Tutorial Category: Tutorials

In many organisations, particularly those used to a classic inbound-sales mindset, there’s a default assumption that a lead in Salesforce equals a person: someone who visited your website, filled in a form, downloaded a piece of content. But if your GTM model is broader, more complex, or heavier on the business side (e.g., channel partners, Read More

When we hear the term inbound sales, many immediately equate it with “marketing-generated leads”: someone downloads an e-book, fills in a form, sets up a free trial, and sales magically happens. But that’s only half the story and often the less profitable half. Without a structured sales process and backend systems seamlessly supporting it, those Read More

Selling in fintech isn’t like selling SaaS. The market rewards precision, credibility, and structure, not just pitch decks and demos. We are not going to talk about branding or buyer personas. Instead, we’ll explore the tactics, playbooks, and sales frameworks that drive revenue in fintech: how to structure your sales organization, target ICPs, manage complex Read More

In many startups and growth-stage companies, marketing is often seen as a creative engine – generating content, running campaigns, pushing brand awareness. But too often it exists in separation, disconnected from sales and revenue metrics. The result? A gap between marketing efforts and real business outcomes. Enter Marketing Operations (MOPs): the critical “engine room” behind Read More

The buyer journey has undergone a profound transformation. Modern B2B decision-makers are self-educating, researching asynchronously, and engaging via multiple digital touchpoints long before they ever take a call or schedule a meeting with a seller. It’s also proven that 75 % of B2B buyers prefer a rep-free sales experience. Traditional sales playbooks – territory-driven quotas, Read More

In growth-driven organizations, marketing can no longer operate in isolation. It’s not enough to run great campaigns or produce impressive engagement stats – marketing must demonstrate its measurable impact on revenue. Yet too often, businesses still track metrics like page views and social media likes, which offer surface-level insights but little connection to the bottom Read More

The term Revenue Operations (RevOps) has become increasingly prevalent in B2B growth discussions – but many CEOs, CTOs and managers still treat it as either a fancy reporting function or a re-branded sales operations gimmick. The danger? If you anchor your RevOps strategy on a flawed assumption, you risk under-investing, mis-designing your function, and ultimately Read More

Understanding HubSpot’s pricing structure can feel overwhelming, especially as your business scales. In this article, we’ll break down the key costs, tiers, and hidden considerations so you can choose the right plan with confidence and invest only in what truly drives growth. What Do You Get From HubSpot? Let’s start with the basics. HubSpot offers Read More

For far too long, marketing teams have been operating as their own creative island – launching compelling campaigns, driving traffic, generating leads…and stopping there. However, assessing marketing success on traffic volume or lead quantity no longer cuts it. Stakeholders, especially those in C-level or management roles, want to see how marketing efforts contribute directly to Read More

Digital technology has transformed how we live, work, and connect, but it also comes with a hidden environmental cost. Every click, search, or streamed video requires energy, and at scale, the impact is significant. As organizations continue to digitize, the concept of digital sustainability is no longer a buzzword or a side initiative. It is Read More

Go-to-market (GTM) strategies often look polished on paper. Teams spend weeks defining target audiences, value propositions, and positioning. Yet when the plan meets reality, execution falters. Deals get stuck in the pipeline, reporting is inconsistent, and teams point fingers instead of pulling in the same direction. Why? Because GTM on its own is not enough. Read More

Predictable revenue doesn’t come from luck. It comes from deliberate choices about who you sell to, why they buy, and how your entire go-to-market machine focuses on that fit. At the executive level – whether you’re leading sales, revenue operations, or product – this isn’t a marketing exercise. It’s a systems decision. Defining and operationalizing Read More