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

I’m happy to share that I’m starting a new position as Chief Sales Officer at BD Best Practices!

New Year, new me?

Seeing as I'm going all in on the business, I figured why not upgrade myself with a fancy new title!

But what to choose? Founder? CEO? Sales Ninja/Wizard?

I've gone with Chief Sales Officer! 

I'm truly so excited to be going all in on this.

After working with 200+ AEs alongside my job I've got so many ideas.

Now is the time to put it all into practice!

Final touches going into the new website...

Before you can book a call with me next week! 

Just getting started 🙏

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

Being a new AE is f*cking hard 

Just made a 4 minute video explaining:

- All the mistakes I made in my first year
- How I analysed closed lost deals to improve
- The exact lessons I learned in year 1
- How I implemented the lessons 

This approach took me from:

• 76% attainment
• Burnt out and ready to quite

To:

• 127% attainment
• Top performing AE globally
• Top 100 Sales Rep in the UK

Edit - here's the video + template:
https://lnkd.in/eCzb6-zJ

(drop me a connection for more)

I've run 600+ opportunities in my career

The biggest mistake I see Salespeople make:

Being sh*t at multithreading 

Earlier I made a 20 minute video explaining:

- How to multithread before the first call
- How to get on a first name basis with EBs
- How to avoid 'can we get your boss on the call?' 
- How to always get more people joining with each interaction

It includes a workflow diagram you can steal & apply instantly

16 minutes if you put it on 1.2X speed 👍

(perfect new play for the New Year)


Here's the link: https://lnkd.in/eGe2BBU9

Buzzing to share this :)

From today, 1% of all our revenue will be donated to upReach

upReach is an amazing, award-winning Social Mobility Charity 

They support thousands of students every year in landing top graduate jobs.

Their vision: A society in which everybody has an equal opportunity to realise their full career potential, regardless of social background

I grew up in white middle-class suburbia.
Went to a state school but my life has been a smooth ride.

I’ve since spent 7 years living in South London.
Brixton & Camberwell open your eyes at times
Every day I see people from all walks of life

One thing is crystal clear:
Some people’s paths are way, way tougher than others.

Beyond this, the systems that exist in society massively favour certain people

Historically, the richest kids get the best educations and land the best jobs.

Their socio-economic background then accelerates their career

They progress far quicker than their peers and the cycle continues.

Sadly, the opposite is true for those in the lowest socio-economic groups.


Seeing what upReach do to address this is hugely inspiring.

I attended an event of theirs recently...

I heard passionate, dedicated people speak about the real change they’re making to these young people's lives!

Making big shifts in previously elitist careers

And met students who’ve benefited from the services

From the lowest performing schools in the country

To landing some of the highest paying Grad roles

What makes upReach unique (that I loved)
They don’t just focus on traditional careers: Law, Finance
Their fastest growing sector is Tech ! 


Stoked to be supporting this brilliant organisation with proceeds

And hope to be involved in many more ways moving forward

BD Best Practices is live !!

You can now book a call directly with me 🤝 


Spent the last 3 weeks getting everything in place:

→ Putting the final tweaks to the website
→ Preparing all the training materials 
→ Testing all the buttons/links

Now everything is good to go!


So if you've followed me for a little while,
appreciate the content I put out on here,
and feel you might benefit from working with me

Check out the details via the link under my name

or here: https://lnkd.in/euNeGjyR


And listen, this isn't going to be for everyone...

I'm only going to be working with Teams & Individuals striving for the very best and are ready to put the work in.

But if you're an AE ready to find a new gear & accelerate your career

Or a Sales Leader aiming to transform your team's performance

This could be very relevant 😁 


Big thank you for all of the support !!

Happy New Year all !! 

First day back at it for a lot of us today...

I've had an amazing couple of weeks off. 

Well needed down time to reset & recharge ahead of a huge year! 

A few highlights:

- Spending quality time with family 
- Unreal Christmas & post-Christmas food 
- Seeing close family friends & their little ones
- Sat next to Colin Jackson in a restaurant (spot him in the pic)
- Seeing my sister star in Mary Poppins in Cardiff - first time visiting Wales !

Such a beaut time with the people that matter the most!

Been doing plenty of planning & preparing in between.

Putting the final bits in place over the coming days...

Before hitting the GO button very soooon.

Lots of details to come shortly! 


Until then, wishing you a healthy, happy & successful 2026 !!

P.S. How did Q4 end for you? How was your NY break?

Chief Sales Officer at BD Best Practices // Guaranteeing 30% more revenue in 6 months // Book a call below!

6 things AEs should stop doing in 2026

(point 6 is the most common)

New Year is the perfect time to take stock.

What will I continue doing?
What will I start doing?
What will I stop doing?

The last question is super important IMO.

Sales isn't about doing more, more, more.
It's about stripping back & focussing on what works.

Here's the Top 6 things I see in sellers:

𝟭) 𝗕𝗲𝗶𝗻𝗴 𝗣𝗮𝘀𝘀𝗶𝘃𝗲
Passive reps ‘check in’. 
Elite AEs are Trusted Advisors.
Bring a micro-insight, a new perspective to every interaction.
If the prospect doesn’t want to go on the journey with you… 
You’re not driving value.

𝟮) 𝗪𝗮𝗶𝘁𝗶𝗻𝗴 𝗳𝗼𝗿 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲
Pipeline is not guaranteed. 
Your calendar should reflect that: 
Daily ICP time, account work, clean outreach.
If you only prospect when you’re behind, you’ll always be behind.

𝟯) 𝗦𝗹𝗲𝗲𝗽𝗶𝗻𝗴 𝗼𝗻 𝗔𝗜
 AI isn’t a nice-to-have anymore - it’s essential 
 But not the “write me an email” kind. The “run the workflow” kind.
 Apollo’s AI is a full-funnel GTM assistant:
Account research, building lists, sequences, analysis
+ no need to be an expert in prompt engineering

𝟰) 𝗨𝘀𝗶𝗻𝗴 𝗜𝗻𝘁𝘂𝗶𝘁𝗶𝗼𝗻 𝗔𝗹𝗼𝗻𝗲
Your gut is not a forecast. 
Sales leaders need you to speak in a common language.
Pick a framework, define what “quality” means.
Run every deal through the same lens.
Repeatable process = repeatable revenue.

𝟱) 𝗦𝗽𝗿𝗮𝘆 & 𝗽𝗿𝗮𝘆 
The best reps don’t say “I contacted 300 people.”
They say: “I hit 30 ICP personas that can buy…here’s why.”
Accuracy combined with activity wins. 
Every time.

𝟲) 𝗕𝗲𝗶𝗻𝗴 𝘀𝗲𝗹𝗳𝗶𝘀𝗵
If your deal story is “why we are great,” you’ve already lost.
Make your Champion the star.
Their internal win, their career upside, their plan to mobilize stakeholders.
Your product is the supporting actor.

Just a few of the most typical pitfalls I see in AEs!


What should be number 7 on the list?


Test Apollo’s AI Assistant here: 
https://lnkd.in/e6J6ZTxa

#ApolloAIAssistant #ApolloPartner

How to negotiate on your salary

(exactly how I've done for myself + others)

Getting a job offer is a super exciting moment ! 

Often when it comes, it feels like a long time coming

→ Been unhappy in a role for a while
→ Coming close to winning other roles
→ Ready to get started somewhere ASAP

But this excitement can leave you short-changed!

Here’s the 5 steps I take to land 10%+ more:

𝟭. 𝗔𝗰𝗸𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝘁𝗵𝗮𝘁 𝘁𝗵𝗲𝘆 𝘄𝗮𝗻𝘁 𝘆𝗼𝘂
You didn’t get lucky!
Offers don’t come lightly 
If they’ve offered you the gig, they really back you.
Why: it’s easy to overlook how valuable your skillset is

𝟮. 𝗦𝗲𝘁 𝘁𝗵𝗲 𝘁𝗼𝗻𝗲
Open with excitement + appreciation.
Show you’re super pleased to have the offer
Why: You don’t want to come across as difficult or ungrateful

𝟯. 𝗗𝗲𝗰𝗶𝗱𝗲 𝘄𝗵𝗮𝘁 𝘆𝗼𝘂 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝘄𝗮𝗻𝘁
 Have a think about what would actually fulfill you most
→ Higher OTE (upside)
→ More equity (long-term)
→ Higher base (predictability)
→ Sign-on fee (short-term cushion)

𝟰. 𝗕𝗮𝘀𝗲 𝘆𝗼𝘂𝗿 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 𝗶𝗻 𝗲𝘃𝗶𝗱𝗲𝗻𝗰𝗲
Take the emotion out of your stance 
Use facts: 
→ Base pay isn’t as high
→ Any commission you’ll forfeit
→ Cost or risk of switching
Why: brings logic into why they should offer you more

𝟱. 𝗠𝗮𝗸𝗲 𝗮 𝗿𝗲𝗮𝘀𝗼𝗻𝗮𝗯𝗹𝗲 𝗿𝗲𝗾𝘂𝗲𝘀𝘁
Pick 1 (maybe 2) of the above & politely ask
“If we can get to X, I’m ready to sign.”
If they value you, you should get something
Why: if it’s reasonable you’re likely to get it

When I joined monday I negotiated +£10k base.

Recently I helped an AE I coach negotiate too:

He was blown away by the offer and ready to leap at it 
We took a minute to breath 
Followed the process above and landed 10% increase on his base

Just a few approaches I’ve found work well


How else can you improve a job offer?


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

9 things I know about Sales at 30 that I wish I knew at 23

1. There are going to be significant ups & downs
2. Starting early gets you ahead of others 
3. The more you care, the more you close
4. Consistency is massively underrated 
5. You will be judged on your numbers
6. Sales is hard but not complicated 
7. Never compromise integrity 
8. Focus on the fundamentals 
9. Success is not guaranteed

Sales truly is a rollercoaster.

One quarter you can be flying
↳ The next you can be scraping the barrel

But one thing is for certain...

You learn something with every deal.

→ The hard part is remembering the lessons 
→ And putting them into practice

 OK so over to you…

What should be number 10 on the list?


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

One of the most underutilised resources:

(that most Sales Reps completely overlook)


I had a colleague close a $100K+ deal.

Crazy thing about it…
↳ It was a 3 week sales cycle.

Then the following month, she closed another!

In this position, most colleagues will congratulate their peer.

My take?

→ Speak with them
→ Share a genuine congratulations
→ Learn as much as I can.

On both occasions I spent 10-15 minutes chatting 
↳ Trying to understand how this amazing feat was achieved.

Across both deals:

→ Quantified the hell out their pain
→ Created highly customised decks
→ Went on site for 2+ hour meetings
→ Built very (very!) strong Champions
→ Challenged her Champions & made them work

If you’re lucky enough to be surrounded by smart people...

↳ And they do impressive sh*t
↳ Don’t just react with a Slack emoji

Genuinely congratulate them!

Be curious about how they did it.

You’ll be surprised how much you can learn


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

I’ve been cold emailing for 4 years.

Here’s everything I know about it:

𝟭. 𝗦𝗵𝗼𝗿𝘁 𝘀𝘂𝗯𝗷𝗲𝗰𝘁 𝗹𝗶𝗻𝗲𝘀 𝘄𝗶𝗻:
Think: “what will make them curious & click
It doesn't even have to be relevant to the email body.

𝟮. 𝗧𝗵𝗲 𝗽𝗿𝗲𝘃𝗶𝗲𝘄 𝗹𝗶𝗻𝗲 𝗶𝘀 𝘆𝗼𝘂𝗿 second 𝗶𝗺𝗽𝗿𝗲𝘀𝘀𝗶𝗼𝗻:
Use it to drop the trigger.
“Heard you mention X on the podcast”
“𝘚𝘢𝘸 𝘺𝘰𝘶 𝘩𝘢𝘷𝘦 events 𝘪𝘯 𝘟&𝘠 𝘤𝘰𝘶𝘯𝘵𝘳𝘪𝘦𝘴”
Lead with relevance. Same as cold calls.

𝟯. 𝗘𝘃𝗲𝗿𝘆 𝘄𝗼𝗿𝗱 𝗺𝗮𝘁𝘁𝗲𝗿𝘀:
Cut the fluff.
No “𝘩𝘰𝘱𝘦 𝘵𝘩𝘪𝘴 𝘧𝘪𝘯𝘥𝘴 𝘺𝘰𝘶 𝘸𝘦𝘭𝘭.” No “𝘭𝘦𝘵 𝘮𝘦 𝘪𝘯𝘵𝘳𝘰𝘥𝘶𝘤𝘦 𝘮𝘺𝘴𝘦𝘭𝘧.”
Just value with every line.

𝟰. 𝗙𝗼𝗿𝗺𝗮𝘁 𝗳𝗼𝗿 𝗺𝗼𝗯𝗶𝗹𝗲:
1-2 sentence paragraphs.
White space is your best friend.
Do you read emails properly? No, so write for the skim.

𝟱. 𝗪𝗿𝗶𝘁𝗲 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂 𝘁𝗮𝗹𝗸:
If you wouldn’t say it out loud, don’t type it.
Your tone should sound like a human, not a brochure.
Over use of jargon is the bigggest turn off.

𝟲. Interest Base 𝗖𝗧𝗔𝘀:
Instead of “𝘣𝘰𝘰𝘬 𝘢 𝘮𝘦𝘦𝘵𝘪𝘯𝘨 𝘩𝘦𝘳𝘦” try:
“𝘞𝘰𝘳𝘵𝘩 𝘢 𝘤𝘩𝘢𝘵?”
“𝘊𝘢𝘯 𝘐 𝘴𝘦𝘯𝘥 𝘢 𝘧𝘦𝘸 𝘦𝘹𝘢𝘮𝘱𝘭𝘦𝘴?”
“Could this be of interest?”

𝟳. 𝗡𝗼 𝗹𝗶𝗻𝗸𝘀. 𝗡𝗼 𝗶𝗺𝗮𝗴𝗲𝘀:
Especially in your first email.
It screams cold and kills deliverability.

One more thing:
If your emails aren’t landing in inboxes, nothing else matters.

I'm using Maildoso for warming up domains.
Just switched on the new AI warmup feature.

(I get 100 warmup emails per account super affordable)

If you're looking into deliverability:
https://lnkd.in/ebHBT9sc


P.S. what's the next biggest factor for cold emails ?

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

I’ve been in Sales 8+ years now…

𝟴 𝗽𝗹𝗮𝘆𝘀 𝘁𝗵𝗮𝘁 𝗰𝗿𝗲𝗮𝘁𝗲 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁 𝗾𝘂𝗮𝗿𝘁𝗲𝗿𝘀:

Been working with an AE recently 🤟 

His biggest challenge might surprise you.

It wasn't price.
Or competitors.
Or “not enough leads.”

It was chaos.

→ His days felt chaotic.
→ His calls felt chaotic.
→ So his performance was chaotic.

Sales is a rollercoaster. 
Curve balls are guaranteed on a daily basis !!

So the goal isn’t to eliminate chaos.
It’s to make your inputs so consistent that you absorb it.

Here’s my approach… 

𝟭. 𝗢𝗻𝗲 𝗽𝗿𝗼𝘁𝗲𝗰𝘁𝗲𝗱 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗯𝗹𝗼𝗰𝗸
Same time, same place, every day. Prospecting means prospecting (not inbox whack-a-mole).

𝟮. 𝗖𝗹𝗼𝘀𝗲 𝗦𝗹𝗮𝗰𝗸 (𝗻𝗼, 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆)
If you’re always “available,” you’re never effective. Protect hyper-productive windows.

𝟯. 𝗠𝗮𝗸𝗲 𝗮 𝗽𝗵𝘆𝘀𝗶𝗰𝗮𝗹 𝗽𝗹𝗮𝗻
A simple to-do list on your desk beats a 14-tab brain. Prioritise what moves revenue.

𝟰. 𝗞𝗲𝗲𝗽 𝘁𝗼 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗺𝗶𝘀𝗲𝘀
The compounding effect isn’t tactics. It’s integrity with yourself. (“I said 9–10. So it’s 9–10.”)

𝟱. 𝗣𝗿𝗲-𝗰𝗮𝗹𝗹 𝗽𝗿𝗲𝗽 𝗮𝘀 𝗮 𝗿𝗶𝘁𝘂𝗮𝗹
Prep saves time in calls and makes you sound like the trusted advisor from minute 1.

𝟲. 𝗥𝘂𝗻 𝗮 𝘁𝗶𝗴𝗵𝘁 𝘀𝗵𝗶𝗽
Prep → disco → demo → debrief. Most deals are lost to inaction caused by your sloppy process

𝟳. 𝗤𝘂𝗮𝗹𝗶𝗳𝘆 𝗼𝘂𝘁 𝗻𝗲𝗲𝗱𝗹𝗲𝘀𝘀 𝗰𝗼𝗺𝗽𝗹𝗲𝘅𝗶𝘁𝘆
Sometimes you need to handle complexity to win a big deal. Other times it drags you into the mud and you waste months. Identify which is which.

𝟴. 𝗪𝗲𝗲𝗸𝗹𝘆 𝘁𝗶𝗺𝗲 𝗿𝗲𝘃𝗶𝗲𝘄
Look back: where did you waste time? where were you most productive? and how do you protect that window next week?


This is my approach to handling the madness.

I find when you do this:

→ You control your day.
→ You control your calls.
→ You control your performance.

Free Resource to cut out rookie mistakes:
https://lnkd.in/eCzb6-zJ


What should be number 9?


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

People don’t talk enough about money.

Here are 6 things I'm doing to retire by 40

1. 4% pension contributions.

Tech companies usually only match you to 4%

(you can receive 7-12%+ in more mature industries!)

I’m happy to keep these low and prioritise liquidity.


2. Private Pension.

Default pensions in the UK (People’s Pension, NEST) offer poor returns.

I migrated my existing pension to a private pot with Quilter

This allows me to choose what my pension is invested in.

I put it into a 100% equity blend fund for strong long term returns.


3. Build a company

When I was employed I made 10% stock option contributions.

10% of my gross salary went into monday shares;

Now I'm building equity of my own !

Whatever your situation, equity is essential.


4. Three months cash.

I keep 3 months worth of money saved

I put it in a ‘high interest’ (currently 2.75%) savings account with Chase

My problem is I often dip into it more than I’d like to

Need to plan my medium term spending better!


5. Passive multi-asset saving pot.

I pump most my savings into an ISA:

100% Equity Fund with Vanguard.

This diversifies investments across the global markets


6. Life & Health Insurance.

You never know what’s going to happen in life.

A big part of wealth building is mitigating risk

I have policies with Aviva & pay small monthly premiums

So that if the worst ever happens…

Me & wife are covered.


Things I don’t do:

→ Invest in crypto
→ Buy in individual stocks
→ Try and ‘time the market’ 
→ Sacrifice salary to a private pension

Books I’ve read that have informed me:

→ The Psychology of Money
→ The Millionaire Fastlane
→ Wiser, Richer, Happier
→ Rich Dad, Poor Dad


I didn’t know about most of these concepts 5 years ago.
Hope this helps someone who’s as confused as I was!


Based on what I shared here, what else could I be doing?

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