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
  


• (06:04 ) - - The Unpredictability of ABM Revenue
  


• (09:32 ) - - The Nature of ABM: Strategy over Product
  


• (11:01 ) - - ABM Misconceptions: Display Advertising vs. Targeting
  


• (16:19 ) - - The Importance of Identifying the Right Target Account List
  


• (20:32 ) - - One-to-One and One-to-Few Strategy
  


• (22:22 ) - - 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"

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This episode of the Exit Five podcast is brought to you by our friends at Knak.  Launching an email or landing page in your marketing automation platform shouldn't feel like assembling an airplane mid flight with no instructions, but too often that's exactly how it feels.

No more having to stop midway through your campaign to fix something simple. Knack lets you work with your entire team in real time and stops you from having to fix things mid flight. Check them out at knak.com/exit-five/

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