Christopher Rack

pharosIQ

Chief Executuve Officer

Revenue Collective

Member, Revenue Collective 

Chief Executive Officer

Demand Science

Chief Revenue Officer

PureB2B

President 

Canopy

Advisor

Spiceworks

Lead/manage a team of remote based sales professionals selling Spiceworks media/research products to IT Marketing professionals in markets across the globe

Executive Director of Sales

work directly with IT marketers in helping them to engage the Spiceworks audience of over 1.8 million IT buyers. Currently manage a $2 million book of business. 

I specialize in designing integrated ROI focused programs encompassing, lead generation, social media, awareness, and market research.

Account Director

Account Executive

emedia

- Currently responsible for 15 sales reps, 2 Team leaders and 7 Million in yearly revenue
- Have grown division 30% since taking over in 2008
- 20% ahead of planned target since taking over division in 2008
- Responsible for lead generation, lead inventory, sales leadership, new product devleopment and promotion

Group Sales Manager - IT Division

Manage Team of Sales Reps targeted IT industry with lead generation solutions. 
       - Design and implement CPL campaigns for clients  
       - Maximize ROI for marketing clients in Technology Industry

IT Sales Team Lead

Careerbuilder.com

Sales Manager

♟️CEO @ pharosIQ | Challenging the Status Quo, Lego Collector, Speed chess fan♟️

I've successfully led four sales organizations that experienced 10x growth over a 2-3 year span as an individual contributor, middle manager and executive leader.  My leadership model is built on a strong foundation of process building, execution and building winning cultures. The root of those cultures is taking a human first approach, while maintaining accountability and ownership of goals and targets. 

I am a competitive chess player, Lego collector and father of four.  Fascinated  by the idea of flawed heroes and collect memorabilia associated with these portrayals in TV and movies.  (Iron man, Dr. Gregory House, Andy Sipowicz, Dr. Sheldon Cooper, Elliot Stabler <- I could go on all day).  I love all things movies and movie quotes, and believe pound for pound the Shawshank Redemption is the greatest movie ever made. (Prove me wrong). 

Work hard....Be kind, and the rest will take care of itself. 

"It's supposed to be hard. If it was easy, everyone would do it. The hard is what makes it great" - Tom Hanks, A league of Their Own 

"If you are good at something, you'll tell everyone, if you are great - people tell you" - Walter Payton

Amazing week with our team in Manila last week!! Was so great to connect with everyone, and get to know our amazing staff!!  
 
Can’t wait for my next trip!  
 


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This week marks a full year since taking the role of CEO at was once MRP and is now PharosIQ.  To say we’ve accomplished a lot is an understatement, not only have we merged two businesses, we’ve unified them under a single brand, combining technologies and GTM motions. We’ve done so; while creating growth in revenue and profitability in the business.  Any one of this long list would be a huge accomplishment in 12 months, so I’m beyond excited and proud of this team for making in happen! 

Here are a few things I’ve learned. 

Trust you gut. On products, deals, projects and most importantly people.  It’s almost always right. 

Surround yourself with people who challenge each other. Progress doesn’t come from building a team of people who throw roses at each others feet.  

Get down in the trenches, too many leadership teams think the job gets done on strategy meetings, not realizing the data they are using to create strategy is scrubbed and cleaned 10 times before seeing it.  Join the sales call, talk to the customer, talk to your team members at every level.  Ask to dive deep into the processes.  

Don’t be afraid to make mistakes, doing nothing is worse then missing on a few plays. 

I’m pumped for the coming days/months/years as we challenge the status quos in our industry!

MQL's are dead - says the vendor who sells "dark social" or consulting on how to "fix GTM"  
 
SDRs and cold calls are dead - says the vendor who is selling AI outbound email, AI LinkedIn spam, or sales automation software  
 
Emails are dead - says the cold call guru or power dialing company  
 
The reality of it is, GTM just came back down to reality and is hard again.  Its not for the faint of heart.  There is a reason sales and #GTM experts are some of the highest paid members of the team - because doing it well and successfully with consistency isn't something anyone can do.  
 
Nothing is dead, every tactic when executed well can work.  Become a master of your craft across all tactics and channels and you'll be at the top of the leaderboard.  
 
#b2bmarketing #ABM

Content syndication works because it provides a unique mix of targeting and cost effectiveness.  
 
If you notice, all of the LI "influencers" (*cough, Chris Walker, *cough) who talk negatively against content syndication as a tactic focus on a single metric - "conversion rates".  
 
The "narrative" sounds like this: 
 
"I spoke to a CMO of a $100 billion company last week who spends $100k a quarter on leads that convert at a 1% rate.  Instead, they should be focused on "intent leads, that convert at 10-15%" 
 
Here is where the math fails for those of us in reality land :)  
 
"intent leads" (according to LI super influencers) are leads that request a demo/sales call on the website.  Not only are these type of leads not scalable, but they cost on average $1500/lead (if you are lucky).  
 
10 leads x $1500/lead  = $15,000 cost = 1-2 "conversions" to opportunity.  
 
100 leads x $40/lead = $4,000 cost = 1-2 lead conversions to opportunity.  
 
Cost per opportunity syndication =$3,000 - $4,000  
 
Cost per opportunity "intent leads" = $10, 000 - $15,000.  
 
Don't believe everything you hear, just because the podcast is pretty.  
 
#gtm #b2bmarketing #ABM

We  are not owed anything.   Just because you do the hard work, doesn't guarantee you the reward.  
 
Big things happen when no one is watching.

Shout out the legit best HR leader around, maura kane, and her amazing team.  

They are small but mighty, and exemplify what makes a killer HR organization.  

No empire building. 
No processes for the sake of processes
Understanding and exemplifying what it means to support a team
Always with a GSD attitude, making it happen! 

Thanks for being awesome Maura!

On your website, you have less than 10 seconds 
 
On a sales call, you have less than 10 minutes  
 
In a presentation you have less than 10 slides  
 
The customer needs to know what you do, how and why it matters to them.  
 
Master the art of saying complicated things in simple ways.  
 
#gtm #b2bmarketing #sales

Millions of dollars being spent on ABM programs and tech wasted on targeting the wrong accounts.  
 
There is a difference between intent to learn and intent to purchase 

Product idea for all of the B2B data platforms out there.  ZoomInfo Apollo.io Seamless.AI  

Instead of leveraging generative AI to "help" with writing average to mediocre email inside the platform, why not figure out how to use AI to logically prevent duplication of records. 

IBM, International Business Machines, IBM, Inc
HP, HP, Inc, 
Steve Jobs, Steven Jobs, 

The amount of human time fixing errors caused by lack of the logic in account and contact mapping is legit insane! 

That's a feature I'm sure folks would pay a premium for! 

"Special Teams....special plays....special players" 

Anyone with a budget can have a kick off, we CSQ (Challenge the Status Quo) at #pharosIQ.  


#b2bmarketing #intentdata #gtm 

Not everyone is cut out for a career in #sales.  
 
That is all.   
 
That's the post.

Any LI post with a selfie get an instant eyeroll from me, and multiple selfie offenders get an un-connection.   
 
It’s even worse when the said selfie has legit NOTHING to do with the post.  
 
I’d say LI needs to fix it; but they created the issue in the first place.

There is a perfect storm brewing now between brand and demand, and those in #b2bmarketing who are capitalizing on it are driving a ton of results.  
 
Your brand should be human and approachable, but also knowledgeable - SAY SOMETHING, anything.  Whether it’s your company brand, or your team members. If your customer doesn’t know your name BEFORE they have the problem to solve, your chance of winning goes down.  
 
There has to be leads. We don’t live in a magic fairy tale land where our bosses will be ok with “trust us, its working, its dark social”.   Anyone who is telling you otherwise or that you need to "find CEO who gets marketing" doesn't get business (or marketing).  
 
How can you connect the work you are doing on brand to generate demand, at all phases of the buyers journey?  
 
#GTM #brandtodemand

We’ve reached the “can it get the job done?” phase of sales and marketing technology, and candidly, it’s pretty amazing.  
 
No more “feature wars” owned by whoever has the biggest VC or PE pockets.  
 
No more overpowering marketing budgets buying the wins  
 
No more tech stack just for tech stack.  
 
We’ve reached the time where buyers need value, and the playing field is EVEN!  
 
#b2bmarketing #gtm

Winning in 2024 and beyond is going to be about who is willing to push the envelope, stand out, be different.  
 
Buyers are bored with B2B looking, sounding, acting the same.  
 
They want more.  
 
Your brand should be someone your customers would hang out with.  
 
#sales #b2bmarketing #abm 

The companies and team members who hit target, crush their goals, step up their game RIGHT NOW in 2024, will be the team members and companies who will define the next 15 years of your business (and possibly the industry).  
 
Anyone can win when interest rates are 2% and money is being pummeled into the market.   
 
Its easy to "grow" when your burning $8 million a month.  
 
Those companies and teams who emerge in 2023/2024/2025 - look out.  
 
#gtm #b2bmarketing #b2bsales

Mr. Miyagi’s Two Rules for B2B marketing right now.  
 
1) You can’t have demand without brand, and you can’t have brand without demand.  
 
2) First learn rule #1 
 


Using a bot (AI or not) to super spam your ICP via LinkedIn or email is not lead generation, no matter how many companies want to call it that.  
 
Will you get meetings in the short term?  yes.  
 
Are you burning down the forest to chop a small amount? Absolutely.  
 
The future of creating demand is more human, creative, different and fun.

I think the #b2bmarketing world has confused #ABM with targeted greenfield.  
 
ABM should be laser focused on the very tip top of your ICP. personal and custom. You may have 3 accounts on your ABM attack plan at any given time.  
 
Targeted green field is a wider net, but still focused on making the haystack smaller.  Custom and personal, but not at the level of true ABM.  
 
Right now the lines are blurred,  too focused for greenfield, not focused enough for ABM.

Killer Use Casefor AI for revenue teams  
 
Identifyin and researching new target accounts. Did someone sell a deal, prompt AI with “please list out companies that compete with X company”.   I’ve found “we work with (insert competitor) is one hell of a hook.  
 
Not so killer use case for AI for revenue teams  
 
Writing outbound sales and marketing messages.  It takes longer to rewrite them, then just writing them yourself in the first place.

Taplio

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