so many

Jordan Benjamin: 00:21:35

of us can resonate with that through COVID, especially that

Jordan Benjamin: 00:21:38

we had a really good time after he's like, this stuff's a little

Jordan Benjamin: 00:21:41

bit out there for me. Now, he's regularly practicing yoga. He's

Jordan Benjamin: 00:21:44

working on himself every day listening to different articles

Jordan Benjamin: 00:21:47

and podcasts to grow his mind and curiosity. So feels like

Jordan Benjamin: 00:21:50

he's learning every day, and really taking control now and

Jordan Benjamin: 00:21:53

sitting in the driver's seat to be the architect of his life,

Jordan Benjamin: 00:21:56

versus where most of us just kind of run on the hamster wheel

Jordan Benjamin: 00:21:59

that we've been set on. Hmm,

Wesleyne Greer: 00:22:02

the most resistant person and seeing

Wesleyne Greer: 00:22:04

their transformation. Those are the things that give me the most

Wesleyne Greer: 00:22:07

joy really seeing the person who is like, yeah, I don't need you.

Wesleyne Greer: 00:22:12

In my situation. It was somebody who said, Oh, yeah, you're my

Wesleyne Greer: 00:22:15

career coach. I'm like your career coach. They're like,

Wesleyne Greer: 00:22:17

yeah, you're my career coach, because I kept getting rejected

Wesleyne Greer: 00:22:21

for my promotion. And I'm like, and so you think that's what I'm

Wesleyne Greer: 00:22:24

here for a no, the problem is the way that you're leading your

Wesleyne Greer: 00:22:26

team. That is actually the issue. And once that was able to

Wesleyne Greer: 00:22:31

be turned on, we were off to the races. One thing that you said

Wesleyne Greer: 00:22:34

that I think so many sales people sales leaders don't do is

Wesleyne Greer: 00:22:39

we make money, right? You work as hard or as little as you want

Wesleyne Greer: 00:22:43

to and you make commission you make bonuses, but what are you

Wesleyne Greer: 00:22:46

working for? I always say it's important, you have to set the

Wesleyne Greer: 00:22:49

goal for Am I trying to pay off a student loan? Am I trying to

Wesleyne Greer: 00:22:52

go on a 14 day Alaskan cruise? Like why? What is the reason

Wesleyne Greer: 00:22:58

that you are working so hard?

Jordan Benjamin: 00:23:00

It's such a good point. And the thing that I

Jordan Benjamin: 00:23:02

think so many people miss, you know, they think it's just about

Jordan Benjamin: 00:23:05

the money, they think it's just about, you know, hitting the

Jordan Benjamin: 00:23:07

quota, because that's the quota that somebody set for you to do

Jordan Benjamin: 00:23:10

the thing for the company. And that's what creates this hamster

Jordan Benjamin: 00:23:13

wheel that removes our humanity and what fills us up because we

Jordan Benjamin: 00:23:17

are tribal creatures. And when we have the ability to give and

Jordan Benjamin: 00:23:21

grow, that's what really starts to fulfill us. And when we have

Jordan Benjamin: 00:23:24

that purpose defined, makes it easier to get through those

Jordan Benjamin: 00:23:27

tough times makes it easier to understand, here's why I do what

Jordan Benjamin: 00:23:30

I do, and have a much more empowering story behind it

Jordan Benjamin: 00:23:33

opposed to oh, I've got to show up to make cold calls today. Or

Jordan Benjamin: 00:23:36

I've got to show up to be in front of my team that's just

Jordan Benjamin: 00:23:39

here that day, you know, I don't even like some of the people on

Jordan Benjamin: 00:23:42

my team. But I got to be here because it's my job. That sucks.

Jordan Benjamin: 00:23:47

Got to think about it.

Wesleyne Greer: 00:23:48

Purpose is powerful it is. And you know,

Wesleyne Greer: 00:23:51

when you have that person who is able to really I love saying

Wesleyne Greer: 00:23:54

peel back the onion and get to the core, the root of the thing

Wesleyne Greer: 00:23:58

that's really holding them back, right? And really tap into that

Wesleyne Greer: 00:24:03

so that they can unleash it. And so when I hear somebody's like,

Wesleyne Greer: 00:24:07

I got to double my five to nine contribution for my kid to this

Wesleyne Greer: 00:24:09

year. I'm like, that's great. And they don't even I don't even

Wesleyne Greer: 00:24:12

know how much money they make. They're not even think about it.

Wesleyne Greer: 00:24:13

They're just like, because every month, it's just like, hey, I'm

Wesleyne Greer: 00:24:15

going, I'm going this is my goal. This is my focus. And so

Wesleyne Greer: 00:24:19

really, when we talk about that resiliency and the curiosity,

Wesleyne Greer: 00:24:23

it's those top performers that burn out, it's they do so well

Wesleyne Greer: 00:24:29

for five years, 10 years, but at some point, if they're not able

Wesleyne Greer: 00:24:33

to slow down and tap into their core operating system, then they

Wesleyne Greer: 00:24:37

just fizzle out.

Jordan Benjamin: 00:24:38

That's exactly. And I think the piece that I

Jordan Benjamin: 00:24:40

heard from you in there, too, that I love is this concept of

Jordan Benjamin: 00:24:43

really understanding what are we here for? What am I trying to do

Jordan Benjamin: 00:24:46

with my life? We are these incredible humans. We're not

Jordan Benjamin: 00:24:49

robots, we have feelings. We have emotions, we have desires,

Jordan Benjamin: 00:24:52

and it doesn't have to be about what anybody else is doing. And

Jordan Benjamin: 00:24:56

so just knowing Yeah, I could double my 529 or I can give the

Jordan Benjamin: 00:24:59

most I've ever done from a philanthropic perspective,

Jordan Benjamin: 00:25:02

that's great. And it's only about my barometer for myself,

Jordan Benjamin: 00:25:06

it's not about how much money is it doesn't matter. It's really

Jordan Benjamin: 00:25:10

just about on my relative to myself, How am I doing compared

Jordan Benjamin: 00:25:14

to my own metrics for me? And am I getting better? Am I moving in

Jordan Benjamin: 00:25:18

that positive direction every single day, because I'm not

Jordan Benjamin: 00:25:20

going to give away as much money as Bill Gates or some of these

Jordan Benjamin: 00:25:23

other people. And so that's not going to be my bar. But my bar

Jordan Benjamin: 00:25:26

is how am I doing in comparison to myself, and I think it's so

Jordan Benjamin: 00:25:29

powerful

Wesleyne Greer: 00:25:30

writing a race against yourself. Once you tap

Wesleyne Greer: 00:25:33

into that, and you've run the race against yourself. That's

Wesleyne Greer: 00:25:37

when everything is unlocked. Just makes things so much

Wesleyne Greer: 00:25:40

smoother.

Jordan Benjamin: 00:25:41

And it's a work in progress. I am not perfect at

Jordan Benjamin: 00:25:43

any of these things. And sometimes I say something, it's

Jordan Benjamin: 00:25:46

like, oh, yeah, you better remember that one.

Wesleyne Greer: 00:25:48

I know, I know. It's like, you'll go and you'll

Wesleyne Greer: 00:25:51

get a call from somebody or go on social media, like Man, we

Wesleyne Greer: 00:25:54

start in business at the same time, or we're the same age are

Wesleyne Greer: 00:25:57

those happening there, right. And the thing is, what you do

Wesleyne Greer: 00:26:00

when you build this resiliency is those things happen, you will

Wesleyne Greer: 00:26:05

lose a sale, life will hit you in the face, but you know how to

Wesleyne Greer: 00:26:08

deal with it now. And that's the key. It's not that these things

Wesleyne Greer: 00:26:11

are going to go away. It's not that there's a crystal ball is

Wesleyne Greer: 00:26:14

that I know how to deal with these things now. So the next

Wesleyne Greer: 00:26:17

time I don't sit there and have it affect me for so long.

Jordan Benjamin: 00:26:21

It's still one of those things that boggles my

Jordan Benjamin: 00:26:24

mind that I'm still trying to figure out is how do we help

Jordan Benjamin: 00:26:26

folks build these tools before they have to get punched in the

Jordan Benjamin: 00:26:30

face in life, so they can bounce back a little bit better,

Jordan Benjamin: 00:26:32

because I've seen so much struggle, anxiety, depression

Jordan Benjamin: 00:26:36

around the world, but especially here in the United States and

Jordan Benjamin: 00:26:39

tech companies in the folks that I work with, and not having

Jordan Benjamin: 00:26:43

those tools, makes it really hard to bounce back. And some

Jordan Benjamin: 00:26:47

folks don't bounce back from it. And so that, to me, is where I

Jordan Benjamin: 00:26:50

reach out, like I go to a therapist, I have a coach. And I

Jordan Benjamin: 00:26:53

think there's a big amount of opportunity to get rid of some

Jordan Benjamin: 00:26:56

of the stigma around therapy around reaching out and asking

Jordan Benjamin: 00:27:00

for help. Because I see a lot of folks that talk about self help

Jordan Benjamin: 00:27:03

books and think like, you must be broken, if you need self

Jordan Benjamin: 00:27:06

help. We're all probably broken, we're probably not optimized to

Jordan Benjamin: 00:27:08

be our best selves. And again, nobody's going to help us but

Jordan Benjamin: 00:27:12

ourselves. And so how do we normalize that and make that

Jordan Benjamin: 00:27:14

conversation a lot more normal? And especially for dudes that

Jordan Benjamin: 00:27:18

have grown up saying, like, men don't cry? Hmm. Men also have

Jordan Benjamin: 00:27:21

feelings and emotions. And I think that helps us be better

Jordan Benjamin: 00:27:23

leaders. I think that helps us build a broader sense of

Jordan Benjamin: 00:27:27

equality, inclusion, equity, diversity of thought, when we

Jordan Benjamin: 00:27:30

can actually understand that we have got emotions to just like

Jordan Benjamin: 00:27:33

every other human walking this planet.

Wesleyne Greer: 00:27:35

Yes, emotions are data. That's what they are.

Wesleyne Greer: 00:27:39

They are data points. And just like if you're looking at a

Wesleyne Greer: 00:27:41

spreadsheet, you're doing a pipeline, review your emotions,

Wesleyne Greer: 00:27:45

the way that you feel, it is okay to feel that way. And

Wesleyne Greer: 00:27:48

whether you're man or woman, I mean, we all know about sports.

Wesleyne Greer: 00:27:52

And we all know the best athletes have coaches, right?

Wesleyne Greer: 00:27:55

Like, they just don't go throw that good pass to win the game

Wesleyne Greer: 00:27:59

by themselves. So they all have coaches, and it's okay to need

Wesleyne Greer: 00:28:03

someone. And I think that as top performers, that's the thing

Wesleyne Greer: 00:28:07

that we have to stop thinking that we have to be alone. It's

Wesleyne Greer: 00:28:11

okay to ask for help. We work

Jordan Benjamin: 00:28:13

better together, two heads are better

Jordan Benjamin: 00:28:15

than one. We've heard all these things our entire life. But when

Jordan Benjamin: 00:28:17

we can get some outside perspective, from somebody that

Jordan Benjamin: 00:28:20

sees things a little bit differently, or from another

Jordan Benjamin: 00:28:22

viewpoint, not everything they say has to be right, or you

Jordan Benjamin: 00:28:24

don't have to say oh, great, I'm going to do absolutely

Jordan Benjamin: 00:28:26

everything they said. But now you get that lens to say, well,

Jordan Benjamin: 00:28:29

how does that align with me and my values? And is that something

Jordan Benjamin: 00:28:32

I want to go after or not? But the folks that sit in the vacuum

Jordan Benjamin: 00:28:35

of just being with their own thoughts, I find are the ones

Jordan Benjamin: 00:28:38

that tend to burn out and struggle along the way.

Wesleyne Greer: 00:28:41

Mm hmm. You've had such an amazing career in

Wesleyne Greer: 00:28:45

the things that you've given to your company, HubSpot, as well

Wesleyne Greer: 00:28:48

as my core iOS, what is one thing that you are most excited

Wesleyne Greer: 00:28:52

about accomplishing?

Jordan Benjamin: 00:28:54

I think the thing for me is the fact that

Jordan Benjamin: 00:28:57

I've been able to give on top of my job, the fact that I've been

Jordan Benjamin: 00:29:00

able to give, I think last week, I had about 50 people joining on

Jordan Benjamin: 00:29:04

a 15 minute session for meditation and gratitude and

Jordan Benjamin: 00:29:07

stress relief internally at HubSpot and the amount of folks

Jordan Benjamin: 00:29:10

that say, Wow, I didn't realize how much better I could feel

Jordan Benjamin: 00:29:14

after 10 to 15 minutes. And how easy and accessible these tools

Jordan Benjamin: 00:29:18

are, is what really fills me up. Because these are the types of

Jordan Benjamin: 00:29:22

skills that are going to last a lifetime, that give folks tools

Jordan Benjamin: 00:29:25

in their tool belt that can help them really be their best

Jordan Benjamin: 00:29:28

selves. And ideally, then they bring those to their kids and

Jordan Benjamin: 00:29:31

that now all of a sudden you see this ripple effect that goes so

Jordan Benjamin: 00:29:34

far beyond me with just simply thinking about something you're

Jordan Benjamin: 00:29:37

grateful for noticing your breath and slowing down for a

Jordan Benjamin: 00:29:39

few minutes. So I think that one for me is what really fills me

Jordan Benjamin: 00:29:42

up by being able to give back to others.

Wesleyne Greer: 00:29:45

Giving back serving, serving, serving I love

Wesleyne Greer: 00:29:48

it spoken by a true sales leader and someone who is really

Wesleyne Greer: 00:29:52

focused on giving back to others Jordan, if people want to reach

Wesleyne Greer: 00:29:56

out to you connect with you, what is the one best way

Jordan Benjamin: 00:29:59

LinkedIn? Jordan Benjamin yes to first and

Jordan Benjamin: 00:30:03

last names. That's the spot to find me or peak performance

Jordan Benjamin: 00:30:05

sellings my podcast is another great place to track me down as

Jordan Benjamin: 00:30:08

well.

Wesleyne Greer: 00:30:08

Awesome. Thank you so much, Jordan for sharing

Wesleyne Greer: 00:30:11

your time, your energy as well as your expertise with us today.

Wesleyne Greer: 00:30:15

It has been a pleasure chatting with you. Happy to be here.

Jordan Benjamin: 00:30:18

Thank you all for listening.

Wesleyne Greer: 00:30:19

Thank you so much for tuning in to another

Wesleyne Greer: 00:30:22

episode of the science of selling stem and remember in

Wesleyne Greer: 00:30:26

everything that you do transform your sales until next time.

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