Identify the different stakeholders involved in a B2B purchase to understand their individual challenges or pain points . Think about how your products or solutions can help them solve these problems.
It is important to understand that we are talking about the challenges faced by employees, rather than the problems of the organization as a whole.
Let’s say you sell CRM solutions : what are the pain points that dental email list businesses face that you can solve? Can your product help them streamline their sales process, track goals, and increase employee productivity?
Now, think about how your product can solve a team leader’s pain points. Here, your team may be facing challenges in capturing leads and the solution lies in tracking them and monitoring individual performance.
Goals and daily routine
Seek to understand what each stakeholder in an organization is responsible for achieving . This can help you assess what you can do to help them achieve their goals.
Also find out what a typical day in the life of your potential buyers is like. Do they use social media? Which ones? And what content do they consume? These answers make a difference when segmenting each B2B persona!
Purchasing process
It is necessary to analyze how the company's purchases work, that is, how many employees need to approve and how influential they are . Here, it is time to understand the available budget, as this will help you understand what barrier you are facing in selling a product/service .
Another important point is the means of contact they prefer , whether it be telephone, video calls, email, face-to-face meetings, etc. And don't forget to find out the method the customer used to discover your company, the steps and motivations that led to making such a purchase.
Knowing this data will be essential to creating marketing materials that meet needs and overcome challenges .