B2B refers to a more personalized form of selling. Unlike B2C wherein you produce something for a broader target audience, B2B is more specific and involves tailoring offerings. An example can be a travel portal offering generic deals on airline tickets and a travel agency designing an airline deal based on its client’s travel preferences. The latter requires a detailed comprehension of the customer’s travel needs. It is possible through a process called B2B account profiling. Also known as customer profiling, account profiling is a crucial process in B2B lead generation. It involves gathering and analyzing customer data across various aspects like purchasing behavior, trends, buying patterns, history, preferences, etc. It helps develop a more comprehensive understanding of the customer and stitch custom offerings. However, the process of B2B customer profiling can involve challenges clouding a business’s understanding of its customers. Let’s look at some common ones and the potential solutions to overcome them.
5 Common B2B Account Profiling Challenges and Overcoming Them
Here are some common account profiling challenges B2B businesses usually face.-
Data Availability and Accuracy
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Segment Size and Diversity
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Complex Organizational Structures
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Evolving Needs
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Data Interpretation Differences