Welcome to the strategies, solutions, and process of sales enablement! You might be wondering what sales enablement is and why is it so important for businesses. Here, you will learn all about it, step-by-step. Sales enablement comes down to selling processes and “closing the deal.” Most sales teams are challenged when it is time to […] Read more
Many B2B companies want to create more insight in their buyer. One way of doing this is to develop buyer personas. This is actually a good thing. Unfortunately, we often see how buyer research fails. Sometimes the buyer persona profiles are completely ineffective. We have been developing buyer personas for more than 15 years, and here are the 7 common mistakes in buyer persona development. […] Read more
In this article we look at measuring success in ABM. Because in account-based marketing (ABM) the goal is not to generate as many leads as possible, but to build and enhance the relationship you have with an existing group of selected accounts. To what goal? An amazing deal! […] Read more
Welcome! Personalisation in B2B is difficult, isn’t it? Let’s face it. That greeting would have been much more powerful if it had stated welcome Mark, welcome Caroline or welcome Youssef. Who doesn’t like a personal welcome, after all? 72% of customers say they only engage with messaging if it is personalised, according to Forbes. How […] Read more
When I took an ABM course myself, I noticed that it was mostly about stakeholder management. When rolling out an ABM plan that creates impact, two things stood out to me: Bringing stakeholders together is of great importance and you can achieve this better if you take a turnover target as your starting point. Start small and test your […] Read more
What is GDPR? The General Data Protection Regulation (GDPR) is the toughest privacy and security law in the world. Though it was drafted and passed by the European Union, it imposes obligations onto organizations anywhere, so long as they target or collect data related to people in the EU. The regulation is into effect since May 25, […] Read more
ABM is the new buzzword in the marketing world. Everyone wants in on it. And with good reason, an account-based marketing approach lets you influence the whole decision-making unit of a target account. There are many tools to help you with ABM and a key one among those is LinkedIn. In this blog, we will […] Read more
Discovering the best path to grow is an ongoing challenge for any individual, whether in personal or in professional life. Like individuals, organizations and teams have growth ambitions as well. A maturity model is a tool to measure maturity and identify areas for growth. The model developed by SPOTONVISION focuses on the maturity of B2B […] Read more
As B2B marketers, we always want our campaigns to be successful. We want to be Best-in-Class in marketing, but sometimes we fall short. Rewarding marketing is not one-dimensional, or even build on only one proposition. This is why SPOTONVISION has developed a B2B Campaign Maturity Scan. It is not enough to have a strategy in […] Read more
Artificial Intelligence within marketing automation has been an area in which many developments have been taking place for a longer time. […] Read more
A buyer persona offers you insights in your buyer and the buyer’s journey. These insights form the basis of successful marketing campaigns. […] Read more
