Help Me Choose
Jordan Benjamin

By: Jordan Benjamin on November 15th, 2021

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Staying #1 In Channel Sales with Sophie Salzman

Podcast | HubSpot

Sophie Salzman, Team Lead and Enterprise Channel Account Manager at HubSpot. A reluctant salesperson, Sophie proved herself extremely capable as she has become the number 1 seller in North America, reaching 200% of her quotas and joining President's Club just 2 years after hopping on board.

Her secret is building connections that matter by really getting to know the person behind their role as partner. Engaging them this way and allowing herself to be vulnerable by admitting when she doesn't have the answer fosters a genuine relationship. In this way, making the sale is actually the easy part.

Having conversations on what partners want to happen, being positive yet also realistic with the goals before pushing onto them her own thoughts, has also been effective in Sophie's experience. In both her personal and professional lives, Sophie advises others to always pursue their happiness. When your work comes from this passion, high performance will just flow and the results will prove it.

Episode Notes


02:26 Joining HubSpot and applying the lessons of psychology

05:48 Build connections with trust: Know the person behind the call

09:50 Be authentic: Not knowing all the answers is okay 

14:05 Goal-setting: At the beginning of the year, lay out 5 goals

17:13 Accountability: Easier with work metrics vs personal life

25:58 Working with partners and making them succeed 

29:41 Be consistent: Know your goal and build strong human relationships

32:19 Bouncing back from setbacks

37:11 Personal and professional advice: Do what you need to do to be happy

39:09 Success means living a fulfilled life and helping others in doing so


05:04 "People are like, what is your secret sauce? I don't know what the secret sauce is, but I know what I do and what I do is I build relationships. And if you can do that and you can get someone to trust you, then the sale is the easy part."

21:36 "You can get your level one goal. I want to grow, great. We all want to grow. Okay, you want to grow by X amount when, when, okay, great. And why do you want to grow? And if you can get to the why, and it's so easy to make the sale, and if you can develop that relationship too, it's so easy to get to the sale."

33:29 "Let's jump on a call and not even talk about anything. And so I'll still use the time to build those relationships in hopes that, later down the road, so I'm not thinking about this month or next month, I'm thinking about December, I'm thinking about January. I'm not thinking about this month."

35:53 "I think the best leaders are those that listen and do not tell, and because you're listening and you do not tell, then you can learn and you can hear what people have to say before you respond."

40:59 "Whether the prize be money or relationship or whatever it is, I think that's what success is, is being happy with what you're able to accomplish and being okay with what you cannot accomplish."

You can learn more about Sophie in the links below.

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About Jordan Benjamin

Jordan is the founder of My Core OS. After spending years in sales, working with sellers and studying peak performance he found an opportunity to help sellers level up to not only build peak performance at work, but to also create harmony between work and life so you can sustain performance over the long term.