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

(07:04) - - Embracing Timeless Marketing Principles

(09:03) - - The Impact of Positioning on Marketing

(14:00) - - Adapting to Remote Work

(16:50) - - Identifying early-stage problems and solutions

(19:57) - - Decoding Intent Data in B2B Marketing

(23:38) - - Regulation and Data Privacy in Advertising Platforms

(30:01) - - Strategies for Meaningful Outreach Using Intent Data

(30:49) - - Redefining ABM: Back to Basics

(37:02) - - Focused Sales Strategy: Quality Over Quantity

(37:54) - - ABM: Leveraging Your Network

(41:56) - - The Naming Challenge in Branding

(45:57) - - The Power of Execution Over Strategy

Send guest pitches and ideas to hi@exitfive.comJoin 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 Apollo.io. If you share a pipeline goal with your sales team, then you care about the deliverability rate of your team’s outbound emails. No email visibility means no meetings. This is the “silent nightmare” for marketers. You often don’t even know this is happening. And the most common cause of it? It’s actually an easy one to fix: you’re not using the right tool. That’s why 100s of marketers at companies like Mutiny are switching to Apollo.io. Apollo has every tool you need to power your entire outbound and inbound motions (yes that’s right, I said inbound emails too, ask their team about it).Marketers using Apollo have seen outbound email deliverability jump from 62% to 98% after making the switch. 98%! That means more replies, more meetings, and of course, more pipeline.Want to see what type of results you can get? Head over to apollo.io/e5 right now and book a meeting with their team to get set up. And as a thank you for your time, you will receive a free annual exit five membership, that's valued at $275.  ***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