A B2B company in Edtech reached out last week. They needed a… – Stefan Repin

Helping to market and sell to enterprise, aka B2B/B2G | Account-Based Marketing expert | B2B Demand Generation for Technical Buyers| AI implementations and automations for complex sales cycles

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October 15, 2025

A B2B company in Edtech reached out last week. They needed a HubSpot specialist. Clean up their CRM. Fix their marketing-sales alignment and find a way to escalate those leads to an ABM lead level. Standard 2-month project. Then they vanished. Here's what happened: They thought they had a "CRM analytics problem" but discovered something else entirely. After working on projects like this repeatedly, I've noticed the same pattern: → The CRM isn't broken - the process is → Sales teams aren't logging lead data consistently → Marketing and sales use different naming conventions → There's no regular pipeline review rhythm Most companies assume they need a technical fix when they actually need an operational one. The real solution isn't hiring a HubSpot specialist for 2 months. It's establishing clear agreements between marketing and sales: → Standardized lead qualification criteria → Consistent naming conventions across all touchpoints → Weekly pipeline reviews with leadership → Bi-weekly sessions with account executives → Alignment beween marketing and sales in a way that it enhances your ABM play and sales is not "hungry". This is why marketing without sales alignment is just expensive content creation! You can't solve process problems with platform improvements. The technical stuff is easy. Getting humans to follow consistent processes? That's where the real work happens. Companies often realize this halfway through scoping these projects. That's probably why my project disappeared. --- 🎁 FREE RESOURCE ALERT: I completed a comprehensive ABM account scoring assignment using HubSpot that addresses exactly these operational challenges. Comment "ABM account scoring with HubSpot" below, and I'll send you the complete assignment showing how to align sales and marketing through proper account scoring frameworks. It's a part of the assignment I did. --- What operational gaps are you trying to solve with technical solutions?

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27 Comment on LinkedIn

October 15, 2025

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Igor Vainshtein

Startup Addict | Inventor of Entrepreneurpoly Board Game | Best-selling author | TEDx & Keynote Speaker | Founder 24/7 Golf SOLD to GOLFTEC | Founder GolfTrak.App

4 hours ago

Have you considered looking at this from a different angle?

Tony Delyanov BBA

I help busy men & women lose at least 25lbs in 6 months and build unstoppable energy with 2-3hrs per week🧠🪫🔋

4 hours ago

ABM account scoring with HubSpot

Arolh DIELLA

Banks & Financial Institutions Senior Enterprise AE | Customer Value | Large deals | Go-to-Market | Strategic Sales

4 hours ago

ABM account scoring with HubSpot

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Hire a full-time CMO?! Hire an agency?! Try doing marketing myself?! Can I do it right? I need to decide. This is the dialogue inside the heads of many CEOs and founders who never hired a marketer. I have met many of those. The whole issue and confusion come because most decision-makers don't know how to control, hire or keep accountable a marketer. That is why they go with the safest choice. That is very often why the first marketing hire is a freelancer. It is natural that you want to try someone or experiment before you hire a full-time marketer or Chief marketing officer. Test the ground. Experiment. Do a pilot. Mitigate risks. As a freelancer, your role is to educate them about marketing, or they will never understand marketing. Who should be the first marketing hire? Freelancer Full-time marketer or CMO Fractional Chief of Marketing Agency

December 4, 2021

I have a marketing degree📝 and here are Things that were never mentioned in my marketing classes at the university: UTM parameters Demand Generation What da hell is organic traffic or SEO WTF a webinar is What's an SDR, MRR, ARR, or churn How to generate website traffic Things I was taught in marketing classes in the uni: 🌋The 4 P's 🧱Making a presentation in PowerPoint with 100 slides *funny thing, I was the only one making presentations with Prezi, and my teachers hated me coz' of that. How about you? What did not they teach you in school? #marketing #university #digitalmarketing

October 15, 2020

🕴️How Salesflare grew to 2000+ users in the ultra-competitive CRM market🍗 I could summarize the post in a few words: The secret to growth is ….. in building a great product! BUT I don’t want to leave you hanging in there, here are some nuggets: 🍗Nugget 1# Building a great product for your customers makes marketing the product a lot more genuine and allows you to play the “longer game” as Salesflare co-founder & CEO, Jeroen Corthout, puts it. 🍗🍗Nugget 2# Find products for your customers and not vice versa In fact, every month, Salesflare adds 2 new “loveable features” to grow their product and Salesflare has managed to add depth without adding unnecessary complexity. 🍗🍗🍗Nugget 3# Build habits and create processes out of them by delivering value: 2 loveable features per month 1 onboarding improvement 1 high-value article that brings search traffic 2 valuable contributions outside of their own audience (to podcasts, events, webinars, articles, …) Kudos to Stefanos F. Bournias for writing the article. Did you like it? For more nuggets, read the full article, link in comments. #sales #crm #product

Most of us in the B2B industry are used to thinking of content in the form of blog posts, ebooks, and case studies rather than videos 🤔 Yet, there is a huge untapped potential, especially for SaaS products. Why? You can make a complex product easier to understand. 🎥 😩 The challenge: People have short attention spans, and we feel overwhelmed in creating content that's engaging, short, entertaining, and professional all at once. 💡 The answer? Be clear on your objectives! Make video a part of your marketing funnel, employing strategies like product demos, tutorials, or explainer videos. Reuse this content to educate your potential customers at every step of your marketing funnel. And ultimately, remember it's all about storytelling! ☝ Now there is a fine line between being salesy and authentic. Don't think of YouTube as a platform to sell but rather as a platform to connect and build a community. So, show the people who make the magic happen - introduce your team and humanize your brand 💫 The cherry on top? YouTube's immense data potential. Leveraging YouTube's AI and analytics tools, you can understand your audience better and refine your position, messaging, content, and targeting. 📊🔍 If your brand already has a YouTube channel, drop it the comments, and let's support each other. 🤝🔗 #b2bmarketing #youtubemarketing #youtube #content #marketing #b2b #storytelling #video #branding

Expensive software vs. skill and creativity in #b2bmarketing - who will win? A few months ago, I talked to the CEO of one company looking to go beyond the "lead gen approach." They are selling machine learning solutions, and their market is the world itself. It felt like something I had heard many many times, before. The point of this discussion was to find out what the executive thinks about a demand generation program. I was astonished to hear: "We never did Account-Based Marketing or Demand Generation because it is costly!" How much you think it is, I asked: " First, you need to buy software like Terminus (4500 USD/month, more than what I charge), then you need to add Zoominfo to the info (another 2000 USD/month), and then you have to spend money on creating content." He could not be more wrong. I don't need software that costs more than my monthly salary, nor do we need Zoominfo data. The data is helpful, but imagine how many people they already sell that data to?! You will be competing with your ads to capture the attention of x number of companies. Meanwhile, there is plenty of other fish in the sea they know nothing about! He took some time to think about it, and we are discussing a pilot with him but How many people think the same? 100, 1000, a million?

October 7, 2021