#150: ABM | What ABM Isn’t – Some Huge Misconceptions of ABM, and What Works in 2024 (with Christopher Rack)
The Dave Gerhardt Show
Intro
Dave and Chris engage with the audience in a live session, sharing lighthearted banter about different locations and food choices, creating a casual and engaging atmosphere for the webinar.
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
- (06:25) - - The Unpredictability of ABM Revenue
- (09:53) - - The Nature of ABM: Strategy over Product
- (11:22) - - ABM Misconceptions: Display Advertising vs. Targeting
- (16:40) - - The Importance of Identifying the Right Target Account List
- (20:53) - - One-to-One and One-to-Few Strategy
- (22:43) - - Automation Tools and Direct Outreach for Revenue Generation
- (26:21) - - Balancing ROI Expectations in Marketing Strategy
- (31:47) - - Critical Questions for Evaluating Intent Data and Proving ABM Success
- (35:40) - - Transitioning to ABM as Startup Sales and Marketing Teams Grow
- (36:53) - - Aligning Sales and Marketing Efforts
- (42:18) - - Re-engaging Churned Customers with Product Updates and Honest Feedback
- (43:15) - - Effective Strategies for Re-engaging Churned Customers
- (46:29) - - Evaluating Account-Based Marketing (ABM) Success"
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