#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 (07:07) - - Embracing Timeless Marketing Principles (09:06) - - The Impact of Positioning on Marketing (14:03) - - Adapting to Remote Work (16:53) - - Identifying early-stage problems and solutions (20:00) - - Decoding Intent Data in B2B Marketing (23:41) - - 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 Grammarly.Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:– Cut down on back-and-forth– Automate content, research, and reporting– Eliminate busywork– Make space for strategyWe’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.Get the report and see how top teams are making AI actually useful.Visit go.grammarly.com/exitfive to grab it.***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