GrowthStack Advisory / Resources
Resources
Hands-on experience with pipeline that works
Practical guides and tool breakdowns drawn from live engagements and from running sales development functions at Locus, GoComet, and Landmark Group. No recycled internet advice.
Three of these carry interactive tools you can use right now: a pipeline capacity calculator, an outbound readiness scorecard, and an outbound model fit scorecard.
Sales tooling & tech stack
Which tools to buy, when, and who each one is actually right for. Built on setting up these exact stacks, not vendor pages.
AI is a layer, not another tool
Where AI actually improves an SDR's existing work, and why a standalone tool changes nothing.
The B2B sales tool stack, by team size
Every core tool by category, who it is right and wrong for, and a picker that builds a stack for your stage.
Best sales tools for startups
The lean stack by job, and the enterprise tools worth skipping until you are bigger.
HubSpot vs Salesforce
Which CRM your team will actually use. The deciding factor is adoption, not features.
Apollo vs ZoomInfo
Startup speed vs enterprise data, and why buying enterprise data before enterprise execution is backwards.
Outreach vs Salesloft
Both are for mature SDR orgs. The real question is whether you should buy either one yet.
Outbound, SDR & hiring
Standing up outbound, and building the team that runs it.
The first 90 days of outbound
A week-by-week build plan: what to do in weeks 1-2, 3-4, 5-6, 7-8 and 9-12, and the order that matters.
Cold email deliverability checklist
Why good messaging still lands in spam, and the domain, warmup and volume setup that fixes it.
Instantly vs Lemlist
Cold email at volume vs email and LinkedIn in one sequence, and the mistake both invite.
Scaling an SDR team from 10 to 23
Hiring, onboarding, management layers, and the cadence that holds it together.
How to hire your first SDR
When to hire, what to test for, week-by-week onboarding, and what to pay.
ICP, qualification & conversion
Getting the target and the qualification right before you scale the sending.
How to build a B2B ICP sales will use
Disqualifiers, tiering, and the named account list it should produce.
Sales qualification frameworks compared
Why BANT and MEDDIC fail, and how to write criteria two reps grade identically.
Improving MQL to SQL conversion
The qualification and follow-up changes that moved conversion from 10% to 25%.
Written by Shobhit Gupta from live engagements and 10+ years running sales development functions. New notes are added as patterns repeat across client work.
Related reading
Questions
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