You can use all the signs or choose a few of the most significant ones

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Nature of purchases
This includes data on the frequency and seasonality of orders - products are needed regularly or at a certain time of year. Here you can also indicate the urgency of purchases, their average volume.

In addition, the nature of the relationship with the client is important:

there have been no orders yet;
new customer;
regular customer.
For current customers, you can additionally apply RFM segmentation . It will tell you qatar phone numbers list what actions will help increase the level of repeat sales.


Select the necessary criteria for B2B customer segmentation that meet your business objectives. Then collect data from open sources or conduct your own marketing research .

After that, divide all potential clients into segments, calculate their number and capacity, assess the level of competition in each niche. Then choose the most attractive segments that you will focus on in your work.

B2B sales funnel
For each segment of the target audience, you will need to build your own sales funnel . At the same time, different marketing tools are used at different stages of working with clients:

Stage 1 - Recognizing the need. The company representatives have not yet formulated the problem, which means they are not yet looking for a solution. You need to tell them about the difficulties or tasks that similar businesses face. And be sure to emphasize that there is an opportunity to solve these problems.