Exit Five: B2B Marketing with Dave Gerhardt Exit Five

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 successHow to prove the ROI of our ABM effortsExecuting ABM with minimal resourcesPlus, they take burning questions live from hundreds of B2B marketers and answer them for you.
Timestamps
(00:00) - - Audience Interaction and Topic Relevance

(06:29) - - The Unpredictability of ABM Revenue

(09:57) - - The Nature of ABM: Strategy over Product

(11:26) - - ABM Misconceptions: Display Advertising vs. Targeting

(16:44) - - The Importance of Identifying the Right Target Account List

(20:57) - - One-to-One and One-to-Few Strategy

(22:47) - - Automation Tools and Direct Outreach for Revenue Generation

(27:54) - - Balancing ROI Expectations in Marketing Strategy

(33:20) - - Critical Questions for Evaluating Intent Data and Proving ABM Success

(37:13) - - Transitioning to ABM as Startup Sales and Marketing Teams Grow

(38:26) - - Aligning Sales and Marketing Efforts

(43:51) - - Re-engaging Churned Customers with Product Updates and Honest Feedback

(44:48) - - Effective Strategies for Re-engaging Churned Customers

(48:02) - - Evaluating Account-Based Marketing (ABM) Success"

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 PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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

Dave shares the 16 lessons he wishes he knew as a first-time marketing leader, going from marketing manager to CMO in four years. This is a recording from Metadata's DEMAND 2022 virtual event in October 2022. The lessons include:
1. Forget acronyms2. The story is the strategy3. Think hard about “offers”4. Push your team past incremental thinking5. Get on the same page as sales6. Don’t “be” finance and ops...partner with them7. Master internal communication8. Articulate the strategy9. Think short-and-long-term10. Understand what the CEO cares about11. Make hiring your job, not a side project12. Create your own momentum13. Your job is to get the job done14. But do the job first, before hiring externally15. Get comfortable making bets without perfect data16. Spend the budget (all of it)

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 PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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

Dave is joined by John Short, Founder & CEO of Compound Growth Marketing. John spent a decade as a B2B SaaS marketer at LogMeIn, Yesware, and Workable before starting his own full-funnel marketing agency in 2018. John is focused on helping companies find the right strategy in order to grow, as opposed to just blindly picking from a menu of marketing tactics. His company helps B2B marketers with everything from infrastructure (marketing ops and analytics) to customer acquisition, funnel optimization, and scaling growth.
They discuss
Growth by acquisitionsTimeless marketing principlesEvolving dynamic between sales and marketingThe impact of AI on SEOBuilding a strong company narrativeTimestamps
(00:00) - - Intro and disclaimers

(05:24) - - Seeking Strategic Guidance

(09:17) - - Embracing Ten X Growth Mindset

(14:10) - - Overcoming Hurdles in Business

(15:08) - - Balancing Work and Family Commitments

(20:06) - - Evolving Search Results and AI Generative Models

(23:59) - - Understanding Golf Physics and AI Research

(29:56) - - Search Engine Trust and Accuracy

(30:56) - - Shifting Landscapes: SEO, Cookies, and Timeless Principles

(36:55) - - Strategic Approach to Social Media Advertising

(38:48) - - Predictive User Scores and Behavior Analysis

(42:21) - - Navigating Growth and Expansion

(45:17) - - Aligning Sales and Marketing for Success

(48:29) - - The Power of Company Vision: Lessons from Drift

(51:41) - - Strategic Alignment

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 PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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

Dave and Dan (COO at Exit Five) share the behind the scenes on Exit Five's growth. They cover
How we sold out Drive in 24 hoursWhy we used a waitlist strategyHow much Exit Five has grownHow much we're investing into the business this yearSolopreneurshipPS. We’d love to get your questions and feature you on this podcast. Have a hot topic, a burning question, or just want to say hi? Send us a voicenote at hi@exitfive.com, and we will feature you on the show. Emails are fine too, but a voice note might get you on the pod :)
Timestamps
(00:00) - - Intro

(07:02) - - The Power of Collaboration

(09:50) - - The Exit Five Journey

(13:03) - - The Drive Event

(13:56) - - Launching Our Event

(21:33) - - The Success Behind Our Event

(23:11) - - Brand Connection and Storytelling

(27:38) - - The Power of Building an Audience

(29:43) - - Content and Audience 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 PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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

Dave is joined by Greg Isenberg. Greg is the CEO & Co-Founder of Late Checkout. Greg has started and sold 3 companies in the community space and has now invested in 50+ community-based businesses.
They discuss
Why you need to build an engaged community before a paid membershipThe importance of niching down The difference between audience and communityThe tribe frameworkPersonal brand and community performanceTimestamps
(00:00) - - Intro

(04:50) - - Building a Community on Patreon

(08:21) - - The Power of Niche Communities

(11:24) - - From Facebook Group to Profitable Membership

(14:46) - - The Impact of Exclusive Communities on Social Media

(18:14) - - The Illusion of Social Media Engagement

(25:45) - - Building a Personal Brand for Business

(28:56) - - Nurturing a Successful Community Within a Company

(29:44) - - Community Monetization: Pricing and Value in B2B Memberships

(33:24) - - The Dangers of Free Services

(38:50) - - Transformation of Twitter

(42:42) - - Navigating Social Media Engagement

(43:59) - - Exploring New Frameworks and Community Engagement

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 PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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

Anthony Kennada is is co-founder & CEO of AudiencePlus, a company building software, content, and community to help businesses become media companies. Prior to founding AudiencePlus, Anthony served as the CMO of Hopin, Front, and Gainsight.
In this episode, they discuss
What it means to be a media companyBuilding an audience from scratchWhy building community is important in B2B marketingTimestamps
(00:00) - - Introduction and context from Anthony Kennada.

(06:12) - - Definition and evolution of becoming a media company.

(11:12) - - The importance of building an audience and brand-oriented marketing.

(16:12) - - Discussion on content production and budget constraints.

(21:12) - - Community building and its significance in B2B marketing.

(28:53) - - The relationship between audience and community in marketing strategies.

(33:53) - - Efficient growth strategies and the role of organic growth.

(38:53) - - Building an audience from scratch and effective distribution strategies.

(43:53) - - Overcoming challenges in the current economic climate.

(48:53) - - Reflection on past marketing mistakes and learning from them.

(53:53) - - Discussion on category creation and its impact.

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 PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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