Dave is joined by Christopher Rack, CEO of pharosIQ. Chris is a seasoned leader with a track record of driving remarkable growth. With experience spanning individual contributions to executive leadership, he's led four sales organizations to achieve 10x growth in just 2-3 years. His leadership ethos prioritizes building robust processes and fostering winning cultures rooted in a human-first approach.
They discuss
- Why alignment between marketing and sales is critical for ABM success
- How to prove the ROI of our ABM efforts
- Executing ABM with minimal resources
Plus, they take burning questions live from hundreds of B2B marketers and answer them for you.
Timestamps
- (00:00) - - Audience Interaction and Topic Relevance
- (06:38) - - The Unpredictability of ABM Revenue
- (10:06) - - The Nature of ABM: Strategy over Product
- (11:35) - - ABM Misconceptions: Display Advertising vs. Targeting
- (16:53) - - The Importance of Identifying the Right Target Account List
- (21:06) - - One-to-One and One-to-Few Strategy
- (22:56) - - Automation Tools and Direct Outreach for Revenue Generation
- (27:00) - - Balancing ROI Expectations in Marketing Strategy
- (32:26) - - Critical Questions for Evaluating Intent Data and Proving ABM Success
- (36:19) - - Transitioning to ABM as Startup Sales and Marketing Teams Grow
- (37:32) - - Aligning Sales and Marketing Efforts
- (42:57) - - Re-engaging Churned Customers with Product Updates and Honest Feedback
- (43:54) - - Effective Strategies for Re-engaging Churned Customers
- (47:08) - - Evaluating Account-Based Marketing (ABM) Success"
Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletter
Learn more about Exit Five's private marketing community: https://www.exitfive.com/
***
Brought to you by:
Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.
Optimizely - An AI platform where autonomous agents execute marketing work across webpages, email, SEO, and campaigns. Get a free, personalized 45-minute AI workshop to help you identify the best AI use cases for your marketing team and map out where agents can save you time at optimizely.com/exitfive (PS - you'll get a FREE pair of Meta Ray Bans if you do).
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
- They give you unlimited podcast editing and strategy for your B2B podcast.
- Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
- Visit hatch.fm to learn more
