Sales Technologies

I turned 10,000 dead CRM accounts into meetings using Clay workflows. The results were a 20% reply rate, over $200K in pipeline, and zero cold outreach. Most sales teams are sitting on a goldmine, yet they don't even know it. Here's how you can do the same: 1. TURN PAST CUSTOMERS INTO NEW OPPORTUNITIES Look for companies where your contract has ended or gone inactive. Import these accounts from your CRM into Clay. Find the original champion plus new decision-makers who've joined since. Then send targeted messages like: → "We worked with your sales team last year - wanted to share how we've solved the X challenge they mentioned" → "Since our last project with Acme Corp, we've added features specifically addressing your scaling issues." This approach feels like reconnecting, not cold outreach. 2. USE CHAMPIONS AS REFERENCE POINTS Find accounts where you had a strong champion in the past. Use Clay to verify if they still work there and in what capacity. Then reach out to new contacts in that account: → "Saw you work with Sarah, who implemented our solution for your marketing team last year." → "Your colleague Jason mentioned your team is facing challenges with X." Always verify employment status before sending these messages. 3. TARGET RENEWAL WINDOWS Pull contract end dates from your CRM into Clay. Create auto-updating lists that flag accounts 60-90 days before expiration. Find both original buyers and newly added stakeholders. Time your outreach perfectly by saying something like: → "Your current plan comes up for renewal in September - perfect timing to share what's new." This timing creates a natural sense of urgency without being pushy. 4. CONNECT THROUGH OFFICE LOCATION Import location data for your contacts from your CRM. Use Clay to find new prospects at the same physical office location. Verify if both your champion and new prospect work on-site. Write messages that reference the shared location: → "Noticed you work with Sarah in the Austin office - we helped her team last quarter with X" This creates immediate familiarity and leverages existing presence. 5. BUILD LOOKALIKE ACCOUNTS Take your best-performing customers from your CRM. Run them through Clay + Ocean.io to find similar accounts. Target these accounts with messaging that references success patterns: → "Companies like Apple, Tesla, and Spotify saw 43% faster sales cycles using our approach." → "Based on our work with similar X teams, we've found Y works well for them" This combines the credibility of social proof with personalization. _____ The real edge comes from maintaining good CRM hygiene and regularly updating data. Most teams are sitting on gold, but still use outdated or incomplete information. Start using what you already have instead of starting from scratch.

Your CRM isn’t just a pipeline tracker. It’s a live database of your customer’s behavior, contracts, revenue paths—and trust. what no one tells you: Most CRM breaches don’t happen because of a zero-day exploit. They happen because 𝐬𝐨𝐦𝐞𝐨𝐧𝐞 𝐡𝐚𝐝 𝐚𝐜𝐜𝐞𝐬𝐬 𝐭𝐡𝐞𝐲 𝐬𝐡𝐨𝐮𝐥𝐝𝐧’𝐭 𝐡𝐚𝐯𝐞. And I’ve seen it: One over-permissioned user. One accidental bulk delete. Entire regional account data—gone. No backups. No alerts. No version history deep enough to restore. Because no one thought roles could be a threat vector. On the top-of-it Misconfigured API endpoints open to the public internet Third-party apps running with full object permissions Token-based auth with no expiry or rotation policies No encryption at the field level for PII or contract metadata Custom workflows triggering external webhooks with zero validation You think this is rare? In 2024 alone, CRM-linked incidents led to customer data from 𝐞𝐧𝐭𝐞𝐫𝐩𝐫𝐢𝐬𝐞-𝐠𝐫𝐚𝐝𝐞 𝐬𝐲𝐬𝐭𝐞𝐦𝐬 leaking through unsecured middleware and unmonitored plug-ins. It’s not the CRM that failed. It’s the false sense of SaaS security that did. Your CRM is part of your attack surface now. And how we look at this at EnH 1. Implement scoped OAuth with rotation and revocation 2. Use audit logs to detect privilege creep in real time 3. Monitor outbound calls from third-party tools and browser extensions 4. Enforce IP whitelisting—even for internal teams 5. Encrypt sensitive fields—yes, even within the CRM itself 6. Schedule periodic pentests on your CRM stack, not just your web app Because when that trust layer breaks, the damage isn’t just reputational— It’s contractual. Financial. Legal. Waiting for IT to stumble onto it during a quarterly review? That’s not security. That’s negligence. #CRM #CyberSecurity #SalesforceSecurity #SaaSHardening #HubSpot #AccessControl #ZeroTrust #DataBreach #RevenueOps #SaaSSecurity #InfoSec #CISO

Most contractors think AI is overhyped. Meanwhile, PE-backed firms are quietly using it to: • Quote faster • Book more jobs • Dominate local search Here's how smart contractors are using technology to 10x their revenue: -- This might be surprising, but the biggest leak in blue-collar businesses isn't bad work. It's bad systems. Most lose 30% of potential jobs because they: • Take too long to respond to inquiries • Forget to follow up with prospects • Can't quote jobs on the spot AI fixes all of this. -- 1) Instant lead qualification AI chatbots can handle basic questions 24/7: • "What's your hourly rate?" • "How soon can you start?" • "Do you offer warranties?" While your competition sleeps… You're booking jobs. -- 2) Smart scheduling optimization AI can analyze your routes and predict job completion times. Instead of driving across town 3 times a day, you're hitting 6 jobs in the same neighborhood. Save 2-3 hours per truck, per day. -- 3) Automated estimate generation Upload a photo of the job site. AI can calculate the square footage, material needs, and labor time all at once. What used to take 2 hours is now 2 minutes. Speed kills hesitation in sales. -- 4) Predictive maintenance alerts Turn emergency repairs into scheduled service. AI sensors monitor: • HVAC system performance • Water pressure changes • Equipment failure Your customers' systems tell you when they need service before they even break. -- 5) Review generation machine AI automatically sends review requests 2 hours after job completion. It follows up with non-responders. It thanks customers for positive reviews. It alerts you to negative feedback right away. 5-star businesses get called. 3-star businesses get ignored. -- 6) Lead nurturing sequences AI tracks every prospect interaction and sends personalized follow-ups: • Pricing reminders for hesitant customers • Helpful content that builds trust • Seasonal service offers Turn cold leads into warm customers. -- Real example: A roofing company I know uses AI to scan zip codes and identify every roof that needs replacement. (They're booking qualified leads before homeowners even know they have a problem) -- The pattern is clear: While most contractors wait for the phone to ring, AI-powered businesses are making the phone ring. They're not just working harder. They're working smarter. -- If you want to see more insights on scaling blue-collar businesses with modern systems... Make sure to follow me 🤝

🔐 Security by Design: Building Resilience from Day One In today's rapidly evolving threat landscape, security can no longer be treated as an afterthought. The most resilient organizations embed security into every phase of the development and operational lifecycle—from planning and architecture to deployment and continuous monitoring. Security by Design is a proactive approach that ensures security is built into systems, applications, and processes from the very beginning, rather than being added later as a corrective measure. Key Principles of Security by Design ✅ Security as a default setting ✅ Least privilege access ✅ Defense-in-depth architecture ✅ Continuous monitoring and improvement ✅ Secure-by-default configurations ✅ Risk-based decision making A Secure Development Journey 📋 Requirements & Risk Assessment 🏗️ Secure Architecture & Design 💻 Secure Development & Coding 🧪 Testing & Validation 🚀 Secure Deployment 📊 Monitoring & Continuous Improvement Critical Security Domains 🔹 Identity & Access Management (IAM) 🔹 Data Protection & Encryption 🔹 Application Security 🔹 Cloud Security 🔹 Infrastructure Security 🔹 Third-Party & Supply Chain Risk Management 🔹 Security Operations & Monitoring 🔹 Governance, Risk & Compliance (GRC) Why It Matters ✔️ Reduces security vulnerabilities early ✔️ Lowers remediation costs ✔️ Improves regulatory compliance ✔️ Enhances customer trust ✔️ Strengthens cyber resilience ✔️ Accelerates secure innovation One of the most important lessons in cybersecurity is that threat modeling is not a one-time exercise—it is a continuous process of identifying, assessing, and mitigating risks as technology and business requirements evolve. Organizations that embed security into their culture, architecture, and development lifecycle are better positioned to withstand modern cyber threats while enabling business growth. Kalesha & co Next Gen Assure #CyberSecurity #SecurityByDesign #DevSecOps #ApplicationSecurity #CloudSecurity #CyberResilience #ThreatModeling #RiskManagement #InformationSecurity #SecureDevelopment #ZeroTrust #DataProtection #IAM #Compliance #Governance #TechnologyLeadership #DigitalTransformation #CyberDefense #Infosec #LinkedInPost

𝗗𝗮𝘆 𝟯𝟬 𝗼𝗳 𝗠𝘆 𝗜𝗦𝗢 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 𝗦𝗲𝗿𝗶𝗲𝘀: 𝗧𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝗶𝗰𝗮𝗹 𝗖𝗼𝗻𝘁𝗿𝗼𝗹𝘀 (𝗔𝟴): 𝗔𝟴.𝟮𝟱, 𝗔𝟴.𝟮𝟲, & 𝗔𝟴.𝟮𝟳 (𝗣𝗼𝘀𝘁 𝟮 𝗼𝗳 𝟯) As we delve deeper into #ISO27001 Annex A controls, we focus on controls such as A8.25, A8.26, and A8.27. These controls are critical for ensuring secure software development, identifying application security requirements, and establishing secure system architecture principles. 8.25 Secure Development Life Cycle Control Control Objective: Rules for the secure development of software and systems must be established and applied. Key Message: Integrating security into the Software Development Life Cycle (SDLC) is essential for creating robust applications that are resilient to threats from the outset. The Secure SDLC (SSDLC) approach ensures that security considerations are embedded in every phase of development Implementation Tips 1. Incorporate security requirements during the planning and requirements phases to address potential vulnerabilities before they arise. 2. Implement security testing at each stage of the #SDLC, including design, development, and deployment, to identify and remediate vulnerabilities proactively. 3. Conduct technical training (e.g., OWASP Top Ten) for Developers 8.26 Application Security Requirements Control Objective: Information security requirements must be identified, specified, and approved when developing or acquiring applications. Key Message: Clearly defined application security requirements are crucial for ensuring that all applications meet the necessary security standards before deployment. Implementation Tips 1. Collaborate with stakeholders to gather functional and security requirements during the initial phases of application development. 2. Establish an approval process for security requirements to ensure they are reviewed and accepted by relevant parties before implementation. 3. Maintain comprehensive documentation of all security requirements to facilitate compliance audits and future enhancements. 8.27 Secure System Architecture and Engineering Principles Control Objective: Principles for engineering secure systems must be established, documented, maintained, and applied to any information system development activities. Key Message: A solid foundation in secure system architecture is vital for building resilient information systems that can withstand potential attacks. Implementation Tips 1. Define clear principles for secure #SystemArchitecture that address aspects such as data protection, access control, and threat modeling. 2. Document architectural decisions and ensure that they align with established security principles throughout the development lifecycle. 3. Conduct regular reviews of system architecture to identify areas for improvement and ensure #compliance with evolving security standards. #ImplementISO27001In30Days #SecureSDLC #ApplicationSecurity #Cybersecurity #InformationSecurity

Security isn’t something you bolt on. It’s something you build in. Early in my career, I made the same mistake everyone makes. We designed the entire system first( features, architecture, performance) and then started thinking about security. But here’s the truth every experienced engineer eventually learns the hard way: You can’t add security later. If it isn’t part of the foundation, it’s already compromised. Security has to come first. Because the moment your system touches real data, the attack surface already exists. A secure system starts long before the first line of code. It begins with asking the right questions: - What are our most valuable data assets? - Who might want them? - How could they get in? That’s how you turn abstract threats into concrete design requirements. As I often say: “Data dictates design.” And when it comes to security, data security dictates design security. Here’s the order that actually works: 1. Perform a Threat Model Security Analysis (TMSA). Identify the assets and attack paths before you even design the system. 2. Define your objectives. What “secure” means in your specific context. 3. Architect secure software. Build from the ground up with those security requirements baked in. 4. Build the software. Implementation becomes the easy part when the blueprint is secure. 5. Certify the software. Prove that the system meets the security objectives you defined at the start. Security isn’t an afterthought. It’s the blueprint.

I've been testing AI tools for years. The best use cases aren't the ones people talk about. Yes, it can do a lot more than write social media posts! The mistake most contractors make is looking for one AI tool to solve every problem. The contractors getting the biggest ROI from AI are using specialized tools for specialized jobs. Lead Management ✅ HighLevel AI for missed calls ✅ Zapier for lead routing Operations ✅ ServiceTitan AI for dispatching ✅ Jobber AI for recurring services Customer Experience ✅ Podium AI for review requests ✅ ElevenLabs for after-hours booking Marketing ✅ ChatGPT for seasonal promotions ✅ Claude Code for proposals & follow-ups Reporting ✅ Claude Code for service summaries ✅ Google Gemini for inspection reports Growth ✅ ServiceTitan AI for upsell opportunities ✅ Perplexity for competitor monitoring The goal is to remove repetitive tasks that keep your team from doing their best work. Because every missed call, forgotten follow-up, and delayed response has a cost. And those costs add up fast. Pro tip: Don't start with an AI tool. Start with the problem. Find the task your team repeats every day, then look for the AI workflow that eliminates it. Book a free consultation with my team if you need help building efficient AI workflows for your business. 📌Save this post for the next time your team says; there has to be a better way to do this! 🔔 Follow Tersh Blissett for practical AI and automation strategies that help home service businesses grow.

Most outbound fails because it's lazy. But I'm seeing Vertical AI companies doing numbers with outbound. Let me explain: The game has changed for outbound sales. We can all feel it. Inboxes are overflowing, deliverability is down, cold calls go straight to voicemail, your prospects are drowning in generic pitches. And the cold outbound boys are sending hundreds of thousands of emails every month. With AI, this will only get worse. But in Vertical AI (or is it still cool to call it "saas") there are signals everywhere. You just have to know where to look. Here are two examples I'm seeing in the construction industry: Example 1: Using permit data to get the attention of your prospect The most common objection when you are selling to commercial contractors: "We just started a new project, I'll reach out when the next one starts." This is a false objection. What they are really saying is: "This isn't valuable enough for me to prioritize right now". Instead of waiting for the next project, get ahead of it. Use a tool like Shovels or go to the City's permit website to pull building permit data, then reach out with the context: "I saw that you just pulled a permit for the office complex on Main St. Based on the timeline, here are 3 risks that might impact your schedule..." Even better, create a monthly trend report for your city. Sort permits by contractor. Show who's winning the most work. Make a small database. Make it searchable (much easier to use than the city's permit website). Now you are delivering market intelligence. This is VALUE that the customer will appreciate. Example 2: Use residential home listings to find new sales opportunities If you sell to roofers, deck builders, or kitchen remodelers, use Clay to scrape Zillow/Realtor/etc. listings. Search for listings with phrases like: “needs new roof,” “dated kitchen,” “deck repairs.” Then personalize your outreach: “Saw the Oak St. listing mentioned a roof issue. Here’s what 3 nearby homes spent on similar jobs…” The signals are everywhere: Building permits Real estate listings Hiring data Tech implementations Funding announcements These are ways to provide value without permission from your prospect. All you need is a little bit of curiosity, some creativity, and a few $$$ to pay for the credits. Most of your competition is still blasting the same tired template to every name on a list. You can be the one who actually does the work. The data exists. Be the one who finds it and makes it useful. What signals are hiding in your vertical?

Most organizations claim to care about security. But if you look at how their software gets built, security is an afterthought. A checkbox at the end. A half-baked review before launch. A quick scan, if there's time. That's why breaches keep happening, even in teams with big security budgets. Here's the truth: security only works if it's built into every step. This is where DevSecOps comes in. It's not a buzzword. It's a reality check. Security can't be a gate at the finish line. It's got to be part of the race from the first meter. Here's how to actually do it: Step 1: Start with the culture, not the tools. If developers and security don't talk, nothing gets better. Make security feedback a habit in standups and code reviews. Everyone owns the risk. Step 2: Threat modeling isn't optional. Before a single line of code, map out where things can go wrong. Don't wait for an audit. Identify weak points up front. Step 3: Automate what you can, but stay human. Set up automated code scanning, dependency checks, and infrastructure reviews in your CI/CD pipeline. But don't trust the tools to catch everything. Manual reviews still matter. Step 4: Shift left, but don't get stuck there. Early testing is good. Ongoing monitoring is better. Trace vulnerabilities from dev all the way to production. Own the fixes, not just the findings. Step 5: Bring compliance into the loop. Especially with NCA, PDPL, and SAMA on the table, document every control. Don't treat compliance as paperwork. Make it a living part of the process. Most teams think DevSecOps means buying a tool or hiring an expert. It doesn't. It means changing how you build. And who's responsible? Don't bolt security on at the end. Put it in line with every push, every build, every release. That's how you actually move the needle. #DevSecOps #CyberSecurity #ApplicationSecurity #SecureSDLC #ShiftLeft #SecureCoding #SoftwareSecurity #SecurityEngineering