112: Build A Repeatable Sales Process with Pat Clawson

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: pat@resurface.io