Image and source credits

Photography

All photographs are the property of GrowthStack Advisory and show Shobhit Gupta in prior operating roles. No stock photography is used anywhere on this site.

• Last Mile ASEAN Conference and Expo, 2019. Representing Locus at the expo. Appears on the homepage, profile and the first 90 days of outbound.
• Strategy and planning session, GoComet. Working with the sales team. Appears on the homepage and SDR coaching and playbooks.
• SDR team session, GoComet. The team that scaled from 10 to 23. Appears on the profile and scaling an SDR team from 10 to 23.

Diagrams

All diagrams are original, drawn for the page they appear on. Each is a standalone SVG file you may reproduce with attribution and a link back to the source page.

• The leak map. SVG file · Improving MQL to SQL conversion
• The scaling ladder. SVG file · Scaling an SDR team from 10 to 23
• AI layer versus AI tool. SVG file · AI is a layer, not another tool
• How an ICP is built. SVG file · Building a B2B ICP that sales will actually use
• The ninety day build. SVG file · The first 90 days of an outbound motion
• The first SDR gate. SVG file · Hiring your first SDR
• Engagement platform timing. SVG file · Outreach vs Salesloft
• The CRM adoption loop. SVG file · HubSpot vs Salesforce
• The authentication chain. SVG file · Cold email deliverability
• Where pipeline breaks. Three diagrams on the homepage, inline so they animate on scroll.

Research and sources

Statistics quoted on this site link to the primary source rather than to a secondary summary. Where a figure could not be traced to a primary source, it was left out.

• Oldroyd, McElheran and Elkington. The Short Life of Online Sales Leads. Harvard Business Review, March 2011.
• Oldroyd. Lead Response Management Study. MIT Sloan School of Management and InsideSales.com, 2007.
• Gartner. The B2B Buying Journey. Digital B2B Buyer Survey and B2B Buying Survey.
• Google. Email sender guidelines. Bulk sender requirements, effective 1 February 2024.
• Yahoo. Sender best practices. 2024.
• Microsoft. Outlook requirements for high volume senders. Effective 5 May 2025.
• RFC 7208, Sender Policy Framework, RFC 6376, DKIM and RFC 7489, DMARC. IETF.

Typefaces and code

• Archivo and IBM Plex, both open source, served via Google Fonts.
• The site is static HTML with no framework and no tracking beyond privacy-preserving analytics. See the privacy policy.

Reuse

The diagrams and figures on this site may be reproduced with attribution and a link to the page they came from. The photographs may not be reproduced. If you want to cite a number, please link to the page that carries it so the context travels with it.