You have to understand buyers and their needs
B2B companies deal with a wide range of buyers and clients. That’s why it’s sometimes difficult to relate demands of a single client to collective needs of buyers on the market. Every B2B client has different demands. Some want the lowest prices, some proactive service, others want top products and constantly available user support. How to recognize then what a client wants exactly?
You have to make a profile for every client. How? By analyzing the communication with the buyers using all available channels, including social media, available sales analytics and sales channels. To put it simply, you have to learn to predict their behavior based on all available data.