#140: Marketing Strategy | Intent Data, Back to Basics with ABM, and B2B Non SaaS (with Christopher Rack)

B2B Marketing with Dave Gerhardt

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

• The future of intent data
• ABM in 2024
• The importance of unique positioning
• Marketing in industries like packaging and logistics
• How to stand out in a crowded market

Timestamps

• (00:00) - - Intro
• (07:11) - - Embracing Timeless Marketing Principles
• (09:10) - - The Impact of Positioning on Marketing
• (14:07) - - Adapting to Remote Work
• (16:57) - - Identifying early-stage problems and solutions
• (20:04) - - Decoding Intent Data in B2B Marketing
• (23:45) - - Regulation and Data Privacy in Advertising Platforms
• (30:28) - - Strategies for Meaningful Outreach Using Intent Data
• (31:16) - - Redefining ABM: Back to Basics
• (37:29) - - Focused Sales Strategy: Quality Over Quantity
• (38:21) - - ABM: Leveraging Your Network
• (42:23) - - The Naming Challenge in Branding
• (46:24) - - The Power of Execution Over Strategy

Send guest pitches and ideas to [e-mail]
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

This episode of the Exit Five podcast is brought to you by our friends at Calendly. You’ve probably heard of Calendly. And you probably have used it to schedule meetings with people outside your company.

But did you know you can also use Calendly on your website to increase conversion and create a better hand off experience with sales?

Speed to lead is everything and that’s why B2B marketing teams today use Calendly to convert leads the moment they’re ready to talk to sales. Instead of doing the whole follow-up late dance, you can book meetings right within the forms on your website. And Calendly has the routing and integrations you need to make sure your prospects get booked with the right sales rep.

Smith.ai increased their website bookings by 26% using Calendly. And Katalon, the all-in-one test automation platform, was able to increase their conversion rate 3X using Calendly.

Join over 20 million users who count on Calendly to simplify meetings, save time and drive revenue revenue by removing the friction from your website. Visit calendly.com/exitfive to get started with a 14-day free trial.

***

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