What we post when it works.

Mike Hurley, October 2026 · 805 impressions

Market mapping starts in your CRM, not in a list tool

Before building a list, read who actually took meetings: their industry, what made them raise a hand, how they described the pain. Then map the market in passes and give every company a segment and a tier.

Here's the part most people skip: before I go to work, I often go back into our CRM. I look at who took meetings with us. What industry were they in? What made them raise their hand? And how did they describe the pain in their own words? There's what you think is your ICP, and then there's sometimes what the data in your CRM says.

Deisy Lewis, May 2026

Your ICP came from a meeting room. Rebuild it from closed-won data.

Export closed-won deals from the CRM with industry, size, cycle and revenue, hand the file to Claude and ask what the winners have in common. Five minutes, and the targeting stops being a guess.

Teams sit down. Brainstorm who their "ideal customer" is. Write down job titles, company sizes, industries. Then they load those filters into Apollo or Sales Nav and start blasting. 6 weeks later? 2% reply rates. Pipeline full of bad-fit deals. Everyone blames the messaging. But the messaging isn't the problem. The targeting is. Your ICP was built on assumptions. Not patterns.

From Deisy Lewis’s LinkedIn posts.

Mike Hurley, March 2025 · 2,285 impressions

Build a company table from the tools a market uses

Day one of building in public: a table of telecom and IT consulting firms using HubSpot, found with the BuiltWith integration in Clay.

In this first video, I describe how I built a company table targeting telecomm and IT consulting firms using HubSpot. It was my first attempt at using the BuiltWith integration in Clay... Would love to hear from other folks. Have you used the BuiltWith integration in Clay? Do you have any tips for getting better data on CRM usage?

Mike Hurley, March 2025 · 678 impressions

Fill the gaps in a list with data providers in sequence

Clay runs through several data providers one after another until the email or phone is found, which raises hit rates on a telecom list filtered to HubSpot users.

Waterfall Enrichment: A step-by-step breakdown of how I enriched a telecom company list, filtering for businesses using HubSpot, and then layering on contact details for decision-makers like VPs of Sales and Marketing. - Clay runs through multiple data providers sequentially until it finds what is needed, saving time and improving hit rates.

Mike Hurley, July 2024

From company names to domains and contacts in an afternoon

A list of several hundred target accounts with names only: ChatGPT structures it, Clay finds each domain through search, and a waterfall finds the contacts.

We dropped that list into ChatGPT and asked it to organize the company name and other bits of information we had on each business into a table. Then, we added that information to a table in Clay.com and used the Google Search API to automate the finding of each company's domain. These two things (organizing the data) and, (finding company domains) used to be a slog and take a lot of time.

Mike Hurley, October 2026 · 3,400 impressions

Inbound-led outbound: catch the engagement marketing already creates

Four steps that turn reactions, comments and reposts into a routed list: capture, qualify, suppress, route. Every company gets a segment and a tier before a rep sees it.

Suppress - Remove your current clients out. Competitors out. Anyone you already have a meeting with, out, etc. Route - Every company gets a segment and a tier, then goes wherever sales can act on it: a HubSpot sequence, a task, a Slack ping, a Smartlead email, a HeyReach message, you get the idea. The takeaway: This bridges the gap between what marketing generates and what sales should be working.

Mike Hurley, March 2025 · 441 impressions

Website visitors into enriched, routed leads

RB2B identifies the visitor, Clay enriches and filters for ICP fit, and qualified people go to HeyReach or an email tool with a campaign per ICP.

Here’s the play: - Set up a Clay table and grab a webhook. - Feed that webhook into RB2B to capture website visitors and get some initial data. - Enrich those visitors in Clay, grab emails, LinkedIn profiles, company details, and more. - Filter for ICP fit because not all visitors are worth outreach. - Push Qualified leads into HeyReach for LinkedIn or Instantly/SmartLead for email with each ICP getting its own campaign.

Deisy Lewis, July 2026

AI SDRs sent more of the same message, faster

Adoption up, reply rates down. Volume was never the bottleneck: data quality, deliverability and knowing something true about the person were, and the accounts still converting did that work before any sequence went live.

We didn't fix outbound. We automated the same mediocre message and sent more of it, faster. I'll say the thing nobody wants to hear: volume was never the bottleneck. Data quality was. Deliverability was. Actually knowing something true about the person you're emailing was. AI didn't solve any of that. It just made it easier to skip.

From Deisy Lewis’s LinkedIn posts.

Deisy Lewis, February 2026

How we get LinkedIn connection requests accepted

A clean, verified, scored list before HeyReach touches it, then a sequence that behaves like a person: view the profile, wait, like a post, then connect.

We get 70% HeyReach acceptance rates. Industry average? 25%. Here's the exact workflow: 1. Build a clean list first. Before you touch HeyReach, your data needs to be perfect. Apollo for initial data, enrich with multiple providers (not just one), verify everything, score leads before you send. Garbage in, garbage out.

From Deisy Lewis’s LinkedIn posts.

Mike Hurley, July 2025 · 471 impressions

Make events produce pipeline, not just leads

Pre-event workflows that book meetings before you arrive, enrichment that scores leads at the booth, and post-event sequences that reference what each attendee cared about.

Real examples we'll cover: - Turn a 500-person conference list into qualified meetings immediately following the event - Automate speaker and/or partner outreach to get better response rates and create a pipeline of high powered events - Build attribution systems that prove event ROI to your CFO/CEO

Mike Hurley, March 2025 · 674 impressions

Route qualified LinkedIn engagers into HeyReach campaigns

Pull likes and comments with Trigify, enrich and qualify in Clay, then sync to HeyReach so follow-ups run by engagement, title or industry, with email and phone layered on.

The fun part? Once the setup is done, you can auto-route them into different campaigns and even layer in email and phone follow-ups (shoutout to Ruben Trejo for making that happen!). If you're doing outbound, engagement-based workflows like this are super helpful.

Deisy Lewis, 2025

Eight cold email rules, three posts at a time

Subject lines of two or three words, an insight before any pitch, a colleague's tone, under five hundred characters, and follow-ups that add something new each time instead of a bump.

70% of cold emails get ignored in 2 seconds. You either earn attention fast or lose it forever. From our Clay Library, here are 2 tips that change everything: Subject lines: 2 to 3 words. "Quick question" beats "Q2 Strategy Proposal for Enterprise SaaS Leaders". Lead with value: not a pitch, not your company. Start with an insight or observation, something they can't ignore.

From Deisy Lewis’s LinkedIn posts.

Mike Hurley, March 2025 · 1,590 impressions

Turn LinkedIn profile visitors into pipeline

A webhook pushes profile visitors into Clay, filters them against the ICP, enriches emails and titles, and triggers a personal follow-up. One run of the play led to a booked meeting and a proposal.

People viewing your profile might be curious about what you do, but that doesn't mean they’ll reach out. So why not meet them halfway? Here’s how we set it up: • TeamFluence captures profile visitors • A webhook sends that data into Clay • We filter visitors against our Ideal Customer Profile (ICP) • We enrich data for emails, job titles, and phone numbers

Mike Hurley, March 2025 · 643 impressions

Not every like is a lead: qualify engagement first

Trigify pulls everyone who likes or comments, Clay enriches them, and an AI prompt scores each against the ICP so only Qualified people get time.

If you're doing outbound, you know that not all engagement is created equal. Just because someone likes your post doesn't mean they’re a good fit for your business. So in today's #DailyClay standup, I walked through how I’m qualifying LinkedIn engagement using Clay.com + Trigify.io.

Mike Hurley, March 2025 · 723 impressions

Track post engagement into a Clay table with Trigify

Likes and comments on LinkedIn posts land in a Clay table through a webhook, the same idea as tracking profile visits, pointed at engagement instead.

Today’s Experiment: Using Trigify.io for LinkedIn Engagement Tracking Trigify.io can automatically track likes and comments on LinkedIn posts and push that data into a Clay table. The idea is similar to what we did with TeamFluence (tracking profile visits), but now we’re focusing on engagement data.

Deisy Lewis, April 2026

A three-hour CRM cleanup in thirty minutes

A remove list with no record IDs, matched against a full company export by fuzzy matching in Claude: owner filtered, legal suffixes stripped, similarity scored, then pushed harder when the first pass came back thin.

A client sent over a "remove" list of 118 companies that needed to be deleted from HubSpot. The problem: zero HubSpot IDs in the file. Every record showed -1. The old way would've been: manual search, match by name, hope the spelling was close, delete one by one. Instead I pulled a full export of 4,200+ companies, uploaded it to Claude, and asked it to fuzzy match the remove list against the full database.

From Deisy Lewis’s LinkedIn posts.

Deisy Lewis, March 2026

Enrol contacts in HubSpot sequences on behalf of your reps

HubSpot assigns the sequence task to whoever enrols the contact. The fix: a Clay table as the source of truth, contacts parsed and deduped per rep, then enrolled so the task lands with the right owner.

The problem with HubSpot sequences: when you enroll a contact on behalf of another rep, HubSpot assigns the task to you, not them. HubSpot's only fix: log into each rep's account individually. Not scalable. 2. The data source: we're migrating a sales team off legacy CRM onto HubSpot. Their tech team pushes the full contact database via webhook into a Clay table.

From Deisy Lewis’s LinkedIn posts.

Deisy Lewis, September 2026

Stop rewriting the prompt. Write the rules once, as a skill file.

Client reports, meeting recaps and task intake were being rebuilt by hand every week. The process now lives in a skill file in GitHub: what a report includes, what it never includes, how tasks get routed, where the approval gate sits.

So I stopped writing the output and started writing the rules. Now the process lives in a skill file in Github. What the report includes, what it never includes, how tasks get scoped and routed, who they can be assigned to, where the approval gate sits. The first recap skill I built came from reverse-engineering a teammate's formatting.

From Deisy Lewis’s LinkedIn posts.

Deisy Lewis, April 2026

No agent needed: Claude sorted a seven-rep territory list

Pick the top manufacturing accounts from a list split across reps, proportionally, without gutting anyone's book, with the original rep kept as secondary owner. One upload and a plain-language brief instead of two hours in a spreadsheet.

The task: A client sent 1,500 companies spread across 7 reps. I needed to pick the top 200 manufacturing companies (50-500 employees) for our rep to work, while keeping the original rep as secondary owner. And I couldn't gut any single rep's book. Had to pull proportionally. The old way: Filters in Google Sheets. Manual counting. Copy-paste into separate tabs. Double-checking the math. 2 hours minimum.

From Deisy Lewis’s LinkedIn posts.

Deisy Lewis, April 2026

Three ways Claude saves time every week, none of them an agent

Cleaning and splitting lists without a filter setup, meeting transcripts into assigned tasks with a review step, and an ICP read from a client's own customer list instead of their guess.

3. ICP analysis from customer data New client comes in. They have existing customers. I enrich that list in Clay, drop it in Claude, and ask for trends. 5 minutes later: which industries they're in, which job titles dominate, where they cluster geographically. Before: we'd ask clients "who do you think your best customers are?" They guessed. Now: we show them the data.

From Deisy Lewis’s LinkedIn posts.

Deisy Lewis, February 2026

Meeting transcripts into assigned Monday tasks, one command a day

Recordings land in Notion during the call. Once a day, one command has Claude read the week's transcripts, separate client meetings from internal calls, extract the action items and create the tasks on the right board.

So I built an automated workflow. Claude + Notion + Monday.com. One command per day. Here's what it does: Meeting transcripts go straight into Notion. Press a button during the call and the recording lands in a dedicated page. Once a day, I paste one command into Claude: "Process this week's meeting recordings." Claude reads every transcript from that week.

From Deisy Lewis’s LinkedIn posts.

Mike Hurley, February 2026 · 3,227 impressions

Six months before admitting failure: how WarmUp started

The bet, the pivot, and the lessons: find people smarter than you and pay them, expect pain, endure, and treat everyone like humans.

I spent years in sales solving "how do I close this deal" sort of puzzles. Building a company taught me to enjoy a different level. How do you position a business to attract the right customers? How do you build systems that create opportunities consistently? The deal puzzles are still fun. But the go-to-market engineering (GTME) ones are where you create real leverage and they're super interesting.

Deisy Lewis, January 2026

From one hour of cold calling a day to Chief Strategy Officer

Interpreter, medical coder, photographer, business owner, then a parent who wanted to work one hour a day. The first client stayed three years. What to look for in a company and a business partner.

Then I had my daughter. And I wanted to work one hour a day. That's when I found Mike Hurley & WarmUp. One hour of cold calling. That was the job. My first client? They stayed with us for 3 years. One hour became two hours. Two hours became manager. Manager became Chief Strategy Officer.

From Deisy Lewis’s LinkedIn posts.

Mike Hurley, September 2026 · 834 impressions

A meetup format for people who build GTM systems

Three builders show a system on screen with the number it moved and what broke, twenty minutes on someone's stuck problem, no decks, any tool.

1) Three people show a system they run, on screen, with the number it moved and what broke along the way. You show us what you built. Show us what worked, what it cost, etc. 2) Then twenty minutes where someone brings a problem they're stuck on and the room works it. 3) No decks. Any tool. Clay, Freckle, HubSpot, Salesforce, Claude Code, Codex, a spreadsheet, whatever you run.