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
  


• (06:54 ) - - The Unpredictability of ABM Revenue
  


• (10:22 ) - - The Nature of ABM: Strategy over Product
  


• (11:51 ) - - ABM Misconceptions: Display Advertising vs. Targeting
  


• (17:09 ) - - The Importance of Identifying the Right Target Account List
  


• (21:22 ) - - One-to-One and One-to-Few Strategy
  


• (23:12 ) - - Automation Tools and Direct Outreach for Revenue Generation
  


• (28:19 ) - - Balancing ROI Expectations in Marketing Strategy
  


• (33:45 ) - - Critical Questions for Evaluating Intent Data and Proving ABM Success
  


• (37:38 ) - - Transitioning to ABM as Startup Sales and Marketing Teams Grow
  


• (38:51 ) - - Aligning Sales and Marketing Efforts
  


• (44:16 ) - - Re-engaging Churned Customers with Product Updates and Honest Feedback
  


• (45:13 ) - - Effective Strategies for Re-engaging Churned Customers
  


• (48:27 ) - - Evaluating Account-Based Marketing (ABM) Success"

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