Heather Robinette, MBA

Up until 2021, my career was centered on Marketing. I went to school for marketing, the first part of my career was in marketing, and everything seemed to be on track.

Then, in 2021, I was laid off as a Director of Marketing for a tech startup after roughly 60 days. Everything happens for a reason, right?  

I had the unique opportunity to spend time reflecting on my career and figure out what I really wanted to do next. And looking back, it all makes sense now.

In my previous role, the projects and tasks I enjoyed working on the most were centered around operations. 

After 2 short months, I was hired into a Marketing Operations role, and by day 3 (seriously), it became a Revenue Operations role as I started working with the sales, marketing, and customer success teams. 

Needless to say, Revenue Operations found me! 

A few highlights have been:
• Creating a Revenue Handbook to document and operationalize the global sales process 
• Building email automation and lead routing to help increase efficiency for the marketing team and decrease speed to lead time for the sales team
• Developing a First Touch/Last Touch Attribution model to reduce human error, improve reporting accuracy, and better illustrate pipeline contributions

Senior Revenue Operations Manager

AppOmni is the leading provider of SaaS Security Management software. AppOmni provides unprecedented data access visibility, management, and security of SaaS solutions, enabling organizations to secure mission-critical and sensitive data. AppOmni’s patented technology deeply scans APIs, security controls, and configuration settings to evaluate the current state of SaaS deployments and compare against best practices and business intent. With AppOmni, organizations can establish rules for data access, data sharing, and third-party applications that will be continuously and automatically validated.

Founder of BD Best Practices // Former Elite AE //

• Fell into Sales making 200+ dials a day.
• Joined Reachdesk and grew the company from $0 to $18M ARR.
• Influenced ~$3M in CW Revenue during my team as a BDR & AE.
• Named in the UK's Top 100 Salespeople 2022 by Wiser.
• Joined monday.com & hit 150% two years running.
• Launched BD Best Practices to share all my learnings.

I've boiled all of my learnings into a comprehensive, digestible program.

DM me 'BD' and I'll send you a meeting link to see if it could be for you! 

or check it out first 👉 BDBestPractices.com

Scott Finden

Everyone sees the victory

No one sees the fight it took to get there

The outcome. The result. The highlight.
They shine bright

But in the shadows live:

→ The ideas that fell flat
→ The late nights filled with doubt
→ The moments they nearly gave up

Wins aren’t just about talent or luck

They’re about resilience when things fall apart
Focus when distractions scream louder

And belief
Especially when there’s no proof you’re on the right track

This year, I hit my yearly target

Not because everything went to plan
But because I refused to fold when it didn’t

✔️ I kept showing up
✔️ I bet on myself. Over and over
✔️ I pushed through when progress was invisible

Here’s what people don’t always realise about wins:

1. The ones who win aren’t the ones with the easiest path
↳ They’re the ones who kept going when it got hard

2. Success isn’t loud
↳ It’s the quiet decision to try one more time

3. Most breakthroughs come after things get tough
↳ Keep going long enough to find out

The path will test you
The doubt will creep in

But if you've got one reason to keep moving
Just one
You’re still in it

And that’s enough to win

-----

Follow Scott Finden for more like this
♻️ Repost so others in your network can hear this message

Chief Sales Officer at BD Best Practices // Guaranteeing 30% more revenue in 6 months // Book a call via the link 🤟

When prospects say "it’s too expensive"

I agree with them.

Because most of the time, they have a point! 

It's a serious decision.

I used to get this all the time at monday 

Selling an expensive Enterprise Plan when there's a much cheaper self-serve offering available to prospects

So instead of getting defensive and trying to justify the price...
I slow it down.


𝗙𝗶𝗿𝘀𝘁 𝗼𝗳 𝗮𝗹𝗹, 𝘆𝗼𝘂 𝗻𝗲𝗲𝗱 𝘁𝗼 𝗮𝗻𝘁𝗶𝗰𝗶𝗽𝗮𝘁𝗲 𝘁𝗵𝗶𝘀 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻.

I ask trap setting questions before it arrives: 

→ How do you plan on building & rolling this out?
→ Are you happy to own this or needing support?
→ Talk to me about the sensitive data you mentioned….

The answers to these questions 
Arms me for the push back I know could be coming.

Then when it does
I welcome the comment 
and take it slow

‘I get it. This is a real commitment.’


𝗧𝗵𝗲𝗻 𝗜 𝗼𝘂𝘁𝗹𝗶𝗻𝗲 𝗶𝗱𝗲𝗮𝘀 𝘂𝘀𝗶𝗻𝗴 𝘁𝗵𝗲 𝗿𝘂𝗹𝗲 𝗼𝗳 𝟯

(my favourite way to deliver things so they’re  memorable)

There’s three main reasons why people opt for our Enterprise route

1. Limited time resource
2. Limited building experience 
3. Security 

Then I drill the point home by going one level deeper.

"Building takes our experts 30 hours. For you this would be 60 or 90 hours - do you have this time spare?"

This ties everything back to the VALUE of the investment 

I see AEs struggle here 
Because they don’t believe in the value of their price.
So they start defending instead of guiding.

𝗠𝗼𝘀𝘁 ‘𝗽𝗿𝗶𝗰𝗲 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀’ 𝗮𝗿𝗲𝗻’𝘁 𝗿𝗲𝗮𝗹 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀.

They're:
→ Hesitation
→ Uncertainty
→ Lack of knowledge.

They’re the fear of making a decision that backfires on them.

But Sales is not about pressure.

It’s all about helping someone cross a bridge 

they already know they need to cross !


How do you handle "it's too expensive"?


♻️ Repost to inspire someone in 2026
Follow me → Scott Finden for more

Passed 30K followers last week !! 
﻿
﻿Lots of time & effort goes into creating content 
﻿
﻿Stoked to have made the milestone :) 

Last year I had this idea in my head

When I get to 30K followers then I'll be in a position to launch the biz

It seemed to be the magic number to hit the go button for some reason

Now we're business owners with 2 employees !! Crazy times.

﻿A big part of the reason we wanted to do this thing

Was to have more travel freedom.
﻿
﻿Today we fly to Brazil to spend 5 weeks with Regina's family

Will be a beaut mix of work & holiday

I know we hit 17 degrees last week but I'm looking forward to some proper equatorial sun 

Cheers for all the support on here !! 
﻿
﻿Means a lot & appreciate every single one of you

P.S. ~2K people now subscribe to my newsletter, even more gems shared there:

You can outperform 90% of AEs 

If you can just handle these 3 things:


𝟭. 𝗧𝗵𝗲 𝗦𝗵𝗮𝗺𝗲 𝗼𝗳 𝗥𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻.

Not taking it personally when a cold call says no 
or a deal goes closed lost.


𝟮. 𝗧𝗵𝗲 𝗕𝗼𝗿𝗲𝗱𝗼𝗺 𝗥𝗲𝗽𝗲𝘁𝗶𝘁𝗶𝗼𝗻.

Repeating the same inputs 
& executing the same fundamentals

Week after week, even when it’s boring.


𝟯. 𝗧𝗵𝗲 𝗣𝗮𝗶𝗻 𝗼𝗳 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸.

Hearing feedback from your manager 
& not taking it as a personal attack 

Then actually implementing learnings.


Too many AEs:

→ Fear picking up the phone with their live deals.
→ Get bored of prospecting & become complacent 
→ Think they’ve completed Sales because they had 1 good year


What's your take?


♻️ Repost to inspire someone in 2026
Follow me → Scott Finden for more

I’ve been in sales for 7 years now.

Here are 12 lessons I wish I knew from day one.

(hope to save you learning the hard way)


𝟭. 𝗖𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗵𝗼𝘄 𝘆𝗼𝘂 𝘄𝗶𝗻
Don't just email. Dial. For prospecting & live deals.

𝟮. 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗶𝘀 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴
Work on this skill more than anything else = revenue.

𝟯. 𝗖𝗿𝗲𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗼𝘄𝗻 𝗹𝘂𝗰𝗸:
Show up early, follow up quick, be helpful. Luck notices.

𝟰. 𝗠𝗮𝘀𝘁𝗲𝗿 𝘆𝗼𝘂𝗿 𝗺𝗶𝗻𝗱𝘀𝗲𝘁
Managing the rollercoaster of Sales is the real challenge.

𝟱. 𝗩𝗼𝗹𝘂𝗺𝗲 𝗰𝗿𝗲𝗮𝘁𝗲𝘀 𝘄𝗶𝗻𝗻𝗲𝗿𝘀:
Activity compounds. If the top isn’t full, nothing falls out the bottom.

𝟲. 𝗬𝗼𝘂’𝗹𝗹 𝗳𝗮𝗶𝗹 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝘆𝗼𝘂 𝘀𝘂𝗰𝗰𝗲𝗲𝗱:
Rejection = reps. Reps = skill. Skill = results.

𝟳. 𝗠𝗼𝗺𝗲𝗻𝘁𝘂𝗺 𝗺𝗮𝘁𝘁𝗲𝗿𝘀:
Deals that don’t tick along fizzle out. You own that.

𝟴. 𝗧𝗵𝗲 𝗱𝗲𝗮𝗹 𝗶𝘀 𝘄𝗼𝗻 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂’𝗿𝗲 𝗻𝗼𝘁 𝗶𝗻 𝘁𝗵𝗲 𝗿𝗼𝗼𝗺:
Your champion, notes, and business case must sell without you.

𝟵. 𝗬𝗼𝘂’𝗹𝗹 𝗻𝗲𝘃𝗲𝗿 𝗯𝗲 𝗽𝗲𝗿𝗳𝗲𝗰𝘁:
Aim for consistent, not flawless.

𝟭𝟬. 𝗣𝗲𝗿𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝘆 𝘄𝗶𝗻𝘀 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀
Most reps quit at 2–3 touches or 1 objection. Be the one who doesn’t.

𝟭𝟭. 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗰𝘂𝗿𝗲𝘀 𝗮𝗹𝗹
Lack of pipeline makes you needy. Prospects can sense it.

𝟭𝟮. 𝗖𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝗿 > 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗕𝘂𝗶𝗹𝗱𝗲𝗿
Prospects that change their thinking bc of you buy from you


What should be number 13?


♻️ Repost to inspire someone in 2026
Follow me → Scott Finden for more

"Scott it's brave to quit your job, what gave you the confidence?"

I've been asked this a fair few times recently.

﻿By friends & family in stable jobs,
and AEs wondering why I kissed the commission goodbye!

The honest answer?
﻿
﻿I'm following ﻿the path of people who've already proven it.

3 people I wanted to shout out in particular

Who I've followed & admired for a long time:


1. Vin Matano 🐝 

Vin & I have been connected for 6+ years now

﻿We filmed a mini-interview during Covid
(link in comments lol)

Vin & I had very similar career paths
He then quit it all & launched Creatorbuzz.

Beyond this, he's been a pioneer of video content on LinkedIn.

The only reason I had the confidence to post videos on here was because I already saw Vin crushing it with his incredible, creative videos.

He quit his AE gig & his business did $750K+ in it's first 12 months !! 
﻿
Best of all, had the chance to meet in person in Copenhagen last year. Nothing but gratitude for this guy!


2. Sara Uy

Sarah has been building a personal brand that's impossible to ignore on LinkedIn! 

Her raw insights & authenticity are at levels I can only aspire towards.

﻿There was a time where I projected my own self doubts onto her content: 'she's almost too honest about this stuff (e.g. uhhh I don't even want to call today). Would Sales Leaders want that?'

She launched her business last year and completely blew it out it water !! My own self-doubts were completely proven wrong by her in the most emphatic way.

﻿She's grown her platform to insane levels for a B2B creator and was listed in Forbes 30 Under 30 recently. 

Wouldn't have had the bravery to launch if I hadn't seen this incredible journey unfold.


3. Aaron Reeves 

I started to see Aaron on my feed a couple of years ago.

We got chatting & started texting. He'd send me huge voice notes about what he was up to and it got me so fired up.

﻿However Aaron quit his job fairly early in his career. Again, I projected my own limiting self beliefs: how can he succeed if he hasn't spent 5+ years as an AE?

But I get insights into how his business performs & it's beyond belief !! 
﻿
﻿This guy is only 23 and has a team of 6-7 Sales Reps filling his calendar & closing big deals. 

I had the pleasure of hanging out with him in Spain late last year where he answered ALL my uncertainties & doubts about how to launch a sales training business (there were a lot).

Nothing but gratitude for this one-of-a-kind dude.


Honourable mentions to Chris Ritson, Melissa Gaglione ⭐️  (your 30K/month challenge stirred something in me), James Bissell, Sophie Allen, Eoin Murphy who've all quit the safety of great jobs to launch something. I've followed you all closely & been massively inspired by what you do.

Truly grateful for every single one of these pioneers!
﻿
﻿I wouldn't be doing what I'm doing if it wasn't for you guys leading the way & proving the path is very much possible & worth it. 

So... thank you !!

150 dials a day.

That was my daily KPI when I started in Sales.

No fluff. Only calls. Lots of rejection!

5 things that made the difference before every call block

1. Pre-build your call list
Use your CRM, spreadsheet or JustCall
Add: Name, Company, Title, Phone, 1 personalised line
Example personalised line:
• “Hiring 3 new Ops roles”
• “Just raised Series B”
Why it works: No mid-dial research = full call flow focus

2. Write your 3 openers on a sticky note
→ Use based on persona or mood
Example:
• “Hey [Name], this is a cold call but a well researched one”
• “We work with [Competitor] - quick idea on [pain].”
• “You weren’t expecting my call - I’ll be quick.”
Why it works: No overthinking = smoother first 10 seconds

3. Prep your 15-second talk track
→ NOT a script - just these 3 parts:
Pain: “I know manual processes eat 10+ hours/week…”
Insight: “We helped [Customer] cut that by 60%.”
Ask: “Is that something you’re working on right now?”
Why it works: Clear, direct, value-first pitch

4. Warm up your energy (2 mins)
→ Stand up, stretch, 10 jumping jacks, or quick walk
→ Say your opener out loud 3 times
→ Recite a pre-call mantra
Why it works: You sound sharper. And it kills the dial delay

5. Set a “no” goal, not just meetings
→ Aim for: “10 rejections in 60 minutes”
→ Track in real time: whiteboard, sticky, CRM
Why it works: Flips rejection into progress = you keep dialing

The result?
Higher connect-to-convo rate
Less time between dials
More qualified meetings booked

My take:
Most reps lose time between the calls.
Prep tight, execute fast, reset after.

Happy Sunday y'all

﻿Between 2019 & 2023 I quadrupled my base pay
﻿
﻿Here are 6 ways to quadruple yours:﻿﻿﻿﻿

2019 I was a BDR on a £30K base.
A few years later (age 28) I'm being paid £120K... 
Before I'd even sold a thing!

Crazy numbers.

Shows what's possible when you get it right in this game.

Here's my approach:

﻿
𝟭. 𝗝𝗼𝗶𝗻 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗰𝗼𝗺𝗽𝗮𝗻𝘆

﻿Find a company where there is major growth 
(easier to just ride the wave)
And where the path to promotion is clear.

﻿If you're feeling completely road blocked
﻿A sideways move could accelerate your career 
﻿
𝟮. 𝗚𝗲𝘁 𝗽𝗿𝗼𝗺𝗼𝘁𝗲𝗱 𝘁𝗼 𝗔𝗘
﻿
﻿If you're a BDR right now
﻿The best thing you can do is land an AE gig﻿.

﻿﻿This can double your base overnight
﻿And is where the commission goes through the roof 
﻿
𝟯. 𝗖𝘂𝘁 𝗼𝘂𝘁 𝗿𝗼𝗼𝗸𝗶𝗲 𝗺𝗶𝘀𝘁𝗮𝗸𝗲𝘀
﻿
﻿As a new AE you're going to lose deals ﻿﻿(lots of deals)
﻿This is an inevitability.

﻿The quicker you can identify:
- Why you're losing deals
﻿- Which specific mistakes you're making
﻿- How to stop making those mistakes 
﻿
﻿The quicker you'll get to consistent revenue.
﻿
𝟰. 𝗨𝘀𝗲 𝗔𝗜
﻿
﻿It's 2026 - doing everything manually isn't an option
﻿Apollo is my favourite tool at the moment.

﻿1 prompt on my ICP, Offering & Accounts
﻿It builds a full end-to-end flow & runs the sequence
﻿Game changer for consistency/efficiency
﻿
𝟱. 𝗗𝗼𝗰𝘂𝗺𝗲𝗻𝘁 𝘆𝗼𝘂𝗿 𝘄𝗶𝗻𝘀
﻿
﻿Ensure you know your numbers inside out
﻿Keep trackers of your performance over time.

﻿Make note of stories of your key wins
﻿This forms your evidence for seniors to promote you.

﻿𝟲. 𝗥𝗶𝘀𝗲 𝘂𝗽 𝘁𝗵𝗲 𝗿𝗮𝗻𝗸𝘀

﻿There's two options here: 
﻿Internal ﻿& External moves.
﻿Be careful because the grass isn't greener.

﻿My advice: work up your org until you hit a ceiling.
﻿Once you've maxed out at one place
﻿A new gig ﻿﻿can transform your career.
﻿

Just a few ideas that have served me well !!

﻿Check out Apollo's AI Assistant here:
https://lnkd.in/e6J6ZTxa


What's your approach to accelerating earnings ?


♻️ Repost to inspire someone in 2026
Follow me → Scott Finden for more

She did 114% in Year One. 

Then this happened..

Meet Brooke.

SDR → AE in under a year at Verkada 🔥 

By every measure she knew what she was doing.

But here's the fact about being an AE nobody talks about.

Two years in:

Same team. 
Same product. 
Same culture.

Even the best of us start to drift.
Not because we forget how to sell.

Because comfort quietly creeps in.

Instead of preparing diligently 
We start to go through the motions!

Brooke recognised it herself & did something about it.

She came on board with BD Best Practices :) 


Here's what she kindly had to say:

"𝘊𝘰𝘮𝘪𝘯𝘨 𝘶𝘱 𝘵𝘰 𝘮𝘺 𝘵𝘸𝘰-𝘺𝘦𝘢𝘳 𝘢𝘯𝘯𝘪𝘷𝘦𝘳𝘴𝘢𝘳𝘺 𝘢𝘴 𝘢𝘯 𝘈𝘌, 𝘐'𝘷𝘦 𝘭𝘦𝘢𝘳𝘯𝘦𝘥 𝘵𝘩𝘢𝘵 𝘺𝘰𝘶 𝘤𝘢𝘯 𝘯𝘦𝘷𝘦𝘳 𝘴𝘵𝘰𝘱 𝘨𝘳𝘰𝘸𝘪𝘯𝘨 𝘢𝘯𝘥 𝘳𝘦𝘧𝘪𝘯𝘪𝘯𝘨 𝘺𝘰𝘶𝘳 𝘴𝘬𝘪𝘭𝘭𝘴.   

𝘛𝘩𝘪𝘴 𝘤𝘰𝘶𝘳𝘴𝘦 𝘸𝘢𝘴 𝘦𝘹𝘢𝘤𝘵𝘭𝘺 𝘸𝘩𝘢𝘵 𝘐 𝘯𝘦𝘦𝘥𝘦𝘥. 𝘚𝘤𝘰𝘵𝘵 𝘥𝘰𝘦𝘴 𝘢 𝘧𝘢𝘯𝘵𝘢𝘴𝘵𝘪𝘤 𝘫𝘰𝘣 𝘰𝘧 𝘣𝘳𝘦𝘢𝘬𝘪𝘯𝘨 𝘥𝘰𝘸𝘯 𝘵𝘩𝘦 𝘣𝘢𝘴𝘪𝘤𝘴, 𝘸𝘩𝘪𝘤𝘩 𝘢𝘳𝘦 𝘵𝘳𝘶𝘭𝘺 𝘵𝘩𝘦 𝘧𝘰𝘶𝘯𝘥𝘢𝘵𝘪𝘰𝘯 𝘧𝘰𝘳 𝘣𝘶𝘪𝘭𝘥𝘪𝘯𝘨 𝘱𝘪𝘱𝘦𝘭𝘪𝘯𝘦 𝘢𝘯𝘥 𝘤𝘭𝘰𝘴𝘪𝘯𝘨 𝘥𝘦𝘢𝘭𝘴.   

𝘏𝘪𝘨𝘩𝘭𝘺 𝘳𝘦𝘤𝘰𝘮𝘮𝘦𝘯𝘥 𝘵𝘰 𝘢𝘯𝘺𝘰𝘯𝘦 𝘭𝘰𝘰𝘬𝘪𝘯𝘨 𝘵𝘰 𝘴𝘩𝘢𝘳𝘱𝘦𝘯 𝘵𝘩𝘦𝘪𝘳 𝘨𝘢𝘮𝘦."
⭐⭐⭐⭐⭐


What makes her story stick with me?

I actually got to meet Brooke in person at an event.

Those moments are my favourite part of this work !

Where the connection goes beyond virtual into real life.
Where we swap stories and build something real.

She went on to crush it for another full year as an AE.

And she's now off on a well-earned sabbatical 
Travelling the world, living her best life.

Good for her. 

She's earned every stamp in that passport.

The tech sales world will be here when she's ready !!

taplio

The Battle

Heather Robinette, MBA

Scott Finden

Followers

Posts

Engagements

Likes

Performance ScoreScott Finden's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Heather Robinette, MBA

Scott Finden

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Scott Finden's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreScott Finden's LinkedIn Performance