Character

To define your business to business target market start by recognizing that you are not marketing to businesses. Companies don’t buy anything, people buy. So, your product or services solves a problem for somebody. Know what that problem is and market to that person. This thinking can be a shift for most people, but it is a powerful way to market your business and define your marketing target. 

If your prospect is complete in every way they don’t need to buy anything.  

You always need to understand how they are incomplete…