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

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 discussThe future of intent dataABM in 2024The importance of unique positioningMarketing in industries like packaging and logisticsHow to stand out in a crowded marketTimestamps(00:00) - - Intro (06:53) - - Embracing Timeless Marketing Principles (08:52) - - The Impact of Positioning on Marketing (13:49) - - Adapting to Remote Work (16:39) - - Identifying early-stage problems and solutions (19:46) - - Decoding Intent Data in B2B Marketing (23:27) - - Regulation and Data Privacy in Advertising Platforms (29:47) - - Strategies for Meaningful Outreach Using Intent Data (30:35) - - Redefining ABM: Back to Basics (36:48) - - Focused Sales Strategy: Quality Over Quantity (37:40) - - ABM: Leveraging Your Network (41:42) - - The Naming Challenge in Branding (45:43) - - The Power of Execution Over Strategy Send guest pitches and ideas to [email protected] the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by Customer.io.You know that feeling when you open your inbox, and it’s just… noise? Bad marketing. Spam. Most companies are out here just talking at customers, not talking to them.Marketing messages should do more than just land in an inbox – they should create impact and drive real engagement.Customer.io helps companies send smarter, more personalized messages using first-party data. Their platform enables brands to reach customers at the right time, in the right place, on the right channel—whether that’s email, SMS, push notifications, or beyond.And the best part is that it’s all automated, so you’re not just blasting campaigns and hoping for the best. You’re running a machine that delivers real, human engagement at scale.7,000+ brands already trust Customer.io to make their marketing feel less like noise and more like connection. Join them by visiting Customer.io to get started. ***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