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In this episode of the Science of Selling STEM, I sat down with Jordan Benjamin, the Founder of My Core OS. He built My Core OS to help teams and top performers create their personal Operating System to enable them to sustain peak performance and harmony between work and life. My Core OS works with companies and specializes in working with sales teams to help drive a growth mindset and open the doors for more effective learning and growth for your team.

For 13+ years, Jordan has been exploring different tools and strategies paired with neuroscience to understand how we can create sustainable peak performance. As a top seller at HubSpot since joining pre-IPO, leading mental health, resilience, and mindfulness trainings in and outside of HubSpot, he is continuously focused on helping humans show up at their best at work and home. 

Tune in as Jordan shares the backstory of his illustrious sales career and talks about the many different ways we as salespeople and sales leaders can build a framework to sustain top performance and learn the skills to unlock even more greatness. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE. You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast.

On Today’s Episode of the Science of Selling STEM:

• His unexpected start in sales and the incredible journey to date (01:55)
• The experience of being laid off and how he picked himself up (04:00)
• Starting from the bottom at HubSpot, going up the ranks, and doing things differently (05:59)
• Achieving balance: Optimizing your mornings, time blocking, goal setting, and more (09:30)
• Supporting his team to be their best and the valuable mindset-oriented conversations he has with sellers (13:29)
• Helping people build their personal operating system so they can perform at their best (18:33)
• The power of finding the WHY of your sales career (22:34)
• How coupling his work with giving has impacted his life (28:42)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook     
• Wesleyne on Twitter
• Email Her at wesleyne@transformedsales.com

Connect with Jordan Benjamin:

• Jordan on Linkedin
• Jordan on Twitter
• Jordan’s Website

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Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

As a sales manager, you are judged by the

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

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

how to get everyone on your team consistently hitting quota every

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

science of selling stem sales leadership in the science,

technology, engineering and manufacturing fields is

difficult. You will learn from sales managers just like you

that will give you actionable insights and tips on how to

develop as a leader and achieve your revenue targets every

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

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

inspiration to ensure that you have actionable insights that

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

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

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

I'm doing great excited to be here.

Awesome. Let me tell you guys a bit about

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

and strategies paired with neuroscience to understand how

we can create substantial peak performance as a top seller at

HubSpot since joining pre IPO leading Mental Health

Resilience, Mindfulness Trainings inside and outside of

HubSpot. He is continuously faced and helping humans show up

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

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

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

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

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

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

it's

a weird journey. Anytime I talk to

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

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

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

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

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

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

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

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

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

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

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

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

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

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

years now coaching different agency partners on how do they

grow and develop their business. And really, throughout that

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

instructor and taking a ton of education around mental health

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

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

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

presidents clubs, and things like that, but then really

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

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

fascinating is the evolution of that technology to understand

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

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

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

science, talking about how gratitude or meditation actually

help us manage our stress and manage ourselves more

effectively.

Wow. So you really develop resiliency early

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

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

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

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

lessons that you learned from getting laid off?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

one to take responsibility for myself to actually move forward

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

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

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

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

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

around taking my own accountability, and really

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

where I want to go in my life.

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

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

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

tribulations, whether it was health related or family

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

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

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

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

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

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

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

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

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

I never thought I was going to be somewhere for

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

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

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

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

curious about every conversation that I have with every prospect

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

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

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

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

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

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

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

about, you know, I lead meditation sessions a couple

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

program that we run called rethinking resilience, where I

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

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

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

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

amazing people here to do really cool things that support each

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

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

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

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

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

at the end.

So how did you know that you could do these

things? Because a lot of times when people are within

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

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

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

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

So one I got to throw out tea is transparent.

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

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

encourage creativity and encourage experimentation and

trying new things is what started to open the door to

where I started leading yoga classes and starting offering

meditation and finding other groups of people saying, I have

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

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

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

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

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

buy in from different leaders like our wonderful head of our

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

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

talking about growth mindset. And these other areas are how

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

put together a curriculum for her small business sales team

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

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

there and showing up while making sure I you know,

sustained top performance.

So you're talking about resiliency and

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

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

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

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

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

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

these things?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

the sales meetings and some of the other activities that align

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

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

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

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

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

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

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

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

things that drive the most impact in my own life.

And when we think about, you know, balancing

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

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

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

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

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

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

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

some of those signs that we should look out for

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

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

overly stressed, even before our conscious mind will because so

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

will notice that maybe they're holding their shoulders really

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

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

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

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

palpitations and their hearts going a little bit differently

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

different conversations. And their mind starts to be really

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

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

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

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

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

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

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

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

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

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

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

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

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

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

measure something, we can actually manage it. But when

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

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

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

break and do something to recharge, refresh or renew

myself?

I recently went and got a massage. And the

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

it was probably a sign of the times being there

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

doing a bunch of this stuff internally as well.

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

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

conversations are you having with those sellers?

For me, I love asking people about their

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

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

to gap selling, all these other areas have been really

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

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

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

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

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

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

that selling, and getting better at sales usually aligns with

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

a better communicator, you have a better understanding of what

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

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

what I really love to start learning from folks to

understand how can you not only perform but really maintain that

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

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

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

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

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

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

understand how do we find more connection to purpose, whether

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

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

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

folks on.

And so when you have these amazing

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

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

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

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

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

behavior based sales strategy. Right? So what are those

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

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

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

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

of those layers. So we can understand what happened and

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

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

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

those kind of learnings and trainings into onboarding new

salespeople, how has that changed the trajectory of the

type of onboarding that your salespeople have gotten?

Yeah, so one of the things that I introduced

really early on in training was talking about a growth mindset

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

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

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

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

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

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

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

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

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

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

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

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

where can I improve? Because that starts to create this

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

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

upon.

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

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

specifically do within that organization.

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

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

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

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

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

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

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

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

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

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

different components of building self awareness to understand who

we are, what are the perspectives that we have that

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

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

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

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

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

understand their own self awareness, emotional

intelligence, and then how can they actually create systems to

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

to move? Hmm,

so give us a mini case study. Tell us about

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

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

about that resistant person and the changes that you were helped

able to help them see.

Yeah, so I love working with top performers at

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

we started to work on understanding, really, where was

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

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

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

working together over about a year really doing one on one

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

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

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

need to get some more involvement with a community

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

of us can resonate with that through COVID, especially that

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

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

working on himself every day listening to different articles

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

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

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

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

that we've been set on. Hmm,

the most resistant person and seeing

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

that you are working so hard?

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

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

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

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

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

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

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

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

that purpose defined, makes it easier to get through those

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

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

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

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

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

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

Got to think about it.

Purpose is powerful it is. And you know,

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

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

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

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

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

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

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

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

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

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

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

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

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

just fizzle out.

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

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

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

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

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

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

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

most I've ever done from a philanthropic perspective,

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

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

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

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

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

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

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

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

powerful

writing a race against yourself. Once you tap

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

when everything is unlocked. Just makes things so much

smoother.

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

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

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

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

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

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

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

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

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

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

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

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

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

It's still one of those things that boggles my

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

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

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

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

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

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

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

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

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

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

of the stigma around therapy around reaching out and asking

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

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

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

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

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

conversation a lot more normal? And especially for dudes that

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

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

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

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

can actually understand that we have got emotions to just like

every other human walking this planet.

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

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

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

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

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

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

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

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

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

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

okay to ask for help. We work

better together, two heads are better

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

we can get some outside perspective, from somebody that

sees things a little bit differently, or from another

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

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

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

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

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

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

that tend to burn out and struggle along the way.

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

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

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

about accomplishing?

I think the thing for me is the fact that

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

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

a 15 minute session for meditation and gratitude and

stress relief internally at HubSpot and the amount of folks

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

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

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

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

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

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

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

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

grateful for noticing your breath and slowing down for a

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

up by being able to give back to others.

Giving back serving, serving, serving I love

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

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

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

LinkedIn? Jordan Benjamin yes to first and

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

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

well.

Awesome. Thank you so much, Jordan for sharing

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

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

Thank you all for listening.

Thank you so much for tuning in to another

episode of the science of selling stem and remember in

everything that you do transform your sales until next time.

Thank you for joining us today on the snack sized

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