May 13, 2024

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

50 minutes

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

(06:42) - - Embracing Timeless Marketing Principles

(08:41) - - The Impact of Positioning on Marketing

(13:38) - - Adapting to Remote Work

(16:28) - - Identifying early-stage problems and solutions

(19:35) - - Decoding Intent Data in B2B Marketing

(23:16) - - Regulation and Data Privacy in Advertising Platforms

(29:53) - - Strategies for Meaningful Outreach Using Intent Data

(30:41) - - Redefining ABM: Back to Basics

(36:54) - - Focused Sales Strategy: Quality Over Quantity

(37:46) - - ABM: Leveraging Your Network

(41:48) - - The Naming Challenge in Branding

(45:49) - - The Power of Execution Over Strategy

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By Dave Gerhardt

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