Scott Finden's Recent LinkedIn Posts

24 Thoughts AEs Should Think Every Day: 1. Where's the risk? 2. Do I have their number? 3. What will impress them? 4. How can I drive urgency? 5. Can AI automate any of this? 6. How quickly can I finish this? 7. How can I shorten this email? 8. How can I save time next time? 9. What would Brian LaManna do? 10. What would make them say no? 11. How can I bring in more people? 12. What will make today a success? 13. How can I quantify this proposal? 14. How can I move this deal forward? 15. How can I tie this feature to value? 16. Why is this important to their CEO? 17. What will my competitor be saying? 18. What did I promise to follow up on? 19. How can I implement this feedback? 20. Where is my next revenue coming from? 21. What questions should I ask on this call? 22. How would I explain this to a 10-year-old? 23. Which asset will resonate with them most? 24. Why will this compelling event come unstuck? What's missing? ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden 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 👍 Comment "Multi" & I'll DM you the vid (make sure we're connected)

The best place to find new deals isn't: LinkedIn, AI or Slack. It's your Customers. They've already told you who to call next. Most AEs just aren't listening !!  In Sales, finding the low hanging fruits is critical.  Yes, it's important to have consistent inputs.  But every now and again you'll find a GOLD MINE. That pot of gold where you realise: There's not just 1 or 2 deals here... There could be 10 or 20 !!  When you find this? Go harrrrd and milk it for everything it's worth.  My most recent pot of gold was found with Lusha + Clay:  1. Pull your last 10 Closed-Won accounts 2. Run them through Lusha Lookalikes inside Clay 3. Watch it surface companies that match the exact same profile It spits out accounts: → Same industry. → Same headcount band. → Same growth signals.  In minutes you've got a list of 1,000 accounts... that look just like your best customers.  The reason this works so well: → Lusha's data is verified and cross-checked.  → 98% email deliverability.  So when Clay routes those accounts into your sequences?  They actually land :)  The quality of what goes IN determines everything that comes out.  Lusha is now natively integrated in Clay, launched this month !! https://lnkd.in/eTZMSERE #LushaPartner

If you want to change your life I need you to read these 3 books: 1. 𝙃𝙤𝙬 𝙩𝙤 𝙒𝙞𝙣 𝙁𝙧𝙞𝙚𝙣𝙙𝙨 𝙖𝙣𝙙 𝙄𝙣𝙛𝙡𝙪𝙚𝙣𝙘𝙚 𝙋𝙚𝙤𝙥𝙡𝙚 Timelines principles of how to communicate. How to get your way... while making the other person feel like they got theirs! 2. 𝙂𝙖𝙥 𝙎𝙚𝙡𝙡𝙞𝙣𝙜 The number 1 B2B Sales Book for me. The ultimate principle of defining current vs future state & positioning yourself as the best way to reach the latter. 3. 𝙃𝙞𝙜𝙝 𝙋𝙚𝙧𝙛𝙤𝙧𝙢𝙖𝙣𝙘𝙚 𝙃𝙖𝙗𝙞𝙩𝙨 6 Habits that raise the bar of performance and output ! Extremely powerful motivation & productivity book. Honorary mention: 𝘼𝙩𝙤𝙢𝙞𝙘 𝙃𝙖𝙗𝙞𝙩𝙨 It’s almost a cliché to mention at this point But if you haven’t read it yet please do yourself a favour! Let me know in the comments... Which book deserves to be on this list? ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

Today is my beautiful wife Regina's 30th Birthday !! We've been lucky enough to spend the last month in her home town (Recife) in the North East of Brazil Been so amazing watching her have the chance to reconnect with her Mum, friends, family & puppy - as she spends so much of the year away from all these things We've had the most incredible time enjoying this place & working in between some very relaxing down time. Plus we still have a few more days before travelling back to the UK early next week We're hosting a party at her family home with lots friends tomorrow to celebrate (I'm spending all of today squeezing limes for 400 caipirinhas 🫠) She is the love of my life & I am so grateful to have met the woman of my dreams 5+ years ago who decided I was the one for her too !! Feliz Anniversário to my wife & BD Best Practices's Chief Product Officer !!! You are the best thing in my life ❤️ P.S. do we look 30 ?

Started coaching the most ambitious AEs I've met. Aiming for €500K EUR in earnings 😮‍💨 Enterprise background at a big brand Just moved to a hypergrowth AI startup! Very sharp guy. But when I reviewed a Disco of his something stood out... He leant heavily into the rapport-building. There was connection. There was warmth. There were stories. But he never shifted into business mode. When prospect's pains came up: → He'd empathise with it → Share an anecdote → Relate it to something he'd seen before and just move on. No digging deep into the pains.  It skimmed along the surface the entire time. This wasn't news to him! His words: "I'm too soft". Here's the thing about Discovery: You need to poke the bruises.  You need to make people relive their pain. Sit in it. Because if you don't: When you prescribe, it doesn't feel like a resolution.  You don't actually understand what their business needs The Fix: Spend the first 1-3 minutes being a human being. Build the rapport & connection. Find common ground. Lower their guard. Then make an explicit shift: "I want to make sure we make the best use of your time. Do you mind if we begin to learn about you & your role?" From that point: You can drill down. You can poke at the bruises. You can ask the uncomfortable questioons. And do it all without sacrificing the relationship! Been unreal seeing him implement these learnings in recent discos :) Biggest tweak you've made to discovery calls ? P.S. I share full details of stories like this in my newsletter: https://lnkd.in/exTrkyNP ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

I made 20,000 cold calls before I became a BDR... Here's the brutal story that accelerated me into Sales 😮‍💨 When I finished university I went on a ski season 3 months in New Zealand and I had a killer time. When I came back I needed a job ↳
My friend let me know his place was hiring So I chucked in my CV and landed the role. • Cold calling small business owners • Selling business-rate mobile phone contracts • 200+ dials per day without fail • Heavily scripted call opener • Close the client on the same call (including legals + credit card info) These days were RELENTLESS. Huge hype up sessions each morning ↳ Followed by a grilling if activity/output was low ↳
Even people fired on the spot for low performance. This was a rough start to my career. BUT given their huge reliance on cold calling The company provided me a tonne of support: • 3 weeks of extensive intro training • Constant 1-1 feedback • Listen back sessions with coaches • Punishments/rewards for execution All of this combined with 200 dials a day for 5 months ↳ (20K dials) So when I landed a proper ‘BDR’ gig I was already a natural I never missed a target (15 opps/month) ↳
And felt comfortable speaking with C-suite execs at age 23 Jobs like this can be rough! But they can teach skills that set you up for life... Where did you first put in the dials?

President Zelensky signed off my biggest ever deal. (no, really) Here's the story... Welcome to the craziest story I have about my career. So I was selling to a medical company in Eastern Europe. The sticking point was budget... This CRM purchase was un-forecasted expenditure. So they needed one of their own large deals to land first in order to fund the purchase. I jumped on a call with one of their VPs to gather a status update and nudge things forward. "Good news Scott, the President has signed off approval." he said. "Just to clarify, do you mean your company president has signed off on this purchase, or have I misunderstood?" I replied. "No" he uttered calmly. Before clarifying what I thought he could have meant... but surely couldn't be the case!? "The Ukrainian President has signed off budget for the Ukrainian public sector to purchase a large number of products from us." "You mean, President Zelensky?" "Yeah, that's the one." President Zelensky 😅 One of the most prominent geopolitical figures of the last decade Directly signing off my biggest ever deal. (and the biggest ever New Business CRM deal at monday) That deal contributed to a Monster Q3 in 2025 I finished the Q as the Top AE in EMEA From a team of over 200 elite reps. Now if that's not a trip I don't know what is 😂 The Lesson for You: Go above and beyond for the right deal. In this deal my Champion was the GM of the Company. Very early on he was involved in calls & expressed clear intention to move forward with us. I made his requests & needs my number 1 priority every day for several months. Sales is about cutting your losses quickly when it's time to DQ And going all in when you smell blood (revenue) and lots of it. ------- But I'm keen to hear! Craziest true story of your own? I'm all ears !! Reply or DM me & I'll share the best one (anonymised if you'd prefer ofc)

"Yeah send it over I'll come back to you" Here’s why your prospects disappear after saying MAYBE. Say you’ve had a fruitful discovery call You get to the end of it and they say ‘I need speak internally, leave it with me.’ New AEs will say: ‘No worries, that’s fine I’ll email some times,’ and end the call. Then they wait. And the prospect vanishes. Best case scenario: you lose several days chasing them up. Worst case scenario: the deal fizzles out and dies. You think that’s a follow up problem but in reality It's a discovery & value-led next steps problem. First, you need to build a valuable next step with 2-3 agenda points that will ACTUALLY resonate with the prospect. Recommend they join and that people like Mary & Tim from their team get value from joining. Then when they say they need to speak internally Our job is to remove the vagueness by asking the right questions ‘I imagine you’ll be speaking with Mary who we discussed earlier Am I off the mark there?’ Followed by: ‘OK great - do you typically have a recurring 1-1 with them?’ They’ll say ‘Yeah we speak on Tuesdays.’ So I’ll say ‘Perfect! I can make time Tuesday afternoon on Weds morning which works best for the 3 of you?’ This is a jedi mind trick I love. It takes situation from a very weak: ‘yeah maybe let’s potentially think about a meeting next week...’ To a rock solid ‘I look forward to covering X & Y with leadership on Tue at 3pm’ Great AEs never force the next step. They guide the prospect... So that THEY think it’s a great idea. ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

I've made an estimated ~35,000 cold calls. 5 things I do every time to increase my odds: I've cold called in everyyy context! Selling Mobile phone contracts at 22.  Startup SaaS. Enterprise SaaS. Now my own coaching services. Luckily this year I've had access to FullEnrich. My connect rate is now 35% !! Means these plays all come off bc I'm actually speaking to prospects 5 Plays after 35K Reps: 0. 𝘿𝙖𝙩𝙖 Without Direct Dials you're getting nowhere Everything else is downstream of this ! FullEnrich have been powering me this year A must use !! 𝟭. 𝗣𝗮𝗰𝗶𝗻𝗴 𝗮𝗻𝗱 𝗧𝗼𝗻𝗲 How you say things matters more than what you say.  Even after 35K reps, my heart rate still goes up when I dial. So I take slow deep breaths while the phone rings  and repeat a pre-call mantra. (Confident, Calm, Professional) It sounds small but makes a huge diff 𝟮. 𝗖𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁 𝗢𝗽𝗲𝗻𝗲𝗿 I use the same opener every time.  It lets me refine it, test it, measure it. But importantly, it makes the first 30 secs predictable.  That predictability kills call anxiety. Which is the reason most reps don't pick up the phone. 𝟯. 𝗣𝗮𝗶𝗻-𝗯𝗮𝘀𝗲𝗱 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 "Is this on your radar?" gets you a situational conversation. Instead, I name two pains that persona is likely feeling and ask which one hits closest to home. Gets you speaking about pain & impact much sooner So you can qualify early & build a meaningful opp 𝟰. 𝗚𝗲𝗻𝘂𝗶𝗻𝗲 𝗖𝘂𝗿𝗶𝗼𝘀𝗶𝘁𝘆 When someone tells you what they're struggling with I don't immediately pitch them. Get curious: Why is that a problem? How are they trying to solve it? What happens if they don't? It shows integrity & builds something worth pursuing. 𝟱. 𝟯-𝟱 𝗺𝗶𝗻𝘂𝘁𝗲 𝗖𝗹𝗼𝘀𝗲 Cold calls don't need to go on forever. After you've uncovered some pain If someone's still on the phone at the 3-5 minute mark... that's a buying signal. Use it! Offer them a proper time to talk. If your calls are regularly running 10-15 minutes you're leaving meetings elsewhere on the table. Just my take on what works for me !! If connect rates are something you're struggling with... FullEnrich waterfall enrichment pulls from multiple data sources. Best B2B contact data I've used ! 100% worth exploring if you haven't yet What did I miss? ♻️ 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

We grew a company from $0 to $18M ARR. My take on the Reachdesk story 👇 2019: Alex was searching for first hires. We went for a beer & he showed me the platform: Very early stage. But huge potential. I instantly saw the value so took the leap. We had: → 3 (barely) paying customers. → No Marketing, HR or Finance. → No case studies or market presence. Just a great idea, platform & a helluva lot of belief. Ben Smith 💜 & I built out the first email cadences. ✅ We cold called all day. ✅ Sharked event floors until our feet were sore. ✅ Booked a TONNE of meetings. Eventually, we closed a TONNE of revenue. The team grew to 15 by March 2020… COVID. Our whole business model was built on sending gifts to offices.. How were we going to survive? ↳ We figured out how to send gifts to homes. So we carved a perfect talk track… ↳ The company exploded. ↳ 25 employees, then 50, 100, 200+. A crazy ride to have a front row seat for. ✅ I sourced 200+ Opps worth $4M as a BDR ✅ Closed $2M as an AE ✅ Learnt so, so much on the ride. Grateful for my rollercoaster ride in start up world! What's your start up story? ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

If you’re earning under $100k Forget about investing in anything other than yourself. You can put $2K into crypto: → it could go to $5K → it could go to $20K → it might go to zero. Even if it goes up You’re still the same person on Monday. But if you put that $2K into learning: → how to sell properly → how to run deals → how to uncover pain & impact → how to land a job at an elite tech company → and have a 30%+ close rate consistently That $2K definitely becomes zero initially. But now you’ve upgraded the engine that actually earns money. Then you can earn $20K/$40K commission cheques Again and again and again. A 10X or 20X Return on that Investment. every quarter. for the rest of your career. Once you learn a skill like B2B Sales... You don’t benefit from it once You benefit over and over again. YOU are the best asset you can invest in. Always. Every time. Bar none. No question. Or am I wrong? Let me know in the comments ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

AEs love the idea of moving upmarket. But here's the risk... Yes there's the chance for: Bigger deals. Bigger logos. Bigger commission. And that's true - the pay cheques are tasty 😅 But here's what nobody warns you about: MM & Ent deals don't just take longer... They're a lot more complex. You're not selling to one person anymore. You've got 6, 8, 12+ stakeholders. Every one of them needs their own context. Every one of them is forming an opinion at a different time,  in a different meeting, without you in the room. Most AEs (myself included historically) try to manage this over email. That's the mistake ! You end up with 14 threads,  4 decks floating around with no version control,  and a Champion who's struggling because you've made their life harder.  not easier. That's exactly why I use Aligned. One shared space for you and your buying team: → Your deck → Business case → MLP → Contract → Next steps. All in one link! Plus, you get visibility: Who's viewing it Which sections they're spending time on Whether the CFO finally opened it 🫠 --- Moving upmarket is absolutely worth it ! But the AEs who win there aren't just better at selling. They're much better at: Orchestrating the complexity around the deal. Link in the comments if you want to try it:

I've used MEDDPICC on an estimated 600+ deals Just made a 23 minute video explaining: - My full MEDDPICC flow - How I use it as a map to close deals - Questions I use on Discovery calls - How I Project Manage deals over the line Spent aaages (again) building a pretty workflow diagram! Updated: here's the video: https://lnkd.in/em9y7r3d (make sure we're connected)

I've spent ~20 hours making Free Resources this year Steal them all below: 𝗙𝘂𝗹𝗹 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗙𝗹𝗼𝘄 (20 min framework after running 2,000+ discos) https://lnkd.in/eBKd39x2 𝗠𝘂𝗹𝘁𝗶𝘁𝗵𝗿𝗲𝗮𝗱 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗽*𝘀𝘀𝗶𝗻𝗴 𝗼𝗳𝗳 𝘆𝗼𝘂𝗿 𝗖𝗵𝗮𝗺𝗽𝗶𝗼𝗻 (24 min video explaining how to always get more people involved) https://lnkd.in/eGe2BBU9 𝗠𝗘𝗗𝗗𝗣𝗜𝗖𝗖 𝗠𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀 (real questions I've used to run 600+ deals using MEDDPICC) https://lnkd.in/em9y7r3d 𝗝𝗼𝗯 𝗛𝘂𝗻𝘁 𝗚𝘂𝗶𝗱𝗲 (6 step framework I used to land a job at monday.com) https://lnkd.in/evK_zTCZ 𝗖𝗹𝗼𝘀𝗲𝗱 𝗟𝗼𝘀𝘁 𝗗𝗲𝗮𝗹 𝗥𝗲𝘃𝗶𝗲𝘄 (the real spreadsheet I used to go from 76% to 127% https://lnkd.in/eCzb6-zJ 𝗘𝗺𝗮𝗶𝗹 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗧𝗲𝗮𝗿 𝗗𝗼𝘄𝗻 (real coaching client examples torn apart to get 10%+ reply rates https://lnkd.in/ep26Mxw7 I'm going to let you guys choose what I build next! If you could watch a 20 min+ breakdown of mine on a topic... What would it be? (answer with the most comments will get made this month) Hope the resources help :)))))

What worked 10 years ago doesn't cut it today. 7 ways Elite Modern Sellers have transformed The most famous Sales movie moment: 'Always Be Closing' Makes me cringe sooooo hard. I can't relate to it on any level. Baldwin's bulldozer approach just wouldn't cut it now. Here's my take on what's changed since the 90s: 𝗢𝗹𝗱 𝗦𝗰𝗵𝗼𝗼𝗹 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵: 1. Always Be Closing ↳ Push until they sign. 2. Sales = Persuasion ↳ Out-talk the prospect 3. Demo everything ↳ Features win them over 4. Spray and Pray ↳ Volume over precision 5. Schmoozing ↳ Golf trips & business cards 6. High Pressure Close ↳ Don't let them off the 'hook' 7. Gut Feel Forecasting ↳ 'It feels good, so it’ll close' 𝗠𝗼𝗱𝗲𝗿𝗻 𝗘𝗹𝗶𝘁𝗲 𝗦𝗲𝗹𝗹𝗲𝗿𝘀: 1. Always Be Helping ↳ Guide, don’t push 2. Sales = Problem Solving ↳ Diagnose before prescribing 3. Business Value > Demos ↳ Show impact, not features 4. Targeted Outreach ↳ Quality over quantity 5. Value-Led Relationships ↳ Build connections > Brown nosing 6. Value-led Closing ↳ Tie to genuine business needs 7. Data-Driven Forecasting ↳ Evidence, not intuition What's your take.. How else has Sales changed? ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

So many AEs I coach struggle with momentum. 20 Ideas for a Next Step your prospects WANT: 1. Live Data Test 2. ROI Calculator 3. Platform Demo 4. Integration Deep Dive 5. User Enablement Prep 6. Executive Sponsor Q&A 7. Competitor Comparison 8. Product Roadmap Insight 9. Build a Mutual Launch Plan 10. Risk-Reversal Walkthrough 11. Success Metrics Alignment 12. Customer Win Run Through 13. Day in the Life Walkthrough 14. Security & Compliance Check 15. Champion Deck Collaboration 16. Flesh Out Implementation Plan 17. Explore Value with Other Teams 18. Highly Personalised Use Case Demo 19. Insight from our Head of CS/Product 20. Visualise Campaign/Project Example If you're struggling with momentum in deals: Cherry pick the ones that make the most sense to YOUR offer. Build a valuable next step with 2-3 of these baked in (the ones that excite your prospects the most). Momentum will be a LOT higher. What's missing from the list? ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more P.S. got this headshot taken the other day - new profile pic?

Ranking Sales Traits: 𝘿𝙞𝙨𝙘𝙤𝙪𝙣𝙩𝙞𝙣𝙜: 0/10 There’s 50 better ways to drive urgency without impacting your ARR. 𝙇𝙞𝙨𝙩𝙚𝙣𝙞𝙣𝙜: 10/10 You have 2 ears and 1 mouth The best sellers conduct conversations by listening. 𝙃𝙖𝙣𝙙𝙡𝙞𝙣𝙜 𝙤𝙗𝙟𝙚𝙘𝙩𝙞𝙤𝙣𝙨: 6/10 Useful skill but the best sellers Pre-empt objections before they arise. 𝘿𝙞𝙨𝙘𝙤𝙫𝙚𝙧𝙮. 10/10 The single most important skill in Sales! Master this and your career skyrockets. 𝙈𝙚𝙢𝙤𝙧𝙞𝙨𝙞𝙣𝙜 𝙨𝙘𝙧𝙞𝙥𝙩𝙨: 2/10 You need the ability to react & have agility to who you’re speaking with. 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙧𝙖𝙥𝙥𝙤𝙧𝙩: 7/10 Connection matters! But pain and impact matter more. 𝙎𝙞𝙣𝙜𝙡𝙚-𝙩𝙝𝙧𝙚𝙖𝙙𝙚𝙙 𝙙𝙚𝙖𝙡𝙨: 0/10 If you’re only speaking to 1 person Your deal isn’t going to close - simple as that. Which score would you change? ♻️ 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 !!

‘I'd never work in Sales’ ‘There’s way too much pressure’. If you work in Sales, you’ve heard this a million times. They’re not wrong - Sales is intense: → Targets over your head → Pipeline always needs replenishing → That gut-drop feeling when deals fall through last minute. But these are exactly the reasons we love it. Sales forces you to sharpen up: ↳To handle rejection without flinching. ↳To think fast and adapt faster. Most people crumble under pressure. ↳ Sales reps? Thrive on it. Pressure teaches you: ✅ How important consistency is ✅ How to constantly improve the fine margins ✅ How to stay calm when everything’s going sideways. Sales is hard! But so is anything worth doing. What’s your reaction when people say ‘I could never work in Sales’? P.S. shout out to my iron x ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

I need to come up with a name for my new Prospecting Course Course Content: - Account Mapping - Email - Cold Calls Vote & drop better ideas in the comments !! Appreciate it, have a great weekend 🙏

Top Sellers know THIS is the worst thing to hear. And it isn’t ‘no’. I was speaking with a company recently: → Strong ICP → Solid senior personas → Decent pain & urgency → Promising early product fit There was 1 outstanding requirement... But I didn’t have the answer straight away. So I took it away to speak internally. When the time came to present back ↳ I couldn’t get hold of them. ‘Sorry Scott, can we shuffle our call?’ ‘Somethings come up, let’s regroup…’ The temptation here? → Kick the can down the road → Keep rescheduling that call → Think back to all that great early fit But that approach? ↳ A complete waste of your time. Instead I emailed: ‘Seemed like there was some great initial fit & you were keen to move quickly. Since then I presented X back but things seem to have gone off the boil. It feels like this is no longer a priority, should I close down the Company Y account?’ The outcome? ↳ Clarity. They admitted they’d received a new directive. Another tool was rolled out and swallowed our scope. But now? I waste no more time on that account. I focus on where revenue actually lies. Top Sellers know ‘no’ isn’t the worst thing to hear. It’s ‘maybe’.

From 76% in my first year as an AE... To top performer globally in my second. 3 plays when shifting from SDR to AE 👇 1. Time horizon shift One of the things I found the hardest ↳ How elongated timelines become If you’re behind target as an SDR: • Crank out a tonne of activity for 2 days • Book 5 meetings & be back up to pace As an AE when you’re behind target: • If you don't have much pipeline • You can miss short term targets A long time reflect daily on that shitty situation. I came to the realisation I had to: → Make peace with longer lasting dips → Plan more strategically for the future → Think in terms of quarters and not weeks. 2. Lose the ego If you’re getting promoted from SDR to AE ↳ There’s a good chance you’re a top performer BUT... You’re also about to become one of the worst. I tackled this by adopting a beginners mindset: ↳Accepting that I was a complete novice ↳ Making no assumptions I would be any good. 3. Seeking help At the beginning you have no idea what you’re doing. ↳ A lot of people around you do. I spent countless hours with peers & my VP: → Inviting them to shadow calls → Sending call recordings for feedback → Booking an hour to speak with high performers. Absorbing all the feedback like a sponge. Expediting the process... From making rookie mistakes To delivering consistent revenue. It’s a big leap going from BDR to AE! ↳ The pay off is big ↳ but the challenges are tough. What helped you accelerate as an AE? ♻️ Repost to inspire someone in 2026 Follow me → Scott Finden for more

2 years ago Georgia Hunter Bell was in Tech Sales. Yesterday she won the 1,500m World Title !! I'd heard about Georgia a couple of years back She was an elite athlete at College before dropping running as just a hobby Coaches pushed her to take it seriously as she had the potential to make it in the big time Now she's a World Champion ! And she gave Tech Sales a shout out in the interview 😁 https://lnkd.in/ewVd2F8g