Management Blueprint - 112: Build A Repeatable Sales Process with Pat Clawson

112: Build A Repeatable Sales Process with Pat Clawson

09/27/22 • 27 min

Pat Clawson is the chairman and CEO of Resurface Labs, a software company that provides continuous API security by detecting and responding to API attacks at runtime. We discuss the four main types of sales research, working with APIs in your business, and API security best practices.

Time Stamps

[00:33] Pat's entrepreneurial journey

[03:58] Pat's success operating other people's businesses

[04:35] The four main types of sales research

[07:29] Why businesses cannot succeed without sales research

[08:35] Understanding the focused sales framework

[11:32] Drive results using a repeatable sales process

[12:24] What is an API?

[14:15] Risks of API integration and how to mitigate them

[15:43] How to know if you're engaging with APIs

[16:49] Working with APIs in your business

[18:39] How to protect yourself from a potential API attack

[22:30] Protecting your APIs from potential attacks

[23:44] API security best practices

[26:28] Parting thoughts

Links and Resources

Steve and Greg Cleary's Book: Pinnacle: Five Principles that Take Your Business to the Top of the Mountain

Pat's LinkedIn

Resurface.io

Pat's email: [email protected]

Time Stamps

[00:33] Pat's entrepreneurial journey

[03:58] Pat's success operating other people's businesses

[04:35] The four main types of sales research

[07:29] Why businesses cannot succeed without sales research

[08:35] Understanding the focused sales framework

[11:32] Drive results using a repeatable sales process

[12:24] What is an API?

[14:15] Risks of API integration and how to mitigate them

[15:43] How to know if you're engaging with APIs

[16:49] Working with APIs in your business

[18:39] How to protect yourself from a potential API attack

[22:30] Protecting your APIs from potential attacks

[23:44] API security best practices

[26:28] Parting thoughts

Links and Resources

Steve and Greg Cleary's Book: Pinnacle: Five Principles that Take Your Business to the Top of the Mountain

Pat's LinkedIn

Resurface.io

Pat's email: [email protected]

Previous Episode

111: Make Your People Care About Your Business with Sri Chellappa

Srikant Chellappa is the president and co-founder of Engagedly, an employee engagement and development software platform that redefines the performance review process. In his spare time, Sri also produces movies, makes music, and hosts the People Strategy Leaders Podcast. We discuss the benefits of having engaged employees, how OKRs ramp up employee motivation, and where most companies fail with employee engagement.

Time Stamps

[00:47] Sri's entrepreneurial journey

[02:22] A simple framework to improve employee engagement

[05:49] Where most companies are failing with employee engagement

[08:45] Employees want to feel purpose in their work

[10:57] The 3Es engagement framework at Engagedly

[12:56] Performance reviews for employee engagement

[15:17] OKRs and performance management: How they work together

[17:46] How OKRs ramp up employee motivation

[19:18] How managers can use Engagedly to improve employee engagement

[21:22] Engagedly is a people strategy platform

[23:20] Why HR should be executives at the people strategy table

[25:23] Parting thoughts

Links and Resources

Steve and Greg Cleary's Book: Pinnacle: Five Principles that Take Your Business to the Top of the Mountain

Sri's LinkedIn

Engagedly.com

People Strategy Leaders Podcast

Next Episode

113: Turn a Customer into Two with David St. Germain

David St. Germain is the Founder and CEO of Cactus Credit which helps people improve their credit profiles. He is also the author of Zero To Hero: 7 Simple Strategies for Creating the Life You've Always Wanted. We talk about upselling best practices, the drawbacks of too much innovation, and the role of environment in business success.

Time Stamps

[00:26] David's entrepreneurial journey

[02:52] How to double your company's revenue fast

[06:46] Ways to uncover upselling opportunities

[09:00] Benefits of upselling value to existing customers

[09:56] Why business owners need to focus more on what's probable

[12:22] Too much innovation can be a bad thing

[13:49] The role of environment in business success

[16:54] Goal setting: match your effort with your goal

[20:08] David's goal achieving system

[22:22] Parting thoughts

Links and Resources